Sales Director/Head of Sales

iotaSciences, a University of Oxford spin-out, is an innovative and fast-growing biotechnology company that emerged from the Universities engineering and biology departments. We offer unique solutions to cell line development. These solutions accelerate and advance biomedicine across a wide range of applications including gene editing, disease modelling and drug discovery; with current customers from universities, hospitals and industry. Our employees are motivated to deliver the most innovative next generation technologies in biomedicine that will ultimately translate ideas to clinics faster.

About the role

This UK based role, reporting to the CEO, has the opportunity to transition to Chief Sales Officer based on the successful candidates performance.

Primary Purpose: To drive sales for Iota’s products by closing direct sales and manage a growing network of distributors. Subject to success, in due course establish a global sales presence for Iota Sciences comprising both company salespeople in major markets and a network of distributors elsewhere. Build lasting customer relationships with key accounts and senior opinion leaders, support events and conferences and generate and follow up on leads.

Job Responsibilities

• Design and implement a strategic sales plan that expands and establishes the company’s customer base and ensures its strong presence.
• Achieve sales targets in line with the company strategy.
• Support and manage our distributors and extend the distribution network globally.
• Build and promote strong, long-lasting relationships with key opinion leaders, major customers and significant prospects by partnering with them, understanding their needs and developing iotaSciences offering to meet those needs.
• Present sales, revenue and expenses reports and realistic forecasts to the management team in a monthly report and in person.
• Produce an up to date annual sales plan in discussion with the Executive team.
• Subject to success recruit and develop company direct sales activities in major markets, particularly UK, Europe and a hybrid model in US. Support/lead training activities of internal and distributor sales representatives.
• Attend conferences and workshops and support customer demonstrations at these events across the UK, Europe and the US.
• Work with product marketing to refine our go-to-market approach and collect and report back Voice of the Customer.
• Help identify and bring on board channel partners to support future growth.
• Keep accurate and up to date records of customer interactions in the CRM and manage the sales funnel through the CRM.
• Maintain a professional awareness of competitor activity, product developments, customer requirements.

Typical performance measures

• Drive Iota’s sales activities to achieve and exceed agreed targets for revenue and gross margin.
• Effectively manage the sales funnel in the CRM.
• Provide realistic sales forecasts to support the company operations and strategy.

Requirements

Essential

• Graduate or equivalent.
• Life Science background.
• A working knowledge of strategic and relationship selling approaches would be highly desirable.
• Excellent business communication skills, verbal and written English.
• International awareness, understands different communication needs across different territories and cultures.
• Minimum 5 years experience in scientific instrumentation and/or system sales, ideally with a customer base in cell biology and cell culture.

Desirable

• Working with distributors and channel partners.
• Experience with and advanced user of a CRM system.
• Previous responsibility for both instrumentation and reagent sales.

Personal Qualities

• Self-starting, driven to succeed and perform in an ambitious and fast moving start-up environment.
• Proven ability to drive the sales process from plan to close.
• Strong business sense and industry expertise.
• Able to listen, evaluate and understand key technical information and build credibility with technical staff and customers.
• Understands the financial impact of plans and activities and seeks maximum value for Iota at every opportunity.
• Proactive. Identifies and takes advantage of opportunities to achieve (and exceed) business objectives. Initiates actions to develop new and better ways of working, using past experience and any mistakes as positive opportunities for improvement.
• Well organised and plans in order to meet objectives. Makes appropriate adjustments when progress is not as planned or when requirements change. Plans own time to maximum effect.
• Customer focused. Places customer satisfaction as the highest priority. Understands the values and benefits concepts for the different customer types and uses this knowledge to good effect.
Interested in making a real impact across biomedicine and joining a growing business; please submit a cover letter detailing how you address the requirements of this position and your earliest start date along with your CV by e-mail to hr@iotasciences.com

Application Deadline - Open until filled.

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