VP International Sales

Company Name:
Carlyle & Conlan
Carlyle & Conlan has been retained to identify and evaluate candidates for the role of Vice President of International Sales for a client based in Maryland.
Our Client:
Our client is a rapidly growing company specializing in multiplexed biological measurements for use in life sciences, the pharmaceutical industry, biodefense and clinical testing. They develop, manufacture and market cutting-edge instruments and assay kits based on proprietary detection methods that are fast, patented and enable multiple measurements.
Opportunity Statement:
Our client's strong growth rate and, in particular, growing emphasis on products for regulated environments, has precipitated a need for a Vice President of International Sales (VPIS). The VPIS will lead global sales, except North America, which includes continued expansion into Asia and Latin America. The VPIS will lead expansion into additional countries and govern both internal sales and operational staff, overseas, along with distributors. Primary responsibilities are to meet or exceed territory sales targets, within expense budget, while managing all commercial aspects of the business.
For candidates from large companies who may be segmented into single country or regional governance, this opportunity may represent the ability to garner broader global exposure. For a smaller company candidate, this opportunity may represent a growth scenario moving from fewer products to a broader portfolio with translational value into the clinic.
Key Responsibilities
Meet or exceed sales targets and control expenses enabling profitability targets.
Responsible for Global (except North America) Sales Strategy and execution to drive desired behaviors in the commercial organization.
Drive efficient business process including monthly and quarterly regional and country level reviews that result in action plans to achieve revenue, expense and pipeline targets.
Develop and/or maintain correct sales channels and go to market models.
Identify suitable indirect sales channels and negotiate agreements with them, to meet or exceed sales and profitability targets.
Responsible for accurate forecasting.
Prepare the annual territory sales plan that details the financial expectations, associated activities and expectations.
Prepare and defend the justification for investments and other changes to the regional teams.
In concert with the marketing organization, actively plan and coordinate a range of field marketing activities including attendance at tradeshows, seminars, product launches and regular product specific mail-outs, necessary to drive the sales pipeline.
Lead, mentor, coach, develop and manage direct reports, including annual review and appraisal.
Maintain all aspects of the field hiring and sales team development planning, including relationships with distributors.
Constantly upgrade sales talent by coaching on critical skills and competencies.
Work with sales operations and other team members to maintain a properly trained sales organization.
Build and maintain good relationships with key customers, potential customers, and key opinion leaders.
Drive commitment to customer satisfaction by overseeing the resolution of issues/complaints and when appropriate escalating the issues.
Maintain an in-depth and up to date knowledge of the current and future market trends, including funding availability, technology trends, customer applications and competitive technology.
Ensure compliance with all company, policies, processes and codes of conduct.
Education:
B.S. in a relevant scientific or engineering discipline, preferred.
Experience:
Our client seeks 10 or more years of progressive, sales leadership experience in a global capacity, essential including demonstrated experience leveraging both direct and indirect (i.e. distributor) sales forces. Experience leading sales operations in Asian and Latin American countries is strongly preferred.
Prior direct sales management experience and operational governance is required.
Prospective candidates must have prior experience in sales leadership of life sciences diagnostic products (instrumentation and consumables) sold TO the Life Sciences industry (i.e. Pharmaceutical, Biotechnology, Academics or other R&D Researchers).
Prospective candidates should both understand and be metric driven.
Our client prefers candidates that have led relevant teams within entrepreneurial environments.
Core Competencies:
Strong leadership skills, negotiating skills and influencing capabilities.
Ability to lead remote teams.
Resilient to challenges while maintaining a positive can do attitude.
Energetic, results-driven with excellent organizational and prioritization skills.
Strategic thought and articulation. Strong business acumen.
Excellent communication skills including the ability to articulate and defend strategic insights.
Highly effective time management skills.
Aptitude to learn new systems and retain technical information. Proficient in MS Office Suite.
Commitment to customer satisfaction.
Demonstrated ethics and integrity.
Ability to operate autonomously and as part of a team with an aptitude and desire to lead a sales team.
Ability to work effectively across different cultures.
Commitment to continuous improvement principles.
Willing to travel, as needed, internationally.
Carlyle & Conlan actively recruits and refers applicants for all jobs without regard to race, religion, color, sex, age or national origin. As a professional search firm, we will only be responding to those inquiries that most closely align with the stated requirements. Moreover, our client employer can only review candidates with valid US work authorization at this time.
Define Standards, Drive Change... Apply now.
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