Sales Manager ATCC

LGC is a leading global life science tools company, providing critically important components and solutions into high-growth application areas across the human healthcare and applied market segments. Our 180 years of scientific heritage, combined with a track record of innovation and value-enhancing acquisitions, has enabled us to build our product portfolio and expertise, and develop deep relationships with customers, industry partners and the global scientific community.

About the ATCC

ATCC, a not-for-profit organisation, is the world’s largest bio-repository holding a collection of over 4,000 cell lines, 70,000 microorganisms and providing GMP cell banks to the Biopharmaceutical community. LGC is the exclusive partner of ATCC in Europe and seek to build awareness of the outstanding portfolio, grow revenues and ensure customers receive the materials in flawless condition. ATCC is the go to provider of validated, authenticated biomaterials trusted by scientists worldwide.

LGC is the European partner of the ATCC and extends its mission to provide research scientists with highly qualified biomaterials including cell lines, viruses, microbes and their associated consumables platforms. Our main market segments include Drug Discovery, Translational Medicine, Academic Research, Toxicology, IC&GT, Pharma QC and Molecular Diagnostics all of which enjoy strong growth characteristics across our geographies.

Working within a dynamic and fast-moving environment, the ATCC Sales Manager will deliver outstanding financial performance by prioritizing customer experience, leading their sales team by example, and executing regional sales strategies and tactics. The ATCC Sales Manager will focus on  customer centricity and commercial execution, alongside all other LGC Group values.

• Manage team of field based Technical Sales Specialist, located throughout Europe, to achieve overall revenue targets within the region.
• Meet and exceed performance metrics within region. Regularly conduct pipeline and funnel reviews, identifying strengths and improvement areas, utilising SFDC.
• Provide ongoing coaching and mentorship to direct reports. Conduct performance reviews, one-on-ones, and team meetings.
• Develop commercial acumen in the team and ensures adherence to LGC & ATCC commercial and compliance requirements. Ensures that contract obligations with the ATCC are met in full.
• Assist in the development of large sales opportunities. Help and train team members to maintain relationships with senior-level customers.
• Advocate for customer needs when and where appropriate.
• Stay up to date on product, industry developments, and market intelligence.
• Champion the business unit internally and gain necessary support and resourcing to implement marketing strategies and enable sales.
• Monthly & quarterly financial performance analysis, reporting and forecasting.
• Collate VOC and understand customer drivers and behaviour to develop go-to-market strategies that increase market share, improve customer engagement and meet agreed revenue targets.
• Actively mitigates potential revenue gaps and/or captures new opportunities.
• Stakeholder management. Alongside colleagues including Commercial Director & VP Commercial, manages strategic relationship with the ATCC.

• Showcases strong leadership and coaching ability to mentor team members. Utilizes development plans, in-person / virtual coaching, 360 feedback, and conflict resolution
• Excels at all forms of selling and prospecting skills
• Exhibits a deep understanding of demand and lead generation activities, including prospecting and opportunity management, knowledge of SFDC preferable
• Foundational knowledge in consumable-oriented sales; knowledge in cell culture products and/or life sciences tools preferred
• Foundational knowledge of customers in the Drug Discovery, Pharmaceutical, Diagnostic and Government Research sectors

• 5 years sales experience within Drug Discovery and Research markets (research tools)
• Higher degree within Life Sciences and/or practical postgraduate laboratory experience
• Experience working successfully within Pan-European/global matrix organisation
• Fluent in English with other languages a significant advantage
• Good organisational abilities with strong attention to detail
• Results driven individual who wants to succeed in a commercial environment
• Customer focused, both internal and external customers
• A self-starter who is able to quickly integrate across the business
• Excellent influencing and communication skills
• Willing to travel extensively within Europe and occasionally to the US
• Desire to be in market with customers

Our values

• PASSION
• CURIOSITY
• INTEGRITY
• BRILLIANCE
• RESPECT

Equal opportunities

LGC strongly believes that every job applicant and employee should be valued for their individual talents regardless of age, disability, race, colour, ethnic or national origin, sex, sexual orientation, gender reassignment, marital or civil partnership, pregnancy or parental, religion, or belief. Short listing, interviewing and selection will always be carried out without regard to gender, sexual orientation, marital status, colour, race, nationality, ethnic or national origins, religion or belief, age, or trade union membership.

For more information about LGC, please visit our website www.lgcgroup.com