Were seeking a self-motivated person who can operate with minimal oversight and can drive results within their respective regions.
As a Territory Sales Manager, you will be seen as an official representative of Charles River and will be an integral part of the success of the organization.
In this role, you will be responsible for achieving quarterly and annual sales targets for the assigned regions for all Charles River products and services into commercial accounts in a designated geographical region.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Work with internal teams (TMDM, PM, Management, etc.) to increase market share and revenue at assigned accounts.
With direction from management, generate account-specific sales strategies to sell all company products and services.
Work with management to prepare and provide accurate account forecasts for assigned accounts/territories when required by management.
Develop and qualify account leads through frequent customer contact and prospecting.
Build relationships with customers to influence the acceptance and use of company products and services.
Communicate available products and services and inform customers of new products and services in a timely manner.
Handle initial inquiries and qualify all prospective opportunities.
Effectively utilize CRM (SFDC) to capture customer information to included but not limited to accurate pipelines and effective opportunity management and activity documentation.
Work closely with the specialist sales staff to ensure that the customer has a cohesive and responsive team throughout the sales process
Proficient in knowledge of competitor profiles and is able to develop positioning to influence potential customers.
Consistently achieve all revenue targets
Proficient in selling the entire portfolio of Microbial Solutions Products and Services.
Complete all required sales documentation in a timely manner.
Participate in sales meetings and trade shows as required.
Share customer problems/concerns with all appropriate departments for quality resolution.
Perform all other related duties as assigned.
Prepare and implement a comprehensive territory management plan to indicate target opportunities, potential new accounts, expansion of existing accounts and an analysis of competitor accounts.
Participate in and provide feedback to internal Pilot teams.
Lead customer and internal webinars/training.
Lead Sales meeting sessions and participate in presentations, etc.
Participate in internal development programs. Options include a mentoring program, specialization of brand knowledge, marketing, key account management or sales leadership project participation.
Participate in internal beta testing applications if applicable.
Coordinate events within your territory to generate new leads and opportunities.
Completed Challenger Sales Training and effectively applies it to their sales strategy and communication with potential customers.
Assist in the development and execution of training plans for new employees.
Co-travel with Account Managers that may need Senior-level support.
Provide recommendations for Sales process improvements and participate in the execution of the improvement.
Participate in planning activities for Sales Meeting execution.
Support Non-KAM Key Account strategy by developing and identifying harmonization initiatives. Coordinate discussions and meetings to gain additional business.
The following are minimum requirements related to the Territory Sales Manager Resources position.
Education: Master of Science (M.Sc.) in Microbiology, Biotechnology / Bio-Chemistry / Biology / Life Science
Experience: Minimum 8 years experience, preferably in the life science industry.
Certification/Licensure: Valid driver s license required.
Other: Excellent verbal/written communication and presentation skills. Proficient in the use of standard office computer applications (word processing, spreadsheets, presentations, e-mail).