Sales Director - East

Pattern Bioscience

3h•Onsite

About The Position

Pattern Bioscience is seeking a results-driven Sales Director to drive commercialization and adoption of the Pattern System in the US market. This senior-level individual contributor owns a large regional territory and is responsible for developing long-term business relationships with Integrated Delivery Networks (IDNs), health systems, and other key accounts, with performance measured by customer satisfaction, revenue, and profitability. The role combines executive-level communication and relationship management with engagement across C-suite, strategic sourcing, laboratory leadership, stewardship, infectious disease, critical care, and other account stakeholders. The Sales Director will grow territory sales, develop account and territory strategies, navigate complex sales cycles, and coordinate with internal and customer-facing teams to support implementation and adoption. The role is field-based in the United States, with a home base near a major airport and access to assigned accounts. Travel is extensive, up to 90%, including frequent air travel and time in hospital laboratory environments.

Requirements

Proven, documented record of exceeding territory capital and reagent goals and achieving consistent top finishes within a sales team.
Ability to explain and translate detailed technical information for laboratorians, C-suite leaders, physicians, stewardship teams, IT, and other buyers.
Ability to engage and influence senior-level clinical, operational, and financial stakeholders and navigate complex sales processes with multiple buying influences.
Strong integration and negotiation skills, including the ability to assess competitive responses and adjust sales strategies.
Strong business acumen and ability to achieve mutually beneficial solutions.
Exceptional strategic planning, negotiation, and forecasting skills.
Ability to work autonomously in an organized manner without direct daily supervision.
Intellectual curiosity about microbiology, antimicrobial stewardship, and the impact of Pattern’s solutions on patient care.
Ability to remain productive while working in the field with extensive customer travel.
Excellent written and oral communication skills.
Bachelor’s degree in a business- or science-related field and at least 7 years of laboratory diagnostic sales experience, including successful large-territory sales and full knowledge of product lines and applications.
Documented success selling diagnostic capital equipment and reagent or consumable products.
Experience selling to microbiology labs, health systems, national accounts, and IDN contracts, and documented success in new product launches.
Business-to-business and/or corporate account sales experience, with strong understanding and integration of strategic selling and contract management.
Expertise in developing and executing account-based strategies that align capital and reagent pull-through with share-of-wallet growth.
Proficiency with CRM tools, including pipeline and opportunity management.
Fundamental knowledge of laboratory operations.
Valid driver’s license in state of residence.

Nice To Haves

Graduate degree.
Competency in Miller Heiman Strategic and Conceptual Selling.
Experience leading or developing sales professionals through direct management or informal leadership.

Responsibilities

Grow sales of Pattern products and services in the assigned territory and accounts in line with annual growth objectives.
Present the Pattern System’s value proposition and navigate complex sales cycles, including capital justification, value analysis committees, contracting, and implementation.
Prospect and develop strategies to penetrate IDNs and health systems, growing and maintaining business presence in the territory.
Develop and execute a territory business plan, forecast business, and meet or exceed sales goals.
Forecast capital and reagent revenue monthly and maintain a structured sales opportunity funnel in CRM.
Build and maintain relationships with C-suite leaders, key opinion leaders, and other critical buying influences across assigned accounts.
Serve as Pattern’s senior point of contact within accounts and coordinate with internal Marketing, R&D, Service, Customer Support, Finance, Quality, and Legal teams.
Work with technical support, field application, and service teams to support early adoption and remove obstacles to rapid go-live and reporting results.
Develop and maintain customer reference sites and relationships.
Conduct high-level business reviews with key decision makers at IDNs, reviewing account business and growth opportunities.
Travel extensively, up to 90%, to visit customers, including frequent air travel, safe operation of motor vehicles, and extended time in hospital laboratory environments.
Collaborate with Marketing and commercial leadership on plans to expand the sales team.
Share early adoption best practices and train other team members on the Pattern platform.
Provide customer feedback to Customer Support, Marketing, Product, and Sales.
Support regional and national trade shows, GPO conventions, and sales meetings.