Area Sales Director (Philadelphia, Baltimore, Boston, NYC/NJ area)

 Position Summary

The Area Sales Director role at Nuclein is responsible for leading a dynamic team of Regional Sales Managers to achieve cartridge and consumable revenue goals, as well as system placement targets, for the DASH® Rapid PCR platform.  Reporting directly to the Chief Commercial Officer, the Area Sales Director will cultivate strong relationships with distributor partner networks, provide oversight for assigned customer base, and take a hands-on approach with key and/or strategic accounts as needed.  This leadership role will develop and execute strategic sales plans, ensure accurate and up-to-date sales forecasts, and align their team with the company’s overarching goals and performance expectations.  Additionally, the Area Sales Director will attract, train, and retain top industry talent while fostering a culture of achievement, accountability, continuous development, and performance management across the sales organization.    

 Essential Duties and Responsibilities

 Leadership and Team Development:

·         Lead, coach, develop, and motivate a sales team of Regional Sales Managers, to meet and exceed objectives.

·         Establish clear performance standards, provide coaching, and foster a culture of accountability and high performance.

·         Implement performance management practices, including conducting ride-alongs, regular performance reviews, and field coaching to ensure continuous improvement.

Distributor and Customer Management:

·         Build and nurture strong relationships with key distributors to drive sales growth and ensure alignment with Nuclein’s strategic objectives.

·         Act as the primary contact for high-value customers, overseeing key account management, and negotiating contracts to drive long-term partnerships.

·         Lead strategic account management efforts and regional planning, with a focus on achieving both immediate sales targets and long-term growth. 

Revenue and System Placement Goals:

·         Achieve monthly, quarterly, and annual targets for DASH® cartridges, consumables, and system placements.

·         Develop and implement tactical sales strategies to increase product adoption and market penetration.

·         Continuous collaboration with internal teams to ensure successful product launches and clear, achievable objectives.

Sales Strategy and Execution:

·         Develop and execute area-specific business plans that incorporate market strategies, competitive analysis, customer insights, distributor updates, and regional level performance.

·         Work with internal teams, including marketing, to align efforts and ensure cohesive execution of sales strategies.

·         Leverage CRM tools to manage customer base, track activities, monitor performance, and provide accurate forecasts. 

Collaboration and Cross-Functional Engagement:

·         Work closely with internal teams, including marketing, operations, and customer support, to ensure successful product launches, promotional campaigns, and ongoing customer support.

·         Participate in field visits with the Regional Sales Manager team to identify opportunities for improvement and ensure alignment with company objectives.

·         Provide regular updates on regional activities, including customer feedback, market trends, and competitor insights.

Business Acumen and Financial Management:

·         Ensure fiscal responsibility by managing area budgets, controlling expenses, and ensuring profitability targets are met.

·         Lead the negotiation and administration of customer agreements through Legal, Finance, and Customer Support

·         Satisfy administrative requirements on time (e.g. Expense Reporting, Monthly Reports, Business Plans, Projects)

·         Continuously assess market trends and competitor activities to adjust sales strategies and improve business performance 

 Education, Qualifications, and/or Experience

 Education:

·         Bachelor’s degree in business, science, or a related field is required; or equivalent combination of experience and education can be considered.

 Qualifications/Experience:

·         Minimum of 6 years of experience in diagnostics, medical devices, or healthcare, with at least 3 years of direct sales management experience is required.

·         Point-of-care CLIA waived system and cartridge sales experience is strongly preferred.

·         Experience in selling/contracting capital equipment, reagents, and consumables is strongly preferred.

·         Expertise managing strategic or key accounts, negotiating contracts, and implementing sales strategies is required.

·         Proven ability to manage distributor relationships is strongly preferred.

·         Demonstrated experience of the entire sales process including prospecting, qualification, positioning/value creation, product demonstration, pricing proposal, negotiation/contracting, implementation, and account management is required.

·         Strong track record of meeting or exceeding sales targets is required.

 Skills:

·         Strong leadership and team development skills, with the ability to foster collaboration and high performance.

·         Demonstrated product, market, reimbursement, and industry knowledge.

·         Excellent communication, negotiation, and relationship-building abilities.

·         Self-starter that acts with a sense of urgency.

·         Relationship-builder with the ability to establish lasting business relationships with customers and distributor partners.

·         Strategic thinking and a thorough understanding of market dynamics, reimbursement, and sales process.

·         Proficiency in Microsoft Office suite, CRM tools, territory planning, and sales forecasting. 

 Physical/Other Requirements

 Work Environment:

·         Willingness to travel domestically up to 65% of the time.  Includes customer sites, distributor meetings, national and local tradeshows/conferences, and company meetings.

·         Remote position with a home-office base when not traveling.

 Physical Requirements:

·         Repetitive Motion: Regular use of Computer (typing and moving computer mouse)

·         Positions: Sitting and Standing

·         Use of Strength: < 25 lbs.

·         Speaking and Communicating