POSITION SUMMARY:
The Regional Sales Manager will be responsible for driving revenue growth and market penetration across an assigned territory through a hybrid model of direct sales and distributor management. The incumbent in this role will be responsible for building strong customer relationships, managing distribution partners effectively, and identifying new growth opportunities in both the academic and commercial life sciences sectors.
While initially an individual contributor role with distributor management responsibilities, this position has significant growth potential. As the business scales, we anticipate that successful Regional Sales Managers will build and lead sales teams within their territories.
DUTIES AND RESPONSIBILITIES:
Sales & Revenue Generation
• Achieve quarterly and annual revenue targets for the region through direct sales activities and distributor performance management
• Develop and execute strategic account plans for key customers in academic institutions, biotechnology companies, and pharmaceutical organizations
• Identify and qualify new business opportunities, with particular emphasis on growth in the academic sector and biotech/pharma segment
• Conduct product demonstrations and technical presentations to researchers, lab managers, and procurement decision-makers
• Manage the full sales cycle from prospecting through contract negotiation and close
• Coordinate with the National Key Account Manager on opportunities involving strategically important accounts
Distributor Management
• Manage relationships with regional distribution partners to ensure effective market coverage and revenue growth
• Provide distributors with product training, sales tools, and technical support to maximize their effectiveness
• Monitor distributor performance against agreed targets and implement improvement plans as needed
• Collaborate with distributors on joint customer visits, events, and promotional activities
• Ensure distributors maintain appropriate inventory levels and provide excellent customer service
Market Development
• Develop deep knowledge of the regional market including competitive landscape, customer needs, and buying behaviors
• Represent MSD at regional conferences, tradeshows, and scientific meetings
• Build a strong pipeline of opportunities through prospecting, networking, and relationship development
• Provide market intelligence and customer feedback to inform product development and marketing strategies
• Identify emerging trends and applications that create new opportunities for MSD's technology platforms
Customer Relationship Management
• Build and maintain strong relationships with key opinion leaders, lab directors, and procurement decision-makers
• Ensure high levels of customer satisfaction through responsive communication and problem resolution
• Conduct regular business reviews with major accounts to understand their evolving needs
• Coordinate with Field Applications Scientists to provide technical support for complex customer requirements
• Utilize Salesforce CRM to maintain accurate records of customer interactions, opportunities, and forecasts
Cross-functional Collaboration
• Work closely with Marketing, Field Applications, Technical Support, and Operations teams to ensure customer success
• Provide input on regional marketing campaigns and promotional strategies
• Collaborate with the China leadership team on strategic initiatives and business planning
• Share best practices with other Regional Sales Managers across China
EXPERIENCE AND QUALIFICATIONS:
• Bachelor's degree in life sciences, biotechnology, or related field required.
o Advanced degree (MS, PhD) strongly preferred
• Five to seven years of successful sales experience in the life sciences industry
• Supervisory experience
• Experience managing distribution partners or channel sales relationships
KNOWLEDGE, SKILLS AND ABILITIES:
• Proven track record of achieving or exceeding sales targets
• Background selling both capital equipment and consumable products
• Demonstrated ability to develop new business and expand existing accounts
• Strong understanding of life sciences research workflows and applications
• Familiarity with immunoassays, biomarker analysis, or related technologies (preferred)
• Ability to understand and communicate complex technical concepts to diverse audiences
• Superior leadership skills with demonstrated knowledge and understanding of staff management practices and processes and the ability to establish accountabilities and expectations and manage performance to achieve results
• Excellent relationship-building and interpersonal skills
• Strong business acumen with ability to develop strategic account plans
• Effective negotiation and closing skills
• Self-motivated with ability to work independently and manage territory effectively
• Strong organizational skills and attention to detail
• Proficiency with CRM systems (Salesforce experience preferred)
• Analytical mindset with ability to use data to drive decisions
• Excellent verbal and written communication skills in English
• Ability to travel extensively that can include overnight stays and working outside normal business hours as needed
PHYSICAL DEMANDS:
This position requires the ability to communicate and exchange information, utilize equipment necessary to perform the job, and move about a home office.
WORK ENVIRONMENT:
• This position in performed in a home office environment
• This position requires extensive travel (up to 50 to 60% of the time)
