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Regional Sales Manager, Western North America

Ultima Genomics

Ultima Genomics

Sales & Business Development
United States · Remote
Posted on Thursday, January 18, 2024

Rapidly growing life sciences technology company

Ultima Genomics is a rapidly growing company that is developing ground-breaking genomics technologies. Our mission is to continuously drive the scale of genomic information to enable unprecedented advances in biology and improvements in human health. We have developed a foundational new approach to sequencing at scale that overcomes limitations due to the high costs of current technologies. We are well-funded and have raised approximately $600 million from global top-tier investors. Our team brings together unique and diverse expertise across multiple disciplines, from healthcare and life sciences, to engineering, to technology and software and beyond. We are a collaborative group of more than 350 employees, including successful entrepreneurs, chemists, hardware and software engineers, genomics and biotechnology experts, molecular and computational biologists, software and algorithm experts, and operations and commercial leaders. Join us to develop and commercialize technologies that unleash the power of genomics at scale and empower the future of human health.

We are looking for a highly motivated Regional Sales Manager (RSM), Western North America to join our team!

The RSM, Western North America is a critical, high-level sales position responsible for mastering the strategy and tactics to achieve success in a dynamic, fast-paced sales environment. The RSM will lead the sales development efforts and execute on quarterly and annual territory plans to deliver assigned revenue targets. This role reports directly to the Senior Director, North America Sales, and works closely with company C-suite and other internal leaders to navigate and win sales. This individual will also be a key member of the sales team and will be expected to contribute to the overarching sales planning process for the region. This is a critical commercial role, for an experienced, highly skilled professional who wants to win and will carve a path of success.

How You'll Contribute

  • Leads development of territory sales strategy and plans. Works collaboratively to align strategy and tactics with counterparts in marketing, commercial operations, and service/support in a matrixed, team-selling environment.
  • Ensures territory is set up to deliver quarterly and annual revenue consistent with assigned sales quota and to achieve targets vs defined operating budgets. Ensures accurate quarterly forecasts are developed and can drive execution to exceed.
  • Develops and maintains relationships with key customers in region, including key opinion leaders (KOLs), large/strategic customers, and emerging customers in order to maximize growth and continuously gather critical business insights to inform future forecasts and strategy.
  • Directly drive account relationships and sales to achieve Ultima’s sales goals.
  • Foster connectedness of field-based team, align those around you to company goals, culture, and results.
  • Set the tone, build the culture as one of the first - actively seek opportunities to drive alignment, consistency, and best practice across the sales team, and initiate development and implementation of action plans to do so.

Qualifications, Skills, Knowledge & Abilities

  • B.S in Biology or related discipline
  • Working knowledge of genomics technology, NGS, and its application in research, clinical, and other applied markets.
  • Minimum 8 years in Life Science and/or Clinical diagnostics sales/sales management, preferably including capital equipment, consumables, and services.
  • Ability to travel 50% of time and be located within 1-2 hours of major airport.
  • Demonstrated experience of being the earliest or first commercial lead in a large territory or region for a start-up or new business endeavor.
  • Adept at operating with a high degree of independence and self-motivation.
  • Skilled at seeking out and engaging with KOLs, , CEOs, CSOs, Heads of Assay Development.
  • Experienced with selling new technologies and capabilities from the earliest days of inception, while competing against large, established incumbents.
  • Results- and accountability-oriented mentality. Adept at breaking down large goals to manageable milestones and executing with predictability.
  • Demonstrated experience working in team/matrixed environments.
  • Strong understanding of life science research and clinical genomics market segments – customer needs, economic/funding drivers, purchasing process, competitive drivers.
  • Well-developed network and ability to successfully influence/lead decision making across teams and functional groups.
  • Strong business and strategic acumen, able to recognize opportunities and garner support to capitalize on them.
  • Strong communication skills, able to distill varied and complex issues down to concise talking points and communicate with appropriate level of detail and credibility.

At Ultima Genomics, your base pay is one part of your total compensation package. This role pays between $110,000 and $140,000, if performed in the Unites States of America, and your actual base pay will depend on your skills, qualifications, experience, and location. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include commission, equity, or benefits. This role is also eligible for a competitive benefits package that includes: medical, dental, vision, life, and disability insurance; 401(k) retirement plan; flexible spending & health savings account; paid holidays; paid time off; employee assistance program; and other company benefits.