VP Sales, North America

Position Summary
A unique opportunity to play a game-changing role in the long-term success of our organization! This dynamic VP of Sales, North America position, located in the beautiful Finger Lakes Region of New York State, will develop and implement, a clearly defined sales strategy; set sales targets in line with the company’s economic profitability objectives; develop, foster, and maintain existing and/or new markets, target customers and acquire new prospects and forecast sales volumes. Develop a high-performing team by fostering a positive and inclusive work culture. Lead, guide, mentor, motivate and unite team members around a common sales strategy and share strategic information with them (operational objectives, evaluation criteria, etc.) by setting up and leading team meetings. Support the development of team members and analyse performance based on KPIs; provide guidance and support for complex issues. Monitor overall sales performances including reports analysing key factors, sales targets, and customer satisfaction making adjustments as appropriate. This is a unique opportunity to play a game changing role in the long-term success of our organization.

Principal Responsibilities

I. Develop & Implement Sales Strategy — Define a clear and precise sales action plan – Define the sales action plan clearly and precisely: set sales targets in line with the company’s economic profitability objectives, develop existing and/or new markets, target customers and acquire new prospects, prioritize operational actions, forecast sales volumes, etc. Draw up the sales department’s operational budget (human and financial resources) in direct collaboration with CCO, CEO(s), and financial department. Contribute to and participate in strategy development work, identifying market trends and growth opportunities in collaboration with the marketing department and product management department based on market studies (prospecting for new customers, competitive analysis, attractiveness of the sector, choice of distribution channels, etc.). Partner with marketing communications to increase the company’s visibility and promote its image: participate in trade shows, conferences, and other professional events as a company ambassador, set up partnerships and sponsorships, etc. Develop targeted strategies for high growth opportunities (i.e., Industrial Pharma).

II. Manage Sales Teams — Lead, motivate and unite team members around a common sales strategy and share strategic information with them (operational objectives, evaluation criteria, etc.) by setting up and leading team meetings. Organize and coordinate the commercial activities of your collaborators (sales managers, sales representatives) with an optimization view of individual and collective performance. Evaluate individual employee performance through regular interviews: analysis of key performance indicators (KPIs), review of target attainment, and implementation of corrective actions/measures. Supporting the development of employees’ skills: detecting any difficulties they may be facing, identify their needs and propose appropriate training courses Act as a point of reference in support of sales teams and guide them in the field when dealing with complex issues, during the negotiation phase for example.

III. Achieve Sales Targets & Monitor/Analyze Sales Performance — Monitor and analyze sales performance indicators: ensuring that individual and collective objectives are met. Realize sales, market share and business funnel development objectives. Ensure reporting to the CCO, and CEO(s) by designing and updating dashboards presenting indicators in terms of turnover and profitability (sales volumes, change compared to the previous month or year, amount of profit, realized margin rate, average value of a transaction, conversion rate, etc.) or customer experience (satisfaction level, intention to repurchase, recommendation rate, etc.). Redirect, if necessary, the sales action plan initially drawn up with the CCO and CEO(s) and suggest ways to optimize it.

Qualifications
• BA/BS preferred.
• Experience in Life Science Laboratory Tools and Consumables (MS, LC, Chromatography) background with at least a combined 10 years of selling, marketing, and management experience. Experience leading strategy, business planning, marketing, and business development.
• Excellent mastery of sales techniques, marketing tools and methodologies; sound knowledge of the market and companies in the sector.
• Demonstrated exceptional leadership ability, team management, and interpersonal skills.
• Strong history of meeting and exceeding sales and profit objectives. Have contributed to the significant growth and success of an organization.
• Client-facing exceptional communicator. Strong customer-focus relationship builder.
• Proficient with office automation and customer relationship management (CRM) software. Knowledge in management systems such as DBS and EMS preferred.
• A positive “can do” attitude; ethical, tactful, diplomatic.
• A minimum of 50% travel is expected for this role.

Base compensation ranges from $185,000 to $225,000 (dependent on location & experience). Specific offers are determined by various factors, such as experience, education, skills, certifications, and other business needs. This role is eligible for commission.

Advion Interchim Scientific^® is the market-facing name of a partnership between Advion, Inc. and Interchim SAS, separate companies that have agreed to market and distribute their products together.