Job Summary: The Lumencor Global Sales Manager is responsible for advancing the goals and objectives of the Sales and Marketing teams. Driving and managing sales growth of Lumencor’s Light Engines in clinical hardware tools and equipment is of primary importance. Key channels and partners include the company’s international network of clinical companies as customers (including but not limited to CROs, Clinical Laboratories, Health Care Institutions and surgical equipment manufacturers among other OEMs). The role will grow into the management of an internal Lumencor Sales Engineer who provides support in identifying, attracting and building relationships within the clinical industry and clinical academic leadership. External customers in the form of existing Lumencor corporate accounts will serve as a template for recognizing new opportunities; therefore, key responsibilities focus on growing those accounts as well as expanding into new territories and identifying other clinical opportunities within and across other key clinical business subsectors.

Essential Functions

Identify, prioritize, sell to and manage sales of Lumencor’s lighting products to Life Science Clinical Market hardware manufacturers and resellers.
Work with Lumencor’s E.V.P. of Business Development and Sales Director to develop and build new business from leads and existing clinical customers.
Travel to support training, education, business development and key account sales to grow sales.
Maintain detailed customer records and document all customer and prospect interactions in SalesForce CRM.
Plan, engage and maintain a scheduled list of introductions, demonstrations, trainings and support tasks as needed to manage the collective base of Lumencor’s clinical customers and OEMs.
Maintain an organized working style with visible calendaring and detailed administrative practices for ongoing sales efforts as well as accurately forecast customers’ and prospects’ sales generated revenue.
Participate in pre-show, trade show and post-show activities to engage prospects, leads and customers and provide sales support and training.
Meet and exceed demanding sales goals and quotas.
Assist in the future hire and management of a Sales Engineer to assist in identifying new opportunities and building relationships in support of your sales efforts.
Answer customers' questions about products, prices, availability and sales terms.
Quote prices, credit terms or other bid specifications.
Keep current product knowledge and feed competitive product information to Lumencor..
Distinguish and emphasize product features based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.
Provide routine feedback and reports on business development, sales, travel and management of key accounts. Maintain monthly, weekly, daily updates on key corporate accounts as needed by your manager.
Drive revenue through recognition and realization of sales opportunity within Clinical Market.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Preferred Education, Experience And Training

High degree of scientific and business acumen alongside personal integrity and responsibility.
A 4-year Bachelor's Degree from an accredited university in Biology, Chemistry, Engineering, Physics or another technical field.
Additional Marketing, Business Management or related field education a plus.
Minimum 5 years of manufacturer-to-manufacturer sales experience, in the microscopy, medical device, research and/or other related scientific fields.
Documented and verifiable track record of exceeding sales goals and targets.
Exceptional interpersonal, oral and written skills required.

Skills And Abilities

Language Skills: English language fluency. Ability to read, analyze, and interpret general business periodicals, professional journals, safety standards, technical procedures and governmental regulations. Ability to write reports, business correspondence, and instruction manuals. Ability to effectively present information and respond to questions from groups of managers, clients, agencies, regulatory/government bodies, and customers. Ability to train groups of people on safety and regulatory compliance.

Mathematical Skills: Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Reasoning Ability: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Computer Skills: Experience with email and office programs. Experience using database systems, FileMaker Pro preferred. Experience using spreadsheets and creating charts. Proficient in MS Office and/or Mac Office product suites. Preferred: Experience working in a Mac environment.

General Skills and Abilities: Professionalism, Attention to Detail, Critical Thinking, Active Learning, Time Management, Active Learning, Active Listening, Judgement, Decision Making, Inductive and Deductive Reasoning, Problem Sensitivity, Systems Analysis, and Speech Clarity

Physical Demands And Work Environment

Physical Demands: While performing the responsibilities of this job, the employee is required to talk and listen. Continual walking, sitting, standing, stooping, bending, kneeling, and reaching occurs, with some lifting and carrying. Occasionally lift up to 25 pounds. Gross and fine motor skills, including movement control, finger dexterity, and sensitivity. The ability to keep your hand and arm steady while moving your arm or while holding your arm and hand in one position.

Vision and Sensory Requirements: You will be required to rely on close vision, distance vision, peripheral vision, depth perception, ability to adjust focus, and ability to see color.

Work Environment and Conditions: Due to the nature of the products manufactured at Lumencor, the Safety, Regulatory and Facilities Manager may potentially be exposed to risk of electrical shock, thermal hazards, caustic or hazardous chemicals, and to high powered lasers and LED’s, which would be harmful to the eye if exposed.

Noise Level: The Sales Manager will be exposed to moderate noise level, similar to a business office, or light traffic.

Lumencor, Inc.

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Global Sales Manager, Clinical