Director, West Coast Account Management

The Director, Sales holds a pivotal role within The Jackson Laboratory, reporting to Sr Director of Sales - JAX Clinical & Research Services (JMCRS). This position has overall responsibility for the performance of Account Managers and associated revenue generation across all life science research segments, including academic and non-profit institutions, hospitals, contract research organizations, and pharmaceutical and biotechnology companies.The Director is tasked with achieving sales targets, developing a high-performing team, and ensuring a world-class Customer Experience with JAX. This role oversees an organization of approximately 6 field-based North American Account Managers, driving results through effective leadership and strategic planning.

The salary range is $136,461 - $228,467. Salary will be determined based on qualifications and experience.

This position is remote with required travel (up to 60%) to sales meetings, conferences, onsite visits, and JAX locations as needed. It is required that the hired candidate lives on the West Coast.

Key Responsibilities:

• Develop and Execute Sales Plans:Collaborate with sales leaders and commercial leadership to create comprehensive sales strategies and manage their execution, including lead qualification and business closure.
• Entrepreneurial Thinking:Anticipate market trends, leverage available market intelligence to tailor a value proposition that that align with customer priorities and drive engagement.
• Team Leadership:Mentor and train the Account Management team, supporting ongoing professional development and performance improvement.
• Revenue Achievement:Drive performance targets for assigned accounts, ensuring revenue and management objectives are met or exceeded.
• CRM Management:Maintain accurate and up-to-date customer information and business opportunities in the CRM system.
• Regional Oversight:Provide regional management, including staff development, planning, implementation of strategies, and reporting of results.
• Field Presence:Travel regularly to strengthen communication, coach team members, and foster strong working relationships across the organization.
• Market Expansion:Develop and execute strategies to penetrate new industry sectors, geographies, and market segments, diversifying the commercial client portfolio.
• Cross-Functional Collaboration:Work closely with marketing, product development, and customer support teams to align sales messaging with business objectives.
• Solution Customization:Partner with preclinical services team directors and internal stakeholders to deliver custom solutions that meet commercial client needs and provide a competitive edge.
• Industry Representation:Represent the company at conferences, client meetings, and scientific symposia to build relationships and generate qualified opportunities.
• Contract Negotiation: Possess advanced skills in contract negotiation and management. Ensure favorable terms for The Jackson Laboratory while building strong, long-term partnerships with commercial clients.

Minimum Qualifications:

• Bachelor's Degree required, Master's Degree preferred
• 15 yearsof combined sales and/or operations experience in Animal or Life Sciences.
• 8 yearsof management experience, including 2-7 years or more of direct biomedical or animal science sales experience. 10 years of management experience is strongly preferred.
• Demonstrated ability to lead, direct, train, and mentor teams.
• Ability to travel up to 60% within North America.
• Strong verbal and written communication skills.
• Ability to build strong relationships with external and internal customers.
• Strong consultative selling skills with a proven capability to close sales.
• Ability to take direction, lead teams, and act in the best interest of the Opportunity Development Team and The Jackson Laboratory.
• Must possess a valid driver's license and maintain a satisfactory driving record.

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About JAX:

The Jackson Laboratory is an independent, nonprofit biomedical research institution with a National Cancer Institute-designated Cancer Center and nearly 3,000 employees in locations across the United States (Maine, Connecticut, California),Japan andChina. Its mission is to discover precise genomic solutions for disease and empower the global biomedical community in the shared quest to improve human health.

Founded in 1929, JAX applies over nine decades of expertise in genetics to increase understanding of human disease, advancing treatments and cures for cancer, neurological and immune disorders, diabetes, aging and heart disease. It models and interprets genomic complexity, integrates basic research with clinical application, educates current and future scientists, and provides critical data, tools and services to the global biomedical community. For more information, please visitwww.jax.org.

EEO Statement:

The Jackson Laboratory provides equal employment opportunities to all employees and applicants for employment in all job classifications without regard to race, color, religion, age, mental disability, physical disability, medical condition, gender, sexual orientation, genetic information, ancestry, marital status, national origin, veteran status, and other classifications protected by applicable state and local non-discrimination laws.