[Hiring] Head of Sales @The businesses of Merck KGaA, Darmstadt, Germany

Role Description

The Head of Sales - Contract Testing Services (CTS) is a field-based commercial role leading a team of Business Development Managers, each responsible for a sales territory, and reports to the Head of Commercial for North America. The sales region spans over multiple states, selling BioReliance Biosafety Testing Services. BioReliance is the world's largest provider of pharma and biopharma GMP manufacturing and biologics safety testing.

• Responsible for driving region-wide business performance with a strong emphasis on coaching, forecasting accuracy, customer relationship management, proactiveness, and cross-functional collaboration.
• Demonstrates proactive leadership and strategic account stewardship to grow revenue.
• Reach or exceed quarterly and yearly sales targets.
• Monitor and improve the region’s sales performance, identify gaps, and implement actionable plans with clear milestones and owner accountability.
• Lead, mentor, and develop the sales team through regular, structured coaching; establish and communicate best practices for forecasting, deal execution, and customer relationship management.
• Ensure accurate and timely forecasting; maintain a robust, properly staged pipeline; implement rigorous review cadences with leadership and account teams.
• Develop a comprehensive sales plan within the region focusing on growth activities and based on a target account list for each territory within the region.
• Provide feedback and recommendations on the workforce and support required for the success of the plan.
• Track pricing and price increase success within the region to protect business profitability.
• Develop relationships with key decision-makers at target accounts within the region as well as foster the networking activities of the Account Managers at these customers.
• Support Business Development Managers (BDM) during specific situations where an escalation process is needed to either solve a significant issue or protect/win a significant piece of business.
• Represent the team in key meetings and calls to ensure visibility and impact.
• Evaluate individual performance at mid-year and year-end.
• Work collaboratively with business partners (customer service, technical service, field marketing, technology management, demand planning, etc.).

Qualifications

• Bachelor's Degree in Biology, Biochemistry, or related Life Science.
• 8-10+ years of commercial sales experience in the biotech industry including the use of CRM software, forecasting tools, and other sales-related programs.
• Experience leading teams - coaching, developing, and motivating a high-performing sales team.
• Knowledge of contract testing services within the pharmaceutical and biotech drug production segment, or related experience.
• Strong quantitative skills; proficient in pipeline management, opportunity assessment, and data-driven decision making.
• Data-driven; uses metrics to coach and drive decisions.
• Proactive problem-solver; identifies risks early and assigns ownership.
• Ability to travel 50%(+) of the time, domestically & internationally.

Requirements

• Advanced Degree (MBA, MS, PhD) - Preferred.
• Experience managing and selling to Senior Executive level stakeholders - Preferred.
• Experience working in a globally matrixed organization - Preferred.

Benefits

• Health insurance.
• Paid time off (PTO).
• Retirement contributions.
• Other perquisites.

Company Description

We are curious minds that come from a broad range of backgrounds, perspectives, and life experiences. We believe that this variety drives excellence and innovation, strengthening our ability to lead in science and technology. We are committed to creating access and opportunities for all to develop and grow at your own pace. Join us in building a culture of inclusion and belonging that impacts millions and empowers everyone to work their magic and champion human progress!