Senior Vice President - Global Field Operations

Senior Vice President - Global Field Operations

Summary

Directs the company’s global field operations activities worldwide. Serves as a member of the leadership management team in setting strategic direction of the company.  Ensures maximized revenue growth of all company products and services.  Develops objectives for global field operations related to sales volume, cost of sales, product profitability and competitive position of company.

Requires 15 or more years of experience in managing global field operations of which 7 years were with a Software company. With a preference of at least five current years of experience in life sciences.

Responsibilities

• Directs all aspects of the global field operations functions including setting sales goals and forecasts and is responsible for hiring and training sales management personnel. Develops pricing strategies and sales campaigns.  Establishes effective communications with executives and managers across the company to ensure proper sensitivity to the needs of all aspects of the field operations.
• Directs global sales activities to maximize sales revenues and meet corporate objectives.  Serves as a member of the senior management team in setting strategic direction of the company. Sets sales goals and accurately forecasts annual, quarterly and monthly revenue streams that are consistent with company's long-range strategic objectives.  Develops pricing strategies and sales campaigns with marketing executives.
• Personally handles complex sales negotiations, especially with the largest prospects.
• Provides effective sales management including the disciplined use of sales processes and tools, ongoing product training programs and the recruitment and development of quality sales staff.
• Provides input and works jointly with the marketing operations to develop the required marketing plans necessary to reach corporate sales and profitability objectives, product profitability and competitive position of the company.  Reviews market research to determine opportunities that exist and ways to profit from them.
• Directs the actives of all reporting staff and their sub-sections.

Desired Skills & Experience

• MBA or advanced degree in business or sales required.  Minimum 15+ years experience in sales including 7 years in the software industry and a preference of 5 years management experience within life sciences.
• Previous successful and accomplished global experience in selling leading-edge software solutions to “c” levels in the Life Sciences arena using consultative selling skills and value proposition driven sales methodology.  Established business relationships with key executives in the life science industry space, is a plus.
• Must have proven experience and skills directing a global field operation team and defining sales strategies/plans and the strategic components of a global field operations plans that are consistent with the company goals and objectives.
• Managed, directed and defined the global field operations tactical plan for each product.
• Proficient in reviewing market research, analyzing and determining sales opportunities that exist and ways to profit from them.
• Must have global leadership experience building, training, managing, motivating and directing a global field staff of 30+.
• Excellent knowledge of Life Sciences Software products, software pricing practices, sales principles and selling skills. Effective management skills with ability to manage the company's sales and pre-sales support operations.  Excellent time management, communications, decision making, human relations, interpersonal, presentation and organization skills. Ability to quickly learn new software technologies. Proficient PC skills.
• Strong leadership, communication and interpersonal skills with the ability to work in a fast paced corporate environment.