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Regional Sales Manager- West

in US - Remote

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Job Description Job Attributes+

  • Req. ID

    R4620

  • Organization

    Life Science

  • Job Category

    Sales

  • Job Type

    Full time

  • Job Location

    US - Remote

Overview

Brooks Life Sciences

Brooks Automation established Brooks Life Sciences (BLS) in 2011 through the acquisition of 4 of the leaders in Sample Management Automation: RTS Life Science, Nexus Biosystems, REMP and Matrical. Brooks is investing for significant growth in BLS, both organic and by acquisition, presenting many opportunities for employee development and progression.

The automated stores product line is a significant part of the Products Business unit. Stores are mostly sold to customers in two markets/ applications:

  • Drug Discovery: typically, pharmaceutical companies wanting to store chemical compound samples in volumes from 50µl to 5ml at temperatures from -20°C to room temperature.
  • Research Biobanking: typically, academic/research institutes wanting to store biological samples (eg blood serum) at -80°C or DNA at -20°C.

Typical sample numbers are 200,000 to 5,000,000. The customer’s problem is selecting particular samples and maintaining sample quality through the ‘cold chain’.

BLS is the leading supplier in both of these markets. The sales cycle for our products is in the range 6 to 24months and typical order values are $1,000,000 to $5,000,000.

Other BLS business units provide cryogenic storage, informatics, consumables, storage and analytical services to the same and adjacent markets, often combined with the sale of an automated store.

Overall Purpose of the Job:

You will be responsible for all aspects of Automated Stores Sales (covering automated storage from room temperature to -80°C) for a defined territory.

The initial territory will be West Coast of the US

Key responsibilities:

  • New system sales from lead generation through to order placement and hand over to the operational team.
  • Prospecting
  • Qualification and development of new sales opportunities, including customer meetings, presentations, requirements gathering, proposal writing, etc. (support will be available from the Massachusetts and UK office)
  • Sales strategies and results in the territory
  • Negotiation and closing
  • Efficient use of own time and BLS resources to meet sales target.
  • Reporting on the sales pipeline on a regular basis and maintaining the regional CRM data.
  • Lead the development of relationships with 3rd party organisations in territory, in support of sales goals.
  • Regional market feedback to aid new product and company development
  • Working with the marketing function to generate new leads in a cost-effective way appropriate for the territory.
  • Communications:

  • Teamworking with the wider Brooks organisation to achieve results:
    • Salespeople for other Brooks Product Lines: Consumables and Instruments, Cryogenic Storage, Service, Services, Informatics…
    • Other functions within Brooks – Technical Sales, Marketing, Product Management, Project Management, Engineering, Service, Installation, etc
    • Management
  • Lead the development of relationships with 3rd party organisations in the territory, in support of sales goals, from individual salespeople who share a similar territory through to collaborations with the wider organisation on joint sales opportunities.
  • Both Brooks and external communication will be at all levels from individual contributor through to CEO and all disciplines from Science to manufacturing through Engineering, Marketing, Finance and Legal.

Skills and Aptitude Profile:

  • Highly motivated, goal orientated and outgoing.
  • A consultative sales approach, where listening and understanding the customer problem is the starting point.
  • Self-starter – able to work remotely from the head office.
  • Team player and leader – will bring in others (both from Brooks and outside) to achieve goals
  • Demonstrated initiative and self-development
  • Flexible, positive attitude
  • Excellent communication skills in a range of formats, both written and verbal, from informal discussions to formal sales presentations.
  • Experienced at sales negotiations
  • Ability to understand science and engineering (science or engineering qualifications not required).
  • Degree qualified
  • Fluent English, other language(s) would be of interest
  • Computer literate – regular MS Office applications.
  • >5 years’ experience in B to B sales (>$50k PO value), ideally, with at least some experience in Laboratory/scientific equipment.
  • Ideally, established relationships in Drug Discovery and/or Biobanking application areas.
  • Current valid driving licence

Other:

Frequent in territory travel, likely ~25% of time on the road. Some travel out of territory (eg Boston Company HQ and Manchester, UK, Engineering and Manufacturing Centre of Excellence for automated stores).

EOE  M/F/Disabled/VET

JOB LOCATION

Brooks

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