Summary:

As the Vice President of Sales for QuartzBio, you will be responsible for leading the sales team, driving revenue growth, and achieving sales targets. You will develop and execute sales strategies, collaborate with other teams, and provide guidance and support to the sales team to ensure the achievement of our sales objectives. Additionally, you will be responsible for managing and developing key customer relationships.

QuartzBio is a Software-as-a-Service (SaaS) solutions provider to the life sciences industry. We deliver innovative, data enabling technologies (i.e., software) that provide biotech/pharma (R&D) teams with enterprise-level access to sample/biomarker information management and business intelligence tools. Our end-to-end (from sample collection to biomarker data) suite of solutions are focused on providing sponsors with information (data with context) – we do this by connecting biospecimen, assay, and clinical data sources in a secure and scalable cloud-based infrastructure, enabling seamless, automated data management workflows, key insight development, improved collaboration, and the ability to make faster, more informed decisions.

This role requires a high level of strategic thinking, leadership, and sales experience. The successful candidate will have a proven track record of achieving sales targets and building successful relationships with key accounts in the industry. Additionally, effective communication, leadership, and analytical skills are required, as well as a customer-focused mindset. The candidate must be able to work independently and as part of a team and must have experience negotiating contracts and closing deals with customers. This role also involves managing and developing key customer relationships and providing guidance and support to the sales team.

Key Responsibilities:

• Sales
  • Responsible for overall sales and revenue numbers for QuartzBio SaaS products
• Sales Strategy and Leadership
  • Develop and implement comprehensive sales strategies that align with the company’s goals and objectives.
  • Lead, coach, and mentor the sales team, fostering a culture of collaboration, innovation, and accountability by providing ongoing training and development to keep the team updated on product knowledge, market trends and effective sales techniques.
  • Set ambitious sales targets and drive the team to exceed revenue and profitability goals.
• Business Development:
  • Identify and evaluate new business opportunities, markets, and segments for expansion.
  • Establish and maintain strong relationships with key clients, partners, and stakeholders. identifying their needs and providing solutions to meet those needs.
  • Lead cross-functional teams (Marketing, Customer Success, and Product) to align strategies and product offerings to ensure smooth execution of sales initiatives and ensure product offerings meet market demands and customer needs.
  • Participate in and manage sales approach and lead generation across industry events and conferences to build the company’s brand and network with potential customers.
  • Develop and maintain relationships with key customer stakeholders, including senior management, to understand their strategic goals and connect currently scoped and proposed client deliverables to quantifiable business value for the customer 
  • Identify, pursue, and deliver opportunities to expand QuartzBio book of business within existing and prospective client accounts
• Sales Execution:
  • Oversee the entire sales cycle, from lead generation and prospecting to negotiation and closing deals.
  • Negotiate contracts and close deals with customers.
  • Implement effective sales processes, tools, and methodologies to streamline operations and enhance efficiency.
  • Monitor and analyze sales performance metrics to identify areas for improvement and optimize team performance, partnering with senior leadership to develop and report out on KPI’s regularly.
  • Manage sales activities, pipelines, and customer interactions to ensure accuracy and completeness.
  • Improve win-rates
• Market Analysis and Insights:
  • Stay current with industry trends, the competitive landscape, and emerging technologies to provide strategic insights to the executive team.
  • Use market intelligence to adapt sales strategies and positioning to capitalize on market shifts.
  • Leverage sales analytics tools to monitor key performance metrics, identify areas of improvement and drive informed decisions.

• Revenue Forecasting and Reporting:
  • Develop accurate sales forecasts and sales performance reports for executive leadership and board discussions.
  • Ensure predictability in sales forecasts
  • Regularly communicate sales performance, progress against targets, and growth initiatives.
  • Create and deliver sales presentations and proposals to potential customers.

Qualifications:

• Bachelor’s degree in business administration, Marketing, or related field; MBA a plus.
• 12+ years of proven senior sales leadership in IT, preferably product focused.
• Deep understanding of IT products, translating complex concepts for non-technical audiences.
• 5+ years of SaaS or product experience, preferably with data management technology.
• Strong business acumen and strategic execution.
• Excellent communication, negotiation, and interpersonal skills.
• Experience managing and motivating high-performing sales teams.
• Demonstrated ability to exceed sales targets and drive revenue growth.
• Proficiency in CRM, sales analytics, and Microsoft Office Suite.
• Strong leadership, organizational, and analytical skills.
• Independent and collaborative team player.
• Customer-focused with a keen understanding of needs.
• Willingness to travel as needed to engage with clients, attend industry events and visit key accounts. (30%)

Preferred:

• Experience with life science, specimen sales, or supporting R&D in clinical drug development.

Leadership Expectations:

• Develop and articulate a compelling and clear vision for the organization. Demonstrate the ability to effectively communicate this vision to teams and stakeholders, fostering alignment and enthusiasm.
• Think strategically to formulate plans and initiatives that contribute to the organization’s objectives. These plans should be in harmony with the company’s overarching strategy, ensuring a unified direction.
• Excel in attracting, nurturing, and retaining top-tier talent across diverse teams or functions. Cultivate an environment of continuous learning and growth, actively identifying skill gaps and providing avenues for professional development.
• Proficiently lead change efforts by skillfully managing the effects of change on both teams and individuals. Engage stakeholders throughout the change process, ensuring smooth transitions and minimizing disruptions.
• Demonstrate exceptional communication skills when interacting with teams, stakeholders, and fellow leaders. Provide precise direction, constructive feedback, and transparent performance expectations to enhance understanding and collaboration.
• Exhibit a high level of emotional intelligence, encompassing self-awareness, self-regulation, empathy, and strong interpersonal skills. Utilize these qualities to lead and interact with others in a way that fosters positive relationships.
• Cultivate and sustain robust relationships with teams, stakeholders, and fellow leaders. Foster an environment of collaboration, innovation, and teamwork, enabling the collective pursuit of organizational success.
• Possess a commanding executive presence that radiates confidence, credibility, and authority. Inspire trust and assurance within teams and stakeholders, embodying the qualities of a dependable leader.
• Navigate complex decisions that align with organizational objectives. Elicit input from diverse stakeholders, effectively weighing competing priorities to arrive at well-informed decisions.
• Set elevated standards for personal and team performance, continuously driving toward goals. Hold individuals and teams accountable for their outcomes, while also demonstrating the flexibility to adjust strategies for optimal results.
• Display a results-oriented approach by monitoring progress toward objectives. Modify strategies as necessary to ensure achievement of desired outcomes, showcasing adaptability and commitment to success.

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