Director, Regional Business Development (Remote - Boston)

Regional Commercial Champion

BioIVT is a leading global provider of research models and value-added research services for drug discovery and development. We specialize in control and disease-state biospecimens, including human and animal tissues, cell products, blood and other biofluids. Our unmatched portfolio of clinical specimens directly supports precision medicine research, aiming to improve patient outcomes by coupling comprehensive clinical data with donor samples. As the premier supplier of hepatic products, including hepatocytes and subcellular fractions, BioIVT enables scientists to better understand the pharmacokinetics and drug metabolism of newly discovered compounds and their effects on disease processes. By combining our technical expertise, exceptional customer service and unparalleled access to biological specimens, BioIVT serves the research community as a trusted partner in elevating science.
The Regional Commercial Champion at BioIVT plays a critical role in driving regional sales strategy in alignment with the overall BioIVT sales objectives within a matrix organization structure. As a core member of the commercial leadership team, this role involves participating in strategy and review meetings, leading regional demand management sessions, and managing customer relationships and commercial transactions. The position is integral to the annual global sales strategy decision-making process, implementing these strategies at both regional and global account levels. The champion advocates for disciplined use of Salesforce.com for data-driven leadership and ensures accurate and timely data entry to support sales team decision-making. Additionally, the role includes managing regional revenue growth, building executive relationships with key customers, negotiating deals, and overseeing client pricing approvals. The Regional Commercial Champion also focuses on aligning with the VP Global Sales to establish an effective sales matrix structure, recruiting and training top sales talent, developing product knowledge, and coaching the team to achieve sales performance targets. This position requires strong coordination and communication skills to foster an efficient sales team environment, emphasizing teamwork and knowledge sharing to optimize sales competencies and performance.
This position is remote but candidate must reside in or near Boston, MA.
Essential Duties and Responsibilities
Leads regional sales strategy implementation within overall BioIVT sales strategy and matrix organization structure
Core member of BioIVT commercial leadership team, participating in team strategy and review meetings
Leads regional weekly and monthly demand management meetings with balanced scorecard dashboard
Leads customer relationship management and commercial transaction processes
Actively participates in annual BioIVT global sales strategy decision making processes
Implements agreed annual BioIVT sales strategy at regional and global strategic account level
Champions sales team matrix structure to deliver BioIVT sales strategy objectives
Role model for co-ordination between regional team and other matrix colleagues/stakeholders
Manages and grows the regional revenue as defined in annual planning process
Builds executive relationships with key customer decision makers
Leads negotiation with key customer deals
Responsible for client pricing approvals within approved pricing authority levels
Strong advocate for application of knowledge management approaches (Salesforce.com CRM processes and system) to sales team decision making.
Utilizes available data resources to drive funnel management reviews and manage regional and strategic account assignment responsibilities, to develop and close sales opportunities
Fact-based and data driven leadership underpinned by Salesforce.com, Sage X3 and financial system performance and activity data output
Champions disciplined usage of Salesforce.com across sales-team matrix, emphasizing timely entry of both quantitative and qualitative data
Acts as voice of the customer, providing timely market, customer and competitor feedback
Achieve annual regional and strategic account sales performance targets
Align with Senior Director of North American Sales and the BioIVT commercial leadership team to establish a sales matrix structure and effective working processes to underpin a nimble and adaptable BioIVT sales culture.
Co-ordinate and communicate effectively with all sales management leaders to create an efficient sales-team matrix organizational structure
Assists in recruitment of top selling talent to BioIVT sales team
Works with the Senior Director of North American Sales and other sales leadership peers and marketing to develop effective selling skills and product training programs for both new and existing salespeople
Develops product knowledge across BioIVT portfolio to support in coaching team
Lead the recruitment process for regional team hires
Establish a training, assimilation, and development program for the team
Work in partnership with other BioIVT sales leaders to optimize sales competences and performance
Organize and lead focused trainings at global and regional sales/marketing meetings
Team orientation and matrix management ability (including 360-degree feedback)
In consultation with Senior Director of North American Sales, sets annual sales goals for assigned geographic territory and strategic accounts
Participates in periodic sales/operations forecasting meetings
Collates and represents regional revenue forecast
Weekly regional sales team and strategic account matrix co-ordination call
Role model for SFDC matrix knowledge management for the region
Timely entry and sharing of actionable customer information into SFDC system
This job description is not intended to be all-inclusive. Employee may perform other related duties as required to meet our on-going needs.
Qualifications
BS in Biology or basic science related field, plus 5 years commercial life science leadership experience
Advanced degree (MBA or PhD) preferred
Experience setting goals and managing by metrics
Proficient in Managing Effective Sales Team Processes and Control Mechanisms
Experience developing Sales Strategy, Sales Team Structure and Reinforcing Roles
Working Conditions
Occasionally required to work evenings, weekends, and attend meetings out of territory.
Requires local, regional and international travel, up to 50% of your time.
Ability to sit for long periods of time at a desk, driving a car, plus regular international air travel.
Knowledge, Skills & Abilities
Champions strong sales driven, customer-oriented culture
Change management focus establishing adaptable sales team and sales processes
Mutual respect, team orientation and matrix mentality
Personal development-oriented culture

self and team
Excellent written and verbal communication skills
Proficient with Microsoft Excel, Word, and Outlook
Organizational skills with great attention to detail
Exceptional problem-solving skills
Ability to effectively present information to customers, clients, and internal staff members
Ability to participate in the selection and development of Sales Talent
Conceptual thinker with capability to implement ideas that help support our clients' needs.
Able to articulate and understand BioIVT's portfolio.
A strong passion to understand customers complex needs and translate that into a product or service that fully responds to that need. A demonstrated ability to understand people and communicate clearly.
Demonstrable teamworking skills within a complex commercial environment
Organizational skills and attention to detail.
Other duties may be assigned.