Description
You must have a proven track record exceeding a $4MM annual quota selling complex conceptual services to life science companies.
You’re conversant in transformative Industry 4.0 capabilities across multiple layers of complex manufacturing and process data management. You’ll understand the power of technologies like controls automation, SCADA, MES, OT networking, UNS, AI, and machine learning to help pharma and biotech companies improve operations, develop new molecules, therapies and devices, and increase efficiency through Smart Manufacturing.
We are literally helping companies cure cancer and prevent disease with accelerated research and discovery, and improved operations - and you’ll be part of that important work!
You’re probably a former NCAA athlete or military veteran who exemplifies the grit and determination necessary to thrive in competitive markets, with the demonstrated ability to forge new relationships in the rapidly growing Life Sciences industry, and deepen them by creating mutual value. You’ll have demonstrated success using solution selling and consultative sales techniques to create projects that help pharmaceutical and biotech companies unlock new opportunities. You might even be trained in the Challenger™ Sales methodology, and comfortable introducing new insights to prospects.
If this describes you, here’s what you need to know about us and this Regional Sales Manager role.
Company
InflexionPoint, LLC (formerly known as Automated Control Concepts) - https://inflexionpoint.ai/ - was founded > 20 years ago. We work with many of the world's leading life science companies to design, build, and manage solutions that harness the power of data to facilitate informed decision-making. As a “digital-transformation” partner, we see each project in the context of clients’ objectives of increased revenue, decreased operating cost, and improved asset efficiency across their entire value chain. We don’t just deliver code and controls; we deliver business outcomes.
Our areas of expertise span project lifecycles from strategy, through automation and intelligence, to infrastructure. We have delivered outcomes directly and through partners across all four of our target industries; critical infrastructure, life sciences, CPG, and food and beverage.
We are located on the beautiful “Jersey Shore” about an hour south of NYC, and are backed by Sverica Capital (https://sverica.com/), a private equity investor. We have aggressive growth goals, and our most successful salespeople love to win, hate to lose, and expect to exceed quota. So they embrace the grind and do the necessary work to crush their number in pursuit of their financial and career goals.
Ideal Candidate
The successful candidate will have at least a bachelor's degree in business, engineering, or a related field (advanced degree preferred) and 7+ years of sales experience selling to companies developing and producing innovative therapies and devices. Your clients will value working with you because you’ll be different than their other vendors that just reply to RFQs. You’ll have a track record of helping them unlock opportunities with data to help them overcome vexing business challenges and deliver superb outcomes.
You will have strong communication and analytical skills and experience traveling at least 50% of the time. Further, you will have demonstrated ability to work remotely from your home office in the greater Boston area.
We are a results-oriented company and growth focused, so you’ll be accountable, detail oriented and your athletic/military background will drive an intolerance of excuses from yourself and others. You’ll also be a creative, entrepreneurial, and curious problem solver who builds strong relationships with colleagues, business partners and clients.
Requirements
About the Regional Sales Manager Role
In addition to consistently meeting quota expectations, you’ll be responsible for:
- Prospecting, Lead Generation, and Project Creation - This role is fundamentally about uncovering and creating opportunities with new accounts. You will forge relationships and establish yourself and IxP as creative resources to whom clients turn when they need to unlock the power of data.
- Consultative and Solution Sales - Application engineers can respond to RFQs. We expect an RSM to proactively discover and create opportunities. You’ll do that through the combination of your life science and data technical familiarity, extraordinary and disciplined sales skills, and the ability to help prospects think creatively about their challenges and understand the value IxP brings.
- Pipeline Management - Forecasts aren’t just a check-the-box function - we staff to deliver services based on pipeline. So you’ll continuously fill the pipeline, qualify aggressively and treat commits as a reflection on your professional ability.
- Networking and Market Insights - Through your curiosity and project creation you’ll help us identify new gaps and opportunities. You’ll monitor competitive offerings and network in person and online with industry influencers and thought leaders.
- Team selling - Quarterbacking the sales effort to leverage our team’s talent and insights to help position IxP to close deals.
- Cross-Functional Collaboration - Your job is to win deals. Our services team delivers them. So it’s up to you to ensure a precise handoff with relationships and technical details. You’ll also collaborate with marketing to refine campaigns and strategies.
Compensation
We gladly pay well for superb performance. The Regional Sales Manager role carries a base pay of $120K and uncapped performance-based upside. Reasonable OTE is $250K supplemented by generous benefits.
InflexionPoint provides a supportive and engaging work environment that demonstrates that we value our employees. Our employees receive competitive salary, performance-based advancement, paid time off (PTO), health benefits and 401(k) with employer match, as well as other great incentives.
Are You the One?
Want to join us in our exciting growth journey AND helping discover and deliver life saving and changing therapeutics? If we’re describing you, then we’d love to get to know you. We welcome your application.
As soon as you apply, the first step is completing our sales candidate assessment which you’ll find online at https://eval.objectivemanagement.com/XHGYLRN. Please set aside 45 quiet and uninterrupted minutes to do so. It helps us to identify candidates who will thrive in our environment.
