Director, Regional Business Development; Remote - Boston

Regional Commercial Champion

BioIVT is a leading global provider of research models and value-added research services for drug discovery and development. We specialize in control and disease-state biospecimens, including human and animal tissues, cell products, blood and other biofluids. Our unmatched portfolio of clinical specimens directly supports precision medicine research, aiming to improve patient outcomes by coupling comprehensive clinical data with donor samples. As the premier supplier of hepatic products, including hepatocytes and subcellular fractions, BioIVT enables scientists to better understand the pharmacokinetics and drug metabolism of newly discovered compounds and their effects on disease processes.

By combining our technical expertise, exceptional customer service and unparalleled access to biological specimens, BioIVT serves the research community as a trusted partner in elevating science.

The Regional Commercial Champion at BioIVT plays a critical role in driving regional sales strategy in alignment with the overall BioIVT sales objectives within a matrix organization structure. As a core member of the commercial leadership team, this role involves participating in strategy and review meetings, leading regional demand management sessions, and managing customer relationships and commercial transactions. The position is integral to the annual global sales strategy decision-making process, implementing these strategies at both regional and global account levels.

The champion advocates for disciplined use of  for data-driven leadership and ensures accurate and timely data entry to support sales team decision-making. Additionally, the role includes managing regional revenue growth, building executive relationships with key customers, negotiating deals, and overseeing client pricing approvals. The Regional Commercial Champion also focuses on aligning with the VP Global Sales to establish an effective sales matrix structure, recruiting and training top sales talent, developing product knowledge, and coaching the team to achieve sales performance targets.

This position requires strong coordination and communication skills to foster an efficient sales team environment, emphasizing teamwork and knowledge sharing to optimize sales competencies and performance.

This position is remote but candidate must reside in or near Boston, MA.

Essential Duties and Responsibilities

• Leads regional sales strategy implementation within overall BioIVT sales strategy and matrix organization structure
• Core member of BioIVT commercial leadership team, participating in team strategy and review meetings
• Leads regional weekly and monthly demand management meetings with balanced scorecard dashboard
• Leads customer relationship management and commercial transaction processes
• Actively participates in annual BioIVT global sales strategy decision making processes
• Implements agreed annual BioIVT sales strategy at regional and global strategic account level
• Champions sales team matrix structure to deliver BioIVT sales strategy objectives
• Role model for co-ordination between regional team and other matrix colleagues/stakeholders

• Manages and grows the regional revenue as defined in annual planning process
• Builds executive relationships with key customer decision makers
• Leads negotiation with key customer deals
• Responsible for client pricing approvals within approved pricing authority levels
• Strong advocate for application of knowledge management approaches ( CRM processes and system) to sales team decision making.
• Utilizes available data resources to drive funnel management reviews and manage regional and strategic account assignment responsibilities, to develop and close sales opportunities
• Fact-based and data driven leadership underpinned by , Sage X3 and financial system performance and activity data output
• Champions disciplined usage of  across sales-team matrix, emphasizing timely entry of both quantitative and qualitative data
• Acts as voice of the customer, providing timely market, customer and competitor feedback
• Achieve annual regional and strategic account sales performance targets

• Align with Senior Director of North American Sales and the BioIVT commercial leadership team to establish a sales matrix structure and effective working processes to underpin a nimble and adaptable BioIVT sales culture.
• Co-ordinate and communicate effectively with all sales management leaders to create an efficient sales-team matrix organizational structure
• Assists in recruitment of top selling talent to BioIVT sales team
• Works with the Senior Director of North American Sales and other sales leadership peers and marketing to develop effective selling skills and product training programs for both new and existing salespeople
• Develops product knowledge across BioIVT portfolio to support in coaching team

• Lead the recruitment process for regional team hires
• Establish a training, assimilation, and development program for the team
• Work in partnership with other BioIVT sales…