gatorbio - VP of Global Sales
Requirements
• Ability to lead global sales and support teams to achieve $50-million and higher annual revenue. • 10+ years’ experience as a sales leader with a proven track record of growing the business at double digit growth rate. • Hands-on sales experience in life sciences analytical tool space. • Understanding of SPR, BLI, and molecular interaction techniques preferred. • Knowledge of analytical technologies for antibodies, proteins, small molecules, and CGT. • Demonstrated ability to meet sales forecasts and generate healthy revenue stream. • Experience in building and improving process and data driven sales system. • Leadership skills with outstanding communication, interpersonal, and customer service skills. • Planning, organizational, and creative thinking skills. • Strategic thinker and entrepreneurial spirit. • Working with Marketing and other departments to achieve sales objectives. • Experience in leading the FAS and FSE teams. • Hands-on with CRM technologies and tools. • Degree in scientific and technical fields preferred.
Responsibilities
• Lead the sales teams in North America, Europe, and Asia Pacific (excluding China) under a single global operating cadence, forecast process, and pricing discipline. • Lead the Field Application Scientist (FAS) and Field Service Engineer (FSE) teams, integrating the commercial and technical field functions into one accountable organization. • Develop the global sales strategy and translate it into an executable annual and quarterly sales plan, with clear regional targets, quotas, and territory design. • Develop, implement, and execute a sales plan to sell capital equipment and consumables to pharma, biopharma, biotech, CRO, CDMO, and academic research customers. • Own the global revenue number, with separate visibility into instrument placements and biosensor consumables pull-through. • Create accurate sales forecasts and deliver forecast accuracy that withstands investor, auditor, and Board scrutiny. • Own and optimize the CRM as the single source of commercial truth, enforcing data hygiene and adoption across every region. • Define and enforce the sales process, including qualification criteria, stage definitions, demonstration and evaluation protocols, and close plans. • Manage the sales funnel end to end — top-of-funnel volume, stage conversion, cycle time, and win/loss analysis — and act on leading indicators before they become missed quarters. • Build a qualified prospect base, with the goal of closing sales to meet revenue targets. • Lead, coach, and mentor sales team members to achieve both company and personal goals; motivate the team, track performance, and report metrics. • Provide hands-on support to sales representatives, including joint customer visits, deal structuring, obstacle removal, and personally closing strategic opportunities. • Build sales enablement capability, including onboarding, product and application training, competitive positioning, objection handling, and pricing guardrails. • Develop and manage global distribution channels; determine the direct-versus-distributor mix by region and hold partners accountable to performance. • Secure new contracts with customers, manage ongoing contracts, write proposals, and negotiate new deals. • Work with Marketing to strengthen the Gator Bio brand, build market awareness, and generate qualified leads; own the definition of a qualified lead and close the loop on lead quality. • Promote the company brand by writing articles, posting on social media, and attending conferences and trade shows to generate leads and expand the customer base. • Partner with Manufacturing and Supply Chain on demand forecasting, lead times, and instrument and consumable availability to meet market commitments. • Partner with Quality on customer complaints, field corrective actions, and product reliability feedback. • Partner with Finance on pricing, discount governance, revenue recognition, and commercial reporting. • Develop, manage, and control the sales department budget across global markets. • Identify market trends and customer needs, and feed structured voice-of-customer input back to Product and R&D. • Coordinate efforts and activities with other departments, including Customer Success and Marketing. • Communicate regularly with the CEO on progress, difficulties, problems, and solutions. • Work with the executive team to grow the company’s value.
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