POSITION SUMMARY

The VP, Sales - Europe reports directly to the General Manager, and is responsible for provide effective, local leadership to the organization consisting of circa 50 reports in sales, applications and support/service. The primary responsibility is to meet or exceed territory sales target within expense budget whilst managing all commercial aspects of the business. This position provides leadership and direction for all aspects of daily operations, sales processes, and strategic initiatives (short and long range) targeted toward existing and new markets.

DUTIES AND RESPONSIBILITIES:

Territory: Europe

• Meet or exceed sales target, control expenses hence meeting profitability target for the region.
• Maintain the correct sales channel & go to market model, to meet or above targets.
• Responsible for accurate order forecasting.
• Responsible for strategy and proper execution to drive desired behaviors in the selling organization.
• Prepare the annual territory sales plan, in conjunction with business partners that details the financial expectations and the associated activities and expectations for the teams to run an effective selling organization.
• Prepare and defend the justification for investments and other changes to the regional team.
• Actively plan a range of field marketing activities including attendance at tradeshows, seminars, product launches and regular product specific mail-outs, necessary to drive funnel health.
• Lead, mentor, coach, develop and manage direct reports, including periodic review and appraisal.
• Maintain all aspects of the field hiring and sales team development planning.
• Constantly upgrade sales talent by coaching on critical skills and competencies.
• Work with sales operations and other team members to maintain a properly trained sales organization.
• Build and maintain good relationships with key customers, potential customers, and key opinion leaders.
• Generate and protect a strong customer referral base and utilize effectively to drive market penetration.
• Drive territory commitment to customer satisfaction by overseeing the resolution of issues/complaints and when appropriate escalating the issues.
• Drive efficient business process within the territory including monthly and quarterly country and territory level reviews that result in an action plan to achieve revenue, expense and funnel health targets.
• Maintain an adequate stock of demonstration inventory in the region, necessary to meet the sales & expenses targets.
• Have an in-depth and up to date knowledge of the current and future market trends, including funding availability, technology trends, customer applications and competitive technology.
• Ensure compliance with all company, policies, processes and codes of conduct for yourself and your direct reports.

EXPERIENCE AND QUALIFICATIONS
• Bachelor’s degree required; Life Sciences preferred. MBA desirable but not required.
• 10+ years of sales management experience; at least 5 years of senior-level management experience.
• A solid understanding of the Pharma/Biotech industry and the related academic and research institutions.
• A sound knowledge of business management, sales management & people management.
• Fluent in English.

KNOWLEDGE, SKILLS AND ABILITIES

• Dynamic leadership, strategic insight and articulation, influencing capabilities, coaching, teambuilding and exhibition of a ‘can-do’ attitude are critical performance criteria.
o Influencing capabilities with a proven track record of working in an entrepreneurial environment.
o Ability to work and lead a team remotely from head office.
o Highly effective time management skills for self and team.
o Proven success establishing and nurturing productive relationships with subordinates, peers and executive management as well as key customers.
• Demonstrated passion for excellence, and proven success delivering to sales/revenue/profit goals
• Energetic, results-driven with excellent organizational and prioritization skills.
• Business acumen.
• Excellent oral, written communication and interpersonal skills including the ability to articulate and defend strategic insights.
• Proven ability to implement positive change.
• Exceptional negotiation skills.
• Aptitude to learn new systems and retain technical information.
• Commitment to customer satisfaction.
• Demonstrated ethics and integrity.
• Ability to operate independently and as part of a team with an aptitude and desire to manage a sales team.
• Ability to work effectively across different cultures.
• Commitment to continuous improvement principles.
• Willing to travel across Europe as needed.

PHYSICAL DEMANDS

• This position requires the ability to communicate and exchange information, utilize equipment necessary to perform the job, and move about the office.

WORK ENVIRONMENT

• This position is performed in a traditional home office environment.
• Must be willing and able and able to travel throughout Europe – Up to 80% of the time.