Sr. Director, Global Sales

4 weeks ago

Woking, United Kingdom IDBS Full time

IDBS is a dynamic and innovative company providing purpose-built software solutions to address the data management challenges prominent across the BioPharma lifecycle and supply chain.
Leveraging more than 30 years of experience in life science informatics, we are uniquely positioned to deliver a portfolio of innovative BioPharma knowledge management technologies to streamline the capture, analysis, reporting and sharing of data required to accelerate the next generation of life-changing therapies.
Cloud-native and analytics-centric, our platforms enable customers in research, development, and manufacturing to efficiently and compliantly access critical data and insights to make faster, smarter decisions with greater confidence.
IDBS serves thousands of users across hundreds of organizations around the globe. Our predominant customer base is Life Sciences and includes 23 of the top 25 pharmaceutical companies and more than 250 small and medium-sized pharma and BioPharma companies, CROs, CDMOs and CMOs.
IDBS is one of 10 Life Sciences companies of Danaher. Together, we accelerate the discovery, development and delivery of solutions that safeguard and improve human health.

Do you want to work in in a team that is passionate about enabling science for our customers and transforming their digital capabilities to accelerate therapies to market? Do you enjoy the opportunity to work at the forefront of enabling the Biopharmaceutical industry to meet the future demands of patient needs?

We are currently seeking a Sr. Director, Global Sales who will be responsible for leading sales in the EMEA, North America and APAC regions. As a leader of our sales organization, you will lead a multi-disciplinary team to solve some of the hardest challenges emerging for global biopharma companies and their contractors (CROs and CMOs).

**What we’ll get you doing**:
Commercial Leadership. Lead the sales and business development teams in accordance with Danaher’s Leadership Anchors and best practice to ensure a highly motivated and effective team, where talent is retained, and succession strategies are developed and executed.

Strategy Execution. Creation and execution of a global strategic commercial plan and roadmap that ensures continued growth and market share for IDBS. Define and execute the long-term direction of IDBS’ market reach, and commercial execution.

Financial / P&L Responsibilities. Drive topline growth, forecast accuracy and cost management.

Innovation. Champion a culture of innovation, psychological safety and smart risk taking where individuals and teams are encouraged to take risk and where failing fast is recognized and rewarded.

Continuous Improvement. Champion a culture of continuous improvement and innovation. Enable the Commercial organization with tools, processes and structure that realize IDBS’ growth ambitions.

**Inclusive Culture**: Continue our work in building a culture of psychological safety within Commercial and across other functions that the team collaborate with (Product, Customer Success, Operations). Lead by example to ensure attracting, developing and retaining a diverse team where all associates can thrive is a core mindset across the Commercial function.

Cross-Functional Collaboration. Interface and collaborate with cross-functional teams and provide “Voice of Customer” (VoC) to help prioritize future investments to align with greatest market potential.

**Here is what success in this role looks like**:
Experience in leading sales leaders to drive booking and revenue performance against plan while maintaining an engaged and motivated Commercial Team

Experience designing compensation structures that align sales incentives with business objectives

8-10 years of sales management experience and can navigate a 12-18-month sales cycle

Outstanding stakeholder management skills; Accustomed to dealing with complex deals and multiple stakeholders, including VP and C-Level decision makers at large organizations

Experience in R&D, process development and manufacturing within the biopharma products/ industry; Scientific and Scientific Sales background with life sciences preferred

Demonstrated success in selling enterprise SaaS or subscription software with a preference for ELN, LIMS, LES, or MES product types

Ability to balance short-term and long-term objectives in line with the company’s long-term strategy and immediate priorities

**It would be a plus if you also possess previous experience in**:
Building a pipeline and execution related to new product introduction

Overseeing post-sale activities including responsibility for implementation services, revenue, and customer support

Transformative marketing techniques including the latest digital strategies to reach customers and support lead generation

At IDBS we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, hybrid working arrangements for eligible roles and are committed t

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