Vice President of Sales

4 weeks ago

Denver, United States HepQuant, LLC Full time

About Us

HepQuant is a clinical laboratory with headquarters in Denver and a CLIA-accredited lab in Aurora, Colorado. We launched our first Laboratory Developed Test (LDT) (HepQuant DuO™) to the US market in December 2023. HepQuant develops minimally invasive, blood-based quantitative tests that measure liver health. Our tests deliver information about liver cell function and portal-systemic shunting, attributes of liver disease that are associated with clinical outcomes. Results may be used by a physician in conjunction with clinical evaluation and other tests to aid in clinical management.


HepQuant is seeking a dynamic individual to become part of its leadership team as Vice President of Sales.We are looking for a seasoned commercial leader to accelerate the growth of the HepQuant DuO test and address the unmet needs of liver specialists in supporting over 50 million patients with liver disease and 130 million more who are at risk. This individual with diagnostics/biotech experience will be a proactive, collaborative leader, able to thrive in a growing, entrepreneurial organization.


This position reports to the Chief Commercial Officer and will be a strong strategic partner to the executive leadership team in building a world-class, industry-leading organization, as the company furthers its commercialization and scale-up of its products. This individual will be an innovator who is ready to bring new ideas and firsthand knowledge to HepQuant, leading a small, highly skilled team to success.


Key responsibilities will include:

Growth: Expand HepQuant DuO™ test volume by growing our provider network and rapidly increasing test adoption, hitting aggressive growth targets for 2024-2025.


Sales Leadership: Build and structure the sales organization to drive results, including:

  • Practice and teach direct sales activities to grow the business and innovate the sales approach based on customer needs and effective sales cycle management.
  • Implement detailed, reproducible sales processes to drive reproducible test volume and broad adoption across each liver center partner.
  • Define and track key sales performance metrics to monitor and improve target identification and conversion.
  • Train the sales team using the ideal sales methodology for HepQuant DuO to provide a scalable framework for sales processes.
  • Motivate, encourage and foster a growth oriented, positive and encouraging work culture while keeping employees and management accountable to company policies, procedures and guidelines.


Sales Operations Infrastructure: Build scalable systems for customer relationship management, sales performance reporting, and operational tracking, including:

  • Salesforce CRM integration with HepQuant systems
  • Sales activity and performance reporting
  • Product workflow status tracking to support process improvement and scaling.
  • Identify and implement effective processes and partners for client support, kit ordering/manufacturing, and regional blood collection logistics.


Commercial strategy execution: Partner with Commercial and Medical Affairs leadership to build a regional thought leader network for medical education and provider support.


Strategic Partnerships: Forge and maintain key relationships with top-tier industry stakeholders, regional thought leaders, and partners. Leverage your network to open new market channels and boost brand visibility.


Operational Excellence: Oversee supply chain, manufacturing, and logistics optimization to ensure seamless test delivery and client satisfaction. Drive process improvements that enhance efficiency and scalability.


Year 1 Mission Critical Objectives

  • Achieve aggressive sales targets for HepQuant DuO™ by significantly expanding the provider network.
  • Establish a scalable commercial operations infrastructure, including CRM integration, sales reporting, and client support processes.
  • Collaborate with the leadership team to support the successful evolution of HepQuant’s product portfolio.


Qualifications

  • Bachelor’s degree required; MBA preferred.
  • 10+ years of biotechnology experience, medical device or lab developed test preferred.
  • Hepatology or gastroenterology sales experience preferred.
  • Start-up and commercial launch experience within biotechnology or pharmaceutical industry
  • Strong analytical skills with an ability to develop complex models and conduct analysis that identify critical trends, support strategic decision making and create forward visibility.
  • Ability to analyze and synthesize complex data to identify and present meaningful observations and recommendations.
  • Strong knowledge of regulatory and quality rules, internal controls, and compliance
  • Advanced skill level with Microsoft Word, PowerPoint, Excel, Salesforce and Smartsheet (or similar project management software)
  • Ability to travel domestically and internationally.


Key Attributes

  • A natural leader with contagious high-energy & enthusiasm
  • Extensive network of relationships within the diagnostics industry
  • Outstanding communicator, negotiator, and presenter
  • Hands-on, roll-up-your sleeves doer and multi-tasker who thrives in a fast-paced environment.
  • A team builder, leading by example to motivate and engage.
  • Passion for guiding others to learn, grow and reach greater levels of success.
  • Ability to think strategically and bring an elevated level of creativity to the organization and ability to translate strategies into executable tactical action plans.


Work Environment & Physical Demands

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. The physical demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this job.

The employee must occasionally lift and/or move up to 25 pounds (lifting boxes, files, etc.) Specific vision abilities required by this job include close vision, color differentiation, distance vision, peripheral vision, depth perception and ability to adjust focus. While performing the duties of this job, the employee is required to sit, stand, walk, talk and hear.


Travel: Position will require 25-50% travel via airplane, car, and overnight stays.

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