Esco Lifesciences Group is Singapore’s most globalized life sciences company, with annual revenues close to $200M and operations in over 20 countries across North America, Europe and Asia.

At Esco, we embrace innovation and take calculated risks to address unmet needs, all while building a leading life sciences ecosystem that will benefit the communities in which we operate. As a rapidly growing global business and expanding worldwide through M&A, we empower you with the opportunities to excel and make positive, meaning impacts.

Esco has strategically prioritised and is intensifying its external growth efforts. We are embarking on an ambitious multi-year plan which is supported by a large budget and growing corporate development teams. As part of our ongoing expansion, we are looking for a Head of Regional Commercial Sales focused on North America to join our team.

As Head of Regional Commercial Sales – North America, you will be responsible for

1) managing a large group of sales reps and/or distributors who work within the region and

2) driving sales and sales operations throughout the region.

Esco has three (3) business units – Scientific, Healthcare, and Medical. This role will largely focus on sales within the Scientific Business Unit which sells scientific instruments and equipment. In conjunction with Esco headquarters and your commercial peers, you will also be responsible for designing, planning, and implementing commercial processes, projects, and initiatives that increase top and bottom-line results.

Job Responsibilities:

• Manage your region’s commercial/sales teams

• Take full ownership for meeting and exceeding sales targets for your region

• Work with your country managers, key account managers, and distributors to generate annual, quarterly, and monthly sales forecasts

• Establish and maintain sales operations infrastructure; drive recurring processes, such as territory alignment, target setting, monthly sales reporting, sales forecasting, etc.

• Produce regular sales performance reports and communicate sales performance to Esco’s senior leadership team

• Drive and own the development and implementation of analytical tools that identify issues and corrective actions within your region

• Identify regional training needs; develop/implement effective training for your sales teams

• Work collaboratively with your regional peers and Esco’s executive team to drive and implement standard procedures, policies, and processes

• Work collaboratively with other functional areas such as R&D, marketing, and/or product management to influence product development

• Influence business strategies based on analysis of market trends, customer requirements, and competitive strategy; relay pertinent information to product managers so they can optimize product positioning

Requirements:

• Experience in the life science tools and reagents market.

• Proficient understanding of standard business practices related to sales operations and systems (sales cycle, sales methodology, CRM applications, reporting, forecasting, territory management and sales quotas).

• A record of developing sales tools, education and training programs to boost sales skills, technical proficiency and overall effectiveness

• Strong leadership, excellent written and verbal communication skills Knowledge, Skills, Abilities

• Degree in chemistry or life sciences, material sciences, or engineering, and 10+ years of relevant experience

• Deep knowledge of the Life Science instrument and equipment markets; knowledge of the In Vitro Fertilization market is a plus

• Ability to manage the generation of pipeline and business opportunity leads

• Ability to manage the selling of strategic and new products to existing and new customers

• Ability to increase our market share by generating new business leads

• Ability to work with product management to synthesize and integrate customer and colleague insights, draw conclusions/implications, and translate information into product requirements, portfolio strategies, and business recommendations

• Collaborate with, and nurture positive relationships with multi-national and cross-functional matrix teams

• Work remotely, to flexible patterns, and with the ability to travel up to 50%

• Excellent presentation and communication skills

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Regional Head of Commercial Sales & Sales Operations