North American Preclinical Sales Director

This position is a senior leadership role responsible for driving strategic product and service growth for JMCRS, reporting to the Sr. Director of Sales. This position oversees a high-performing team of business development specialists focused on pre-clinical services and the sale of complex scientific products and solutions. The Director oversees the identification and development of new market opportunities across North America, while ensuring the cultivation and maintenance of strategic client relationships, and ensuring the successful execution of sales strategies.

This position is remote with required travel (up to 60%) to sales meetings, conferences, onsite visits, and JAX locations as needed. It is strongly preferred that the hired candidate lives on the East Coast.

The salary range is $136,461 - $228,467. Salary will be determined based on qualifications and experience.

Key Responsibilities (What you contribute):

• Collaborate with the Sales Leadership team to develop comprehensive sales plans. Manage the execution of these plans, qualify leads, and ensure the successful closure of business goals. 
• Lead, mentor, and manage a team of business development specialists focused on pre-clinical services and complex product sales across North America. Contribute to the professional development of team members. 
• Oversee the identification and development of new market opportunities, ensuring alignment with regional and global growth objectives. 
• Ensure the cultivation, expansion, and retention of strategic client relationships, acting as a senior point of contact for high-value accounts. 
• Maintain the CRM database with updated customer information and business opportunities. 
• Drive the successful execution of sales strategies, ensuring consistency, scalability, and alignment with company goals. 
• Lead and oversee strategic contract negotiations, ensuring favorable terms and compliance with internal policies and client expectations. 
• Foster strong collaboration across internal teams including R&D, operations, marketing, and legal to support business development initiatives and resolve escalated opportunities. 
• Develop and implement best practices for sales tool utilization, CRM/SFDC optimization, and pipeline management to enhance team efficiency and performance. 
• Monitor and analyze sales performance metrics, providing actionable insights and regular reporting to senior leadership. 
• Translate global sales objectives into actionable regional strategies that drive revenue growth and market penetration. 
• Ensure operational excellence in business development processes, including forecasting, territory planning, and resource allocation. 
• Guide the escalation and resolution of complex sales opportunities, ensuring timely and effective engagement from relevant stakeholders. 
• Champion continuous improvement initiatives within the business development function, identifying opportunities to streamline workflows and enhance client engagement. 
• Represent the North American business development function in global leadership forums, contributing to strategic planning and cross-regional alignment. 

Minimum Qualifications:

• Bachelor's Degree required, Master's Degree or higher preferred.
• 15 or more years of specialty sales experience in Animal or Life Sciences.
• 8 years of management experience for direct life science sales experience, including 3-5 years or more managing specialty sales teams. 
• Implement strong account planning, customer profiling, and regional customer event plans. 
• Established familiarity or business partnership experience with industry KOLs, strategic account relationships. 
• Demonstrate a deep understanding of regulatory requirements within the commercial sector, especially in areas related to animal research and life sciences. Ensure compliance with industry regulations and guide the sales team in navigating regulatory challenges. 
• Well informed about industry trends, technological advancements, and competitor activities within the pre-clinical sector. Leverage knowledge to define sales strategies, identify unique selling propositions, and navigate market dynamics. 
• Strong complex selling skills with a proven capability to close sales. 
• Possess advanced contract negotiation and management skills to ensure robust business partnerships representing  
• Strong verbal and written communication skills. 
• Entrepreneurial mindset 
• Ability to travel up to 60% within North America. 

About JAX:

The Jackson Laboratory is an independent, nonprofit biomedical research institution with a National Cancer Institute-designated Cancer Center and nearly 3,000 employees in locations across the United States (Maine, Connecticut, California), Japan and China. Its mission is to discover precise genomic solutions for disease and empower the global biomedical community in the shared quest to improve human health.

Founded in 1929, JAX applies over nine decades of expertise in genetics to increase understanding of human disease, advancing treatments and cures for cancer, neurological and immune disorders, diabetes, aging and heart disease. It models and interprets genomic complexity, integrates basic research with clinical application, educates current and future scientists, and provides critical data, tools and services to the global biomedical community. For more information, please visit ​​​​​​​.

EEO Statement:

The Jackson Laboratory provides equal employment opportunities to all employees and applicants for employment in all job classifications without regard to race, color, religion, age, mental disability, physical disability, medical condition, gender, sexual orientation, genetic information, ancestry, marital status, national origin, veteran status, and other classifications protected by applicable state and local non-discrimination laws.