[Hiring] Sales Director @Pattern Bioscience

Role Description

At Pattern Bioscience, our mission is to get every patient with a serious infection on the right antibiotic the same day. Today, critically ill patients wait two to three days for culture results while their care teams guess at therapy. That guessing fuels antibiotic resistance and puts lives at risk. Pattern Bioscience is building a system designed to give the lab culture-level insights directly from the patient sample in hours, identifying the pathogens behind a serious infection and the antibiotics that will work against them.

We are seeking a results-driven Sales Director comfortable in the startup, medical device environment to drive the commercialization and adoption of the Pattern System in the US market.

The Sales Director’s main mission is to establish and develop long-term business relationships with Integrated Delivery Networks (IDNs), Health Systems, and other key accounts within a defined geographical region to sustainably achieve high performance measured by customer satisfaction, revenue, and profitability.

• Grow sales of Pattern products and services in the assigned territory and other assigned accounts in accordance with annual sales growth objectives.
• Deliver a compelling value proposition for the Pattern System and navigate complex sales cycles, including capital justification, value analysis committees, contracting, and implementation.
• Prospect, develop, and implement strategies to penetrate Integrated Delivery Networks (IDNs) and Health Systems in the territory.
• Develop a sound business plan for the assigned territory. Forecast, plan, and execute business objectives to meet and exceed sales goals.
• Consistently and accurately forecast Capital and Reagent revenue for each assigned account monthly.
• Gain and maintain key C-Suite and KOL relationships.
• Be the senior point of contact for Pattern within each account.
• Work closely with the Pattern technical support, field application, and service teams to ensure successful early adoption by Pattern users.
• Develop and maintain key customer reference sites and relationships.
• Hold high-level business reviews with key decision makers at all IDNs within the territory.
• Travel extensively (up to 90%) to conduct customer visits.

Qualifications

• Proven and documented track record of exceeding territory Capital and Reagent goals.
• Ability to explain and translate highly detailed technical information to multiple buying influences.
• Engage and influence senior-level clinical, operational, and financial stakeholders.
• Navigate complex sales processes with multiple buying influences.
• Excellent integrator and negotiator.
• Demonstrate a high level of business acumen.
• Exceptional strategic planning, negotiation, and forecasting skills.
• Operate in an organized manner in an autonomous work environment.
• Exhibit high intellectual curiosity in the field of microbiology and antimicrobial stewardship.
• Retain optimal productivity while working in the field during extensive customer travel.
• Excellent written and oral communication skills.

Requirements

• Minimum: BS/BA in a business or science-related field, plus 7 years’ experience in laboratory diagnostic sales.
• Proven track record and documented success selling diagnostic capital equipment and reagent/consumables.
• Experience with selling into Microbiology labs; Health System, National Accounts, and IDN contract sales.
• Experience in business-to-business and/or corporate account sales.
• Expertise in developing and executing account-based strategies.
• Proficient in CRM tools, including pipeline and opportunity management.
• Fundamental knowledge of the principles and practices of laboratory operations.
• Competency in Miller Heiman Strategic and Conceptual Selling a plus.
• Experience leading or developing sales professionals a plus.
• Valid driver’s license in state of residence.

Benefits

• Paid Time Off
• 401K
• Health Insurance
• The opportunity to make a global impact