Head of Sales - Academia

Responsible for achieving Financials & Strategic targets for Academia segment (Government / Public Funded Research Institutes; Universities / Colleges and Hospitals). Manages, coaches, and develops a team of Solution Scientists and account managers to achieve assigned goals. Coaches and develops the team in their career progression. Provides line of sight into business performance through forecasting, reporting and pipeline management. Operates with fiscal responsibility, develops strategic plans, and drives execution.

• Lead and direct the Sales organization of Academia Segment Responsible for achieving assigned sales goals and execution of strategic commercial initiatives. Develop long-term growth strategy and business plans for assigned markets and product areas. Maintain executive relationships at accounts in the Region or Commercial Area Lead the development of multi-year account plans for assigned accounts. Ensure regional & commercial area resources are enabled to execute business plans and growth strategy. Maintains a deep understanding of the Applications and Areas of Science where Millipore / Supelco / Sigma-Aldrich products are used. Design, test, and implement all sales process improvement and marketing initiatives in the region. Directly manage major / critical developing client accounts and coordinate the effective management of all other accounts. Resolve internal sales process related issues (eg pricing approvals)Recruit and maintain a talent pipeline. Manage & coach team of direct reports, individual contributors and overlay support. Disseminate winning practices across sales teams. Resolve team-oriented escalations (eg sales credit, pay discrepancies and others)Manages a regular cadence of internal meetings and processes to ensure effective execution of growth strategy. Captures VOC and identifies local market trends and communicates internally. Engages in special projects as assigned. Maintain relationship with thought leaders in the academia
• Budgeting and Operating Plans Analyze and evaluate the effectiveness of sales, methods, costs, and results. Develop and manage sales and marketing budgets and oversee the development and management of internal operating budgets. Ensuring and encouraging regular visits and training by product managers for the sales team in region
• Recommend and administer policies and procedures to enhance sales and business operations Participate in the development of new project proposals. Support the planning and development of marketing and communications materials including direct and digital. Oversee the preparation, issuance, and delivery of sales materials, exhibits, and promotion programs. Promote positive relations with partners, vendors, and distributors. Plan and coordinate public affairs, and communications efforts, to include public relations and community outreach.
• Compliance to Internal Controls and Integrated Management System Comply with all Internal Control processes and audits. Understand and follow process & procedures laid down in IMS

Who You Are :

15 Mil Euro business and a large team in last 3-5 years

Skills Required

Public Relations, Networking, Process Improvement, Budgeting, pipeline management , Sales Process