Sales Industry Manager (Life Sciences)

Eclipse Automation•Rock Hill, SC

5d•Onsite

About The Position

The Sales Industry Manager (Life Sciences) is responsible for the development of industry specific sales strategy within their designated industry segment. The incumbent will build and manage Sales team performance for their given industry and is responsible for creating and managing performance goals. The incumbent will also manage key accounts, assume responsibility for industry specific booking targets, and work alongside department personnel to deliver solutions that uphold the Eclipse Vision and Entrepreneurial Culture.

Requirements

5-7 years of sales & business development experience in custom engineering solutions.
Established network in the automation industry.
Sales team leadership experience in a high growth environment.
Ability to manage key sales performance targets and metrics.
Passionate about Sales and possess a competitive mindset.

Nice To Haves

Experience in life sciences is preferred.

Responsibilities

Build and Manage Sales Team Performance: Evaluate booking quota per sales account manager and win % data relative to booking targets
Develop and implement effective hiring plans that meet utilization goals
Conduct regular one on one meetings with all direct reports to review departmental status, individual contributions, employee development, and career goals
Perform regular meetings with each Sales Account Manager to review business development activity, provide support and guidance around targeting & outreach as well as opportunity and account management
Support onboarding and employee development by further developing sales specific training materials for new and existing team members
Ensure compliance to Sales processes by providing support and direction pertaining to the enforcement and implementation of company-wide policies and initiatives
Monitor Sales Account Manager KPIs (number and value of opportunities to quote, pipeline value, new customers to quote)
Attend opportunity strategy meetings for industry specific opportunities to provide guidance on opportunity-win strategy
Assist as required with key client introductions and closing strategy
Develop Industry Specific Strategy: Monitor industry macro trends relative to custom automation opportunity to determine industry subsegment focus
Identify top client targets in targeted industry subsegments and ensure sales and business development coverage
Work with Accenture for industry strategy intelligence as well as client synergy targeting
Develop 3rd party partnerships with equipment suppliers, consultants etc. to support new opportunity generation
Identify marketing needs including trade show, outreach campaigns, social media posts, blog articles etc. and provide input as required
Key Sales Account Management: Maintain pipeline with key strategic accounts
Manage opportunities to drive bookings growth
Assist in Business Development activities as time allows
Industry Specific Booking Target Responsibility: Monitor & report on KPIs relative to achievement of bookings target for the given industry segment (Lead Generation, Win%)
Support monthly and annual forecasting activities in conjunction with Executive Sales leadership
Project Execution: Work requires professional written and verbal communication and interpersonal skills
Ability to work in a team environment and actively participate in group meetings
Travel: Expectation of travel ~20% of the time can be anticipated; however, this may be exceeded to meet sales opportunity needs.