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Director of Sales, North America ID - 14006

IDBS helps BioPharma organizations unlock the potential of AI/ML to improve the lives of patients. As a trusted long-term partner to 80% of the top 20 global BioPharma companies1, IDBS delivers powerful cloud software and services specifically designed to meet the evolving needs of the BioPharma sector.

IDBS, a Danaher company, leverages 35 years of scientific informatics expertise to help organizations design, execute and orchestrate processes, manage, contextualize and structure data and gain valuable insights throughout the product lifecycle, from R&D through manufacturing. Known for its signature IDBS E-WorkBook software, IDBS has extended its flexible, scalable solutions to the IDBS Polar and PIMS cloud platforms to help scientists make smarter decisions with assured confidence in both GxP and non-GxP environments.

Do you want to work in an innovative, dynamic and results focused sales team? Do you enjoy driving strategy into action to deliver on business results?

We are currently seeking a Director of Sales, North America who will be responsible for leading, managing and coaching a team of sales professionals to accelerate Annual Recurring Revenue. They will do this by protecting the business we have, growing the existing business, and winning new business. North America is one of our most important regions and we are looking for a SaaS leader with appetite for change in a highly competitive market. The opportunity to make your mark in this role will be career defining.

This is a remote position based in the US-East Coast, which will require regular travel to the office and customer sites dependent on business needs.

What we’ll get you doing:

  • Vision: Alongside the VP, Sales, set and communicate the vision, mission and values for North America Sales: train, develop, coach and lead the account management team to success.
  • Team: Lead a regional sales organization, with direct line management of Strategic Account Managers and Account Managers to close new business, as well as grow existing accounts. Focus the right people on the right accounts. Create and sustain a positive team environment, while continuously appraising and ensuring effectiveness of sales team through objective metrics for improvement.
  • Leadership: Become the face of IDBS North America – be a thought leader in the industry; advocate and champion IDBS culture and the Danaher Core Value, acting as staff champion for our North American associates.
  • Customer Acquisition. Renew and retain existing customers while growing the market share through new customer acquisition.
  • Performance: Drive a high performance, revenue generating team. Drive sales pipeline tracking, accurate forecasting and reporting by effectively using CRM system (Salesforce)
  • Customer Relationships: Establish and maintain exec-level contact with customers as part of a relationship matrix, ensuring IDBS is a trusted advisory, not merely a vendor. Includes regular interactions with executives of major and prospective clients, working in partnership with Customer Success Managers.
  • Talent. Focus on talent development within your team as well as hiring and retaining a diverse and inclusive workforce. Hold high standards for yourself and your teams. Align field execution with the strategic priorities of the business, coaching and mentoring the commercial team to drive funnel and software bookings growth.

Here is what success in this role looks like:

  • Experience within a highly regulated industry Life sciences, manufacturing, Biotech, Development, Research (GXP, GMP)
  • Proven ability to manage a dispersed team across North America
  • Demonstrable ability to coach teams through complex solution sales cycles
  • Ability to generate innovative approaches and new or improved solutions to business issues.
  • Ability to anticipate trends, situations, or changing market conditions and take appropriate action and make recommendations on a timely basis.
  • Strong general management skills, including process management and financial management.
  • Ability to manage change and effect change where necessary.

It would be a plus if you also possess previous experience in:

Travel, Motor Vehicle Record & Physical/Environment Requirements:

  • Ability to travel regularly to customers and the IDBS Boston, MA and Woking, UK offices. Travel is expected to be ~50% of the time.

The salary range for this role is $170,000 - $185,000. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future.

This job is also eligible for bonus/incentive pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

Remote Job Posting Language:

At IDBS we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for IDBS can provide.

Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.

For more information, visit www.danaher.com.

Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

The EEO posters are available here.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at applyassistance@danaher.com to request accommodation.

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Common Interview Questions And Answers

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