Regional Sales Manager, Key Account Management (KAM) West US

Danaher•San Francisco, CA

1d•Remote

About The Position

Molecular Devices, an operating company of Danaher, is seeking a Regional Sales Manager for Key Account Management (KAM) in the West US. This role is responsible for leading a high-performing technical sales team to drive customer relationships, increase market share, revenue, and profitability in the life sciences, government, biotechnology, pharma, academic research, contract labs, and incubator spaces. The position reports to the Sr. Director, North America Sales and covers the Western US remotely. The role involves driving growth through effective planning and performance management, achieving regional sales targets, representing the company at industry events, coaching account managers, collaborating with internal and Danaher teams, and championing sales processes and digital tools. Additionally, the role requires providing accurate forecasts, quote approvals, participating in product development, and coaching new sales leaders. The position also involves supporting sales organization onboarding and upskilling programs.

Requirements

Bachelor’s Degree or higher in a related Life Sciences discipline.
A minimum of 7 years of successful Industry related Sales experience, engaging and selling into the life science, drug discovery, Biotech, or related industry.
Must have 3 years of managing/mentoring members of a sales organization and demonstrated capability of building and maintaining high performing, field-based sales teams.
Ability to leverage extensive knowledge of adult learning theory, leadership development programs, and common selling systems to support development of individual contributors and people leaders across the commercial team.
Capacity of using metrics and key performance indicators to identify gaps and developing appropriate countermeasures to close them.
Must reside within the listed territory, preferably in Seattle, San Francisco or Southern California, and willing to invest 60% of working time in field interacting with sales reps, leadership, and customers within territory or locations.
Must have a valid driver’s license with an acceptable driving record.

Nice To Haves

Knowledge of Funnel Management, Plate Readers, High Content Imaging, Cellular Automation Workflows, as well as 3D Biology, is ideal.

Responsibilities

Drive growth & gain market share through effective planning and performance management of our western North America account management teams.
Achieve regional sales targets and company goals through successfully developing & maintaining a High Performing Key Account Management team with selling responsibility for the Molecular Devices’ full portfolio
Actively represent Molecular Devices and Danaher at industry events.
Facilitate account manager engagements with customers to drive commercial partnerships.
Coach key account managers to build relationships in focus accounts and position Molecular Devices’ full portfolio to supply innovative solutions to accelerate discovery.
Collaborate with and leverage internal and Cross-OPCO Danaher teams.
Develop and support Danaher solutions that exceed the customers’ expectations leveraging the entire Molecular Devices portfolio and generate demand for new technologies.
Champion Molecular Devices standard sales processes, Danaher Business Systems, and digital tools to drive sustainable success for Molecular Devices, the customer, the team, and yourself.
Provide accurate weekly forecasts and daily quote approvals.
Drive strategic growth through participation in product development projects and kaizen events
Coach new sales leaders to accelerate their effectiveness in role by facilitating proactive problem solving, performance management, career conversation execution, and building trust within the team.
Leverage comprehensive knowledge of adult learning concepts to collaboratively support sales organization onboarding and upskilling programs with Commercial education manager