Regional Sales Manager

Description

Manage regional sales activities for the Northern California / Bay Area territory to achieve sales, product-mix, profitability and customer-development goals. Lead, coach and develop the regional sales team; execute company sales strategies and policies; manage regional expenses, discounts, demonstrations, consignment inventory and sales operations; and coordinate with the Associate General Manager; Sales and cross-functional partners to maximize sustainable growth.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:

· Develop and execute quarterly and annual regional sales plans to achieve sales, product-mix and profitability targets across all Nikon microscopy product families.

· Build and maintain a qualified opportunity pipeline; identify new accounts, applications and sales channels that expand regional sales and profit potential.

· Monitor regional and individual sales performance, use Salesforce data to assess progress, and initiate timely corrective actions when results are below plan.

· Ensure sales leads and customer inquiries receive effective, documented follow-up and that Salesforce opportunities, forecasts, activities and close plans remain current and accurate.

· Lead the regional execution of strategic sales initiatives, product launches, promotions and marketing programs in coordination with the Associate General Manager; Sales, Product Management, Bioscience Marketing and Communications.

· Supervise, coach, train and motivate regional sales personnel; establish clear priorities, reinforce accountability and support professional development.

· Maintain strong relationships with key customers, strategic accounts, centers of excellence, dealers, representatives and other regional selling partners.

· Coordinate team-selling activities with application, product, marketing, service and other commercial resources for imaging, confocal and advanced-system opportunities.

· Plan and support customer demonstrations, evaluations and presentations for system sales, including AX, spinning disk and other advanced microscopy solutions.

· Monitor system configurations, pricing, discounts and quotations in Salesforce for strategic and high-value opportunities; ensure timely delivery and follow-up.

· Use sound negotiating judgment and escalate significant pricing, commercial, competitive or contractual concerns to the Associate General Manager; Sales.

· Work closely with Credit and other internal teams to support customer payment, installation sign-off and revenue-recognition responsibilities for regional orders.

· Coordinate with Service and Applications teams to support installation readiness, customer training, issue resolution and post-sale follow-up for products sold.

· Manage regional consignment and demonstration inventory, including TOP21 compliance, account accuracy, utilization and adherence to the Consignment Inventory and Employee Responsibility Policy.

· Actively coordinate the returns and RMA process for regional sales orders with representatives and internal departments, ensuring issues are triaged, documented and resolved.

· Establish and monitor regional expense and budget performance, including travel, demonstrations, flexible expenses and other controllable costs; maximize travel efficiency.

· Maintain current knowledge of Nikon products, software, applications, emerging technologies, competitive activity and market trends relevant to the territory.

· Provide Product Management and sales leadership with actionable feedback on customer needs, emerging applications, competitive developments and opportunities to improve product marketability.

· Provide regular sales-management and headquarters reporting, including forecasts, win/loss information, business trends, quality issues, unique applications, key risks and corrective actions.

· Maintain accurate customer and prospect information and support regional database quality, account segmentation and territory planning.

· Attend and contribute to sales meetings, training programs, workshops, seminars, customer events and trade shows as required.

· Travel throughout the assigned territory and work outside regularly scheduled hours as needed to fulfill the essential functions and responsibilities of the role.

ANCILLARY RESPONSIBILITIES:

· Perform all other duties as required or needed.

Requirements

KNOWLEDGE, SKILLS & ABILITIES:

· Bachelor’s degree in science, Business, Marketing or a related field required; advanced scientific degree preferred.

· Four or more years of sales and marketing experience in scientific or optical instrumentation preferred, including demonstrated responsibility for complex capital-equipment opportunities.

· Sales-management, team-leadership or equivalent coaching experience preferred.

· Extensive knowledge of microscopy, scientific instrumentation, Nikon microscopy products, applications and software solutions.

· Proficiency with Salesforce.com and Microsoft Office applications, including Word, Excel, PowerPoint and Outlook; SAP experience preferred.

· Ability to analyze sales performance, forecasts, budgets and business trends; use critical thinking to identify, triage and resolve issues.

· Excellent communication, presentation and negotiating skills, with the ability to convey technical and commercial information clearly.

· Ability to develop and maintain constructive, cooperative working relationships in a cross-functional, team-selling environment.

· Strong organizational skills and the ability to work independently under time constraints and changing priorities.

· Strong mechanical aptitude and working knowledge of computer hardware and software used with scientific instruments.

· Current, valid driver license and ability to travel by car, public transportation or air, including overnight travel, as required.

· Ability to live and work in assigned territory, including travel to and from multiple work locations and customer sites throughout the assigned territory.

· Ability to work outside regularly scheduled work hours as needed to fulfill essential functions and responsibilities.

Reasonable accommodations may be made to enable individuals to successfully perform the essential function of the position.

Salary Description

$80,000 plus commission