Senior Director, Sales & Business Development

This position is responsible for sales of all JMCRS products and services (such as Mouse strains, Model Generation, Breeding, Reproductive Sciences, In Vivo Pharmacology, PreClinical Services) to academic and governmental research centers, pharmaceutical and biotechnology companies within the North American region. This is the key leadership role with day-to-day responsibility for directly driving revenue growth in its assigned region. The primary objective of the role will be to achieve organizational sales targets through development and leadership of the North American sales organization. The individual will work closely with all groups within JMCRS and their leadership, including Marketing, Product Management, Technical Support, Customer Service, Project Management, Product Development, and the various Operational teams. This position will oversee a significant organization composed of field-based Account Managers, Regional Directors,  Market Development Managers, Strategic Account Managers, and office-based sales enablement personnel. It will be particularly important for the individual to develop and maintain strong working relationship with key customers, business leaders, and stakeholders. The individual will be required to travel regularly to JAX campuses and in the field working directly with the sales team members at customer accounts.

This position is remote with required travel (up to 50%) to sales meetings, conferences, onsite visits, and JAX locations as needed.

The salary range is $157,688 - $277,662. Salary will be determined based on qualifications and experience.

Key Responsibilities:

• Develop and lead the North American Sales organization to achieve top-line growth targets for the defined region. 
• Ensure effective sales, account and territory management, product and positioning training for team members through establishment of a rigorous and effective training plan.
• Regular travel to customer accounts and tradeshows, working with sales team members for in-person meetings. In-person direct selling, team coaching, and on-the-job training of sales organization.
• Working in collaboration with the JMCRS leadership team, develop a sales operations plan that leverages the organization’s strengths and assets to achieve financial and strategic goals for JMCRS.
• Establish a strategic framework for prioritizing key academic, biotech and pharmaceutical accounts that considers the opportunity to grow existing accounts while developing new accounts.
• Ensure alignment between the sales team and all the various teams within JMCRS through a collaborative work approach that engenders an inclusive culture.
• Plays a key role in structuring commercial relationships key accounts that span broad products and services offerings to serve multiple research and therapeutic areas.

Minimum Requirements:

• Bachelor's Degree required, Master's Degree or higher preferred.
• A minimum of 8-15 years relevant sales, leadership and progressive experience
• Proven knowledge of the drug-discovery and academic research ecosystem, customers, key opinion leaders, and decision-making paradigms.
• Demonstrated successful experience selling solutions and technical services to academic, pharm, biopharma scientists and executives.
• Advanced interpersonal skills sufficient for developing complex, dynamic, working relationship with a diverse variety of individuals representing a broad cross section of cultures, disciplines and levels of sophistication.
• Demonstrated ability to develop and lead a team to higher performance with a focus on driving sales excellence, winning market share, and account development, with a focus to build account relations within multiple research and therapeutic areas.
• Develop and execute a commercial strategy to build relationships with customers and KOLs across accounts to drive market share gains that reach across broad products and services offering.

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About JAX:

The Jackson Laboratory is an independent, nonprofit biomedical research institution with a National Cancer Institute-designated Cancer Center and nearly 3,000 employees in locations across the United States (Maine, Connecticut, California), Japan and China. Its mission is to discover precise genomic solutions for disease and empower the global biomedical community in the shared quest to improve human health.

Founded in 1929, JAX applies over nine decades of expertise in genetics to increase understanding of human disease, advancing treatments and cures for cancer, neurological and immune disorders, diabetes, aging and heart disease. It models and interprets genomic complexity, integrates basic research with clinical application, educates current and future scientists, and provides critical data, tools and services to the global biomedical community. For more information, please visit www.jax.org​​​​​​​.

EEO Statement:

The Jackson Laboratory provides equal employment opportunities to all employees and applicants for employment in all job classifications without regard to race, color, religion, age, mental disability, physical disability, medical condition, gender, sexual orientation, genetic information, ancestry, marital status, national origin, veteran status, and other classifications protected by applicable state and local non-discrimination laws.