Business Development Manager- Immunohistochemistry
Leica Biosystems
Cambridge, United Kingdom
1d ago

Leica Biosystems is an equal opportunity employer. We value diversity within our organization, we do not negatively discriminate against race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.

Position Summary

This role is a critical position responsible for generating revenue and market share for the LBS Advanced Staining product portfolio from new customers in a defined territory of responsibility.

The Business Development Manager Immunohistochemistry (IHC) will be responsible for developing and executing a successful sales strategy for revenue growth, focused on market share expansion and competitive wins in the territory.

Exceeds customer expectations.

Major Responsibilities

  • Develop and own sales strategies and account-based plans designed to achieve revenue targets, competitive wins and market share expansion for the AS Product Portfolio in the sales territory and in close collaboration with the local Sales Team
  • Execution of Sales Strategy; manage selling projects / solutions with a long-term sales cycle whilst working in partnership with sales and application counterparts to achieve Leica Biosystems performance targets.
  • Successfully close new business IHC projects (competitive wins) at named accounts in sales territory
  • Promote, educate and influence customers regarding the LBS Advanced Staining product and services portfolio through customer visit and relationship building
  • Manage quotations and sales proposals to successful closures
  • Identify and implement countermeasures for competitive activities and strategies to win’.
  • Pro-active usage of Strategic Selling Tools (Blue Sheets) in a team setting with the ability to mentor other sales associates actively
  • Ability to use / apply / lead Funnel Management, and other tools such as Showpad, Sales Force (SFDC) etc.
  • Responsible for maintain accurate, timely prospect and customer data in SFDC
  • Own and lead tender projects within the defined territory
  • Responsible for providing timely and accurate updates including detailed opportunity / action-plan status and forecasts for orders and sales
  • Initiate and coordinate demos and customer presentations of instruments and systems as required
  • Proactively supply information on market share, competitor activities, trends and market developments in geographic region
  • Participate in exhibitions, customer meetings and other events to support Leica brands and product
  • Become the internal Subject Matter Expert on IHC, partner with other IHC Business Development Managers, regarding best practice etc.
  • Education

    BA / BSc in Lifesciences or Biomedical field or equivalent

    Professional experience

  • Relevant significant commercial experience in immunohistochemistry
  • Proven track record in selling projects / solutions with a long-term sales cycle
  • Proven selling, negotiating, closing and account management skills
  • Deep understanding of regional customer needs and market trends
  • In-depth knowledge of IHC
  • Experience with Salesforce.com or another CRM
  • Competencies / Behaviors

  • Strong hunter-mentality with a clear focus on winning new customers / competitive accounts
  • Utilizes critical thinking ability to analyze and solve complex problems, managing information gaps by relentlessly seeking out Gemba data through stakeholder engagement, able to be flexible in thinking and responds positively to change
  • Master Selling, negotiating, closing and account management skills
  • Capacity for strategic thinking and planning as well as tactical implementation
  • Goal oriented and result driven
  • Relationship builder, able to initiate and maintain a wide range of relationships, both internal and external
  • Highly adaptable to changes in a rapid evolving environment
  • High motivation and energy
  • Self-starter and highly organized : able to set up and maintain new processes within a dynamic organization
  • Team player : cooperate actively, but able to maintain key focus on his / her impact and accountability
  • Influence management : can reach out and get other functions and departments to align on broader goals and processes
  • Executive presence and strong communication skills : can appropriately represent the company to a high-level audience and partners;
  • presents in a clear and concise manner.

    When you join us, you’ll also be joining Danaher’s global organization, where 69,000 people wake up every day determined to help our customers win.

    As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful tools and the stability of a tested organization.

    At Danaher, 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.

    If you’ve ever wondered what’s within you, there’s no better time to find out.

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