The Baker Company, a world-class manufacturer of Bio-Safety Cabinets, is currently looking for a Commercial Director, Americas. We design and build the equipment that is used every day in cutting-edge Biological and Pharmaceutical research by some of the world’s leading companies and research organizations. We are conveniently located in the Southern Maine Coast, where you can quickly access the beach, lakes, or mountains. We are a short drive from Portland, Maine and Portsmouth, New Hampshire, and a long way away from the traffic of the greater Boston area.
The Commercial Director, Americas, is responsible for planning, developing, and implementing commercial strategies to support business development and revenue growth associated with a range of laboratory equipment supplied by The Baker Company, across the Americas and select export markets. Ultimately responsible for the overall management and operation of the company’s selling and promotional activities within the Americas, the Commercial Director will provide leadership over a staff of sales and marketing professionals within the region as well as a (northeast) regional Manufacturer’s Sales Representative organization.
DUTIES AND RESPONSIBILITIES
Work closely with regional (often global) sales/marketing teams to help build initiatives that deliver value to customers, drive run rate business and generate new business; Develop and implement strategies for increasing sales and improving brand recognition within the market.
Analyze/draw conclusions from multiple sources (e.g. industry reports, competitive intelligence, voice of the customer findings, and internal commercial data) and synthesize findings into a distilled set of recommendations to set annual sales and promotional plans.
Develop incentive/compensation plans associated with annual revenue and profitability goals for the organization.
Lead and develop commercial strategies associated with the promotion and sales of products and services designed to meet/exceed annual revenue goals.
Improve the performance of existing sales channels/regions/end user markets, design and implement pricing and compensation plans, and assess (alternative) distribution strategies to meet/exceed annual revenue goals.
Evaluate the go-to market and promotional strategy for the brand in order to identify new, modern (digital) and cost-effective solutions for demand creation and sales enablement.
Manage/Develop a staff of sales and marketing professionals who work closely with cross-functional teams to ensure that product development aligns with business strategy and meets customer needs.
Ensure the (successful) implementation of sales and marketing plans for the introduction of new products/services.
Inform business and operational plans on commercial opportunities, industry trends and challenges to near- and short-term objectives.
Evaluate and recommend areas for future expansion based on marketplace dynamics.
Oversee and set strategic direction for Baker’s regional manufacturer’s rep organization.
Direct supervision of assigned employees including interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Adhere to all safe work practices and contributes to the health, safety, and environmental program and culture.
Reinforce associate’s awareness of keeping the customer’s end use and needs in mind with every task they do.
Provide value to our customers by using Lean tools and concepts to identify and eliminate waste in all forms (scrap/rework, transportation, motion, waiting, inventory, over production, over processing, and under-utilization of people). Uses systemic thinking by seeing processes from end to end and works to challenge the status quo to eliminate the root cause of problems. Is involved in individual and/or team activities that involve using Lean tools and concepts to improve the flow of information and material.
Other duties as assigned
KEY PERFORMANCE METRICS
Annual Corporate Objectives
Identifying and removing barriers to achieving goals
Management experience of 5+ Years; life science industry experience 10+ years
Results driven, management professional with a record of top performance implementing sales & marketing plans within the life science industry.
Prior experience in the sales and/or promotion of instrumentation and/or equipment used within the life sciences; an emphasis on solutions for scientific applications in cell culture preferred, but not a requirement.
Experience in and/or exposure to multi-channel distribution
Strong team player with the ability to work collaboratively with Finance and Operations.
Use of Cost and Profit as drivers for business decision making
Baker has helped advance science, discovery and clinical care by pioneering innovative solutions for air containment, contamination control and controlled environments. Baker biological safety cabinets, clean benches, fume hoods, and pharmacy isolators provide unparalleled user and product protection for a variety of applications.
Our solutions for cell science and oxygen regulation, including the Baker Ruskinn line of physoxia workstations and anaerobic chambers help improve research results by providing a more precise, controlled environment for low-oxygen and anoxic studies.