The role of the Sales Director, EMEA, LS is to lead the EMEA Regional Sales Managers and respective LS Sales team across the region. The successful candidate will be accountable for achieving overall sales revenue for Life Sciences while partnering with key stakeholders across the business. Reporting to the Global Head of Sales for Life Sciences, the individual will work collaboratively with functional management teams and other internal stakeholder groups and be responsible for building effective relationships in order to ensure the business meets its growth targets.
This position is responsible for the development and implementation of multi-country sales and retention strategies for the Life Sciences customer segment, to generate sales and revenue growth across the identified region.
Duties and Responsibilities
In coordination with sales leadership, especially the Global Head of Sales for Life Sciences, drive revenue growth through the successful creation and implementation of regional sales strategies and effective team management and motivation
Interpret regional economic and market trends as they emerge and work with Sales and Proposition leadership to develop plans, programmes, and sales initiatives that meet these changing market needs
Motivate and maintain a team of qualified and well trained regional sales managers and account managers, adept at representing the complete line of LS products and services through a consultative sales approach
Support enterprise behaviours, such that team members focus on business building as well as selling and contribute to the overall growth of IP&Science
Drive geographic expansion and business development initiatives in regional market segments, working in collaboration with the Sales Leadership team. High impact communication and implementation of agreed strategies to the sales management team and territory account managers
Ensure that Regional Sales Managers successfully implement targeted and effective selling initiatives appropriate to the specified customer base, to ensure profitable growth of client revenue
Drive high performance across the team, including setting clear performance objectives, expectations and standards
Implement robust and ongoing performance measures and reviews to drive strong sales execution. Continually performance manage poor performance and holds the team accountable for driving this through the organization
Ensure key metrics and performance targets are effectively managed and tracked across both the field sales and inside sales organisations
Continuously improve communication flows, positive interaction and relationship building with internal colleagues and external customers
Recruit, manage, and develop high performing talent within the organisation
Establish and maintain an environment that optimizes team and individual performance for the business
Effectively collaborate across matrixed functions that are shared and / or managed centrally, such as HR or Finance
Forecasts with honesty and accuracy, such that the business can rely on any monthly or quarterly Latest Estimate to within a variance of 15%
Has sufficient “ego maturity” to deal with the ambiguity and fluidity that comes with a business that is in transformation
Desired Skills and Experience
University degree, especially in a scientific discipline, is preferred.
5-7 years of sales experience and leadership in organisations that drive growth in revenue, number of customers and lifetime value of customers
Success in selling to the global pharmaceutical and biotechnology market, understanding of pharma R&D needs, drug development pipeline intricacies and experience is therapeutic areas strongly preferred.
Understanding of sales in a software, workflow and content technology environment strongly preferred
Experience in the Life Sciences sector desirable; advanced degree in business, technology or a related field preferred
Exceptional leadership skills with the ability to motivate and inspire others to perform and achieve results within a diverse team in a challenging sales environment.
Success in remotely managing a regional sales team with strong results
Excellent customer facing skills, ensuring our customers are at the heart of everything that we do
Adaptable, flexible, open to diverse ways of thinking and diverse cultures.
Must have strong presentation, communication, negotiation and interpersonal skills
Frequent regional travel, up to 40%
Advanced written and verbal communication skills
Strong business and analytical acumen
Experience in solution sales, and sales broader than just content strongly preferred; having a good understanding of sales in the services and consulting space also desirable
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