Head of Sales - Commercial

Location
San Diego, CA
Posted
Oct 09, 2021
Hotbed
Biotech Beach
Required Education
Masters Degree/MBA
Position Type
Full time
Element Biosciences is a multi-disciplinary startup focused on innovating genetic analysis tools for the research and clinical markets. The Company's technology will broaden the end user experience through improved data quality and simplified workflows to benefit discoveries and diagnosis in healthcare.

As our Head of Sales, you will build, scale, and inspire a winning Sales team to communicate our value proposition and drive product demand. You will leverage your knowledge of the Genomics / Next-Gen Sequencing industry and your established network to build a pipeline of opportunities and acquire new customers. You will collaborate with the Marketing and Customer Support teams to ensure end-to-end customer success. You will usher in a new frontier in sequencing, expanding access, and enabling more discoveries!


ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:


What will you be doing?

- Creating and executing a holistic strategy for the Global Sales organization
- Designing and building out a scalable sales team, including inside (remote) and field-based teams with regional and global phasing based on market dynamics.
- Informing our highest-level commercial decisions by sitting on our Commercial Leadership Team.
- Recruiting, developing, incentivizing, managing, and celebrating success with a dynamic team of sales professionals - driving a winning culture focused on customer success.
- Coaching sales managers to develop strategic and tactical plans and with a relentless focus on execution to drive revenue growth aligned with company goals and marketing strategy.
- Championing a consistent message about Element Biosciences’s vision and value proposition, and drive a unified field team to effectively communicate this to the customer base. -
Collaborating with the cross-functional Commercial team across business development, marketing, sales, commercial operations, and customer support.
- Defining key processes to include, but not limited to sales territory design and alignment management, sales quota and compensation design, sales compensation administration.
- Ensuring consistent capture and dissemination of valuable customer insights received by team members that interact - our customers, enabled by effective data management and business analytics.
- Owning the successful design, implementation, training, and utilization of our CRM (SFDC) for lead generation, opportunity management, quote, install, service & support.
- Leading and/or participating in projects: pricing optimization and demand forecasting by partnering with commercial operations, finance, and operations planning.
 
 

What skills/experience do you need?


REQUIRED SKILLS/ABILITIES:
- Demonstrate a committed passion for championing long-term customer success – and pull-through growth of applications and customer satisfaction.

- Consultative selling expertise and coaching – demonstrated ability to ask smart questions to understand customer dynamics and targeted solutions.
- Ability to lead the selling organization to drive demand generation using an opportunity funnel sales process
-Must be able to build relationships across the spectrum of customer stakeholders, from P.I's, to lab directors to C-suite decision-makers.
- Ability to effectively communicate, inspire, and influence internal and external audiences, using both oral and written communication skills
- Successful experience managing and coaching sales managers, working collaboratively to optimize multiple teams to drive customer success and sales objectives.
- Demonstrated ability to design, build, implement, and scale a team by attracting talent. -
- A strategic thinker who is also a doer – a bias toward thoughtful use of data and then taking action by rolling up the sleeves and jumping in to get things done.
- Awareness and a general understanding of the clinical, economic, and reimbursement landscape.
- Strong financial acumen and an expert understanding of sales and revenue operations.
- CRM expertise is required, Salesforce.com experience preferred
- Capable project management experience – demonstrated ability to prioritize, phase, and drive activities to completion to deliver on key milestones.
- Other duties as assigned.
 

EDUCATION AND EXPERIENCE:
- Minimum B.S. is required, advanced degree preferred, ( an equivalent combination of education and experience may be considered)
- 15+ years total business leadership experience across a variety of roles such as marketing, sales, strategic account management, commercial operations, and general management.
- Sales management experience with Life Sciences tools and the consumables market is required; experience in Genomics and Next-Generation Sequencing is preferred.
- Experience in a B2B, global company is required, start-up experience preferred.
 

PHYSICAL REQUIREMENTS:
Must be able to lift 15 pounds


TRAVEL:  As necessary, estimate 25-50%


We are passionate about our mission to develop high performing products to study genomics in an unprecedented flexibility and to understand biology for the improvement of healthcare. We have built a highly efficient product-driven organization where employees can learn, grow and thrive in a challenging but encouraging environment.  We are committed to scientific integrity, collegiality, honesty, objectivity, and openness.   We offer excellent benefits, which include a 401K plan, competitive health benefits, flexible vacation, and equity incentives. 

We foster an environment such that all people are afforded the freedom to pursue their passions without regard to race, color, religion, national or ethnic origin, gender (including pregnancy), sexual orientation, gender identity or expression, age, disability, veteran status or any other characteristics protected by law.