Sales Director, Genomic Tools, North America – West

at Ultima Genomics

We are looking for a highly motivated Sales Director, Genomic Tools, North America – West to join our team!

The Sales Director, Genomic Tools is a critical, high-level sales position responsible for mastering the strategy and tactics to achieve success in a dynamic, fast-paced sales environment. The individual will lead the sales development efforts for all capital equipment sales in the geography and execute on quarterly and annual territory plans to deliver assigned revenue targets. This role reports directly to the VP of North America Sales and works closely with company C-suite and other internal leaders to navigate and win sales. This individual will also be a key member of the sales team and will be expected to contribute to the overarching sales planning process for the region. This is a critical commercial role, for an experienced, highly skilled professional who wants to win and will carve a path of success.

How You’ll Contribute

• Lead development of territory strategy and plans. Establish and execute on strategies for obtaining new instrument placements with key customers in the genomics space, prioritizing those with highest impact
• Work collaboratively to align strategy and tactics with counterparts in sales, marketing, commercial operations, and service/support in a matrixed, team-selling environment
• Ensure territory is set up to deliver quarterly and annual revenue consistent with assigned sales quota and to achieve targets vs defined operating budgets. Ensure accurate quarterly forecasts are developed and can drive execution to exceed
• Develop and maintain relationships with key customers in region, including KOLs, large/strategic customers, and emerging customers to maximize growth and continuously gather critical business insights to inform future forecasts and strategy
• Directly drive account relationships and sales to achieve Ultima’s sales goals
• Foster connectedness of field-based team, align those around you to company goals, culture, and results
• Set the tone, build the culture as one of the first – actively seek opportunities to drive alignment, consistency, and best practice across the sales team, and initiate development and implementation of action plans to do so

Qualifications, Skills, Knowledge & Abilities

• Education & Expertise: BS in Biology or related discipline, with a PhD preferred. Strong working knowledge of genomics technology and NGS, with at least 8 years in life science or clinical diagnostics sales, including 5 years of proven success in capital equipment sales
• Location & Travel: Willing to travel 50% of the time and live within 1-2 hours of a major US airport
• Leadership & Independence: Demonstrated success as the first commercial lead in a large region for a startup or new business. Highly independent and self-motivated
• Relationship Building: Skilled at engaging key opinion leaders and executives, including CEOs, CSOs, and Heads of Assay Development
• Sales & Market Insight: Experienced in introducing and selling new technologies from inception against established competitors. Strong understanding of life science research and clinical genomics markets, including customer needs, economic drivers, and competitive landscape
• Teamwork & Influence: Well developed network and proven ability to influence and lead decision-making across teams and functional groups within a matrixed environment
• Strategic Acumen: Strong business insight, able to recognize and capitalize on opportunities
• Communication: Effective in distilling complex issues into concise talking points, communicating with clarity and credibility. Accurately forecasts close quarters through regular use of SFDC with clear understanding of sales process and next steps

At Ultima Genomics, your base pay is one part of your total compensation package. This role pays between $160,000 and $190,000, if performed in the US, and your actual base pay will depend on your skills, qualifications, experience, and location.  Please note that the compensation details listed in US role postings reflect the base salary only, and do not include commission, equity, or benefits.  This role is also eligible for a competitive benefits package that includes: medical, dental, vision, life, and disability insurance; 401(k) retirement plan; flexible spending & health savings account; paid holidays; paid time off; employee assistance program; and other company benefits.