SVP Sales & Service

Company
Abcam
Location
Cambridge, United Kingdom
Salary
Competitive
Posted
12 Feb 2021
Closes
14 Mar 2021
Ref
tkr8UAKH7zX8
Discipline
Clinical Research
Hours
Full Time
Contract Type
Permanent
Experience Level
Experienced (non-manager)
Role Context & Overview

Our sales and service capability is critical to us achieving our growth strategy and consequently we are seeking to recruit an experienced SVP of Sales and Service to be responsible for this area.

Reporting to CEO Alan Hirzel, the Senior Vice President, Sales and Service will be with a member of the Executive Leadership Team and support the development and implementation of the company's strategic plan through commercial performance and by delivering an industry leading service proposition.

This is an exceptional opportunity to seek out, analyse and deliver the commercial and service opportunities to support our growth ambition. In driving forward the global team, you will deliver a compelling customer experience create efficiencies, drive business growth, and improve value creation.

Responsibilities include:

Strategy:
  • Develop the sales and service vision and strategy as required
  • Support and expand the evolution to a solution sell of the full range of Abcam products that compliments the online marketing and sales efforts
  • Establish annual and multi-year plans that engage stakeholders in its delivery
  • As a member of the Executive Leadership Team be responsible for supporting the business in its ambition to reach more customers and double in size 2019 v 2024
  • Proactively advise the Executive Leadership Team on emerging sales and service trends that are most relevant in supporting the delivery of the strategy
  • Help determine capital investment parameters, priorities and risks for global sales and service initiatives to maximise the return on investment
  • Drive the implementation and refinement of the biopharma strategy
  • Ensure we have the right go to market localisation in each major region and make decisions about where to use direct sales versus distributors or dealers; particularly in China where we see significant growth potential
  • Constantly review opportunities to enhance our operations and better meet our customer needs

Leadership:
  • Lead the Sales and Service function and allocate resource and budget across multiple geographies to drive strategic advantage
  • Build, motivate and engage the global Sales and Service team to deliver the vision and strategy
  • Take a prominent role in maintaining a culture of customer centricity and innovation and deliver differentiated customer experience and nurture this culture across the organisation and externally
  • Ensure that current and planned Sales and Service investments and solutions are aligned with company business objectives
  • Prepare and monitor operational budgets
  • Build collaborative and strong relationships with business leaders
  • Implement the most effective Sales and Service organisational design to support the business
  • Take a proactive role on the Global Diversity and Inclusion agenda

Team Development:
  • Hire, develop, evaluate, reward and retain a highly effective global and fragmented team
  • Foster a culture of innovation, transparency, diversity, inclusion and accountability
  • Promote a customer first mentality at all levels within the Sales and Service function
  • Ensure that the Sales and Service function has the people capability to execute and deliver the business strategy
  • Develop and nurture a plan that provides for succession and continuity in the most critical management positions

Operations and change:
  • Be responsible for establishing relationships and conversations with global pharma/biotech on the full range of Abcam capabilities
  • Drive the delivery of going direct in more markets and the infrastructure required to support this
  • Enhance and build key and new customer relationships and participate in nurturing and closing on strategic opportunities
  • Deliver the global sales plan and identify and deliver new channels for commercial growth
  • Deliver industry outstanding customer satisfaction levels that provide commercial differentiation at increasing levels of efficiency
  • Review organisational design and capability to drive efficiency and productivity gains and double market growth by 2024
  • Review metrics for managing Sales and Service effectiveness and for measuring the impact of Sales and Service on the business
  • Establish appropriate service levels and the processes to ensure that KPI's are met
  • Review, recommend and oversee all vendors and managed service agreements within the Sales and Service function

Investigate and implement benefits from technologies such as Artificial Intelligence or machine learning

The Person:

The successful candidate will:
  • Have extensive global commercial sales and service experience, including working as part of an executive team.
  • Possess a proven track record of driving business global growth and commercial differentiation through sales and service enhancement and transformation
  • Have significant experience of developing and strengthening relationships within industry, academia and advisory communities to build both current and future commercial pipelines
  • Have a strong customer relationship orientation with demonstrated insight into customers, their businesses, needs and values.
  • Provide evidence of utilising digital channels and analytics to provide insight into customer behavior and inspire customer loyalty
  • Be a visionary and strategic thinker with the ability to build, motivate, inspire and hold to account a world class team to commit to and achieve challenging goals and targets
  • Have the ability to build sales and service capability along with defining operating models and then delivering them
  • Be educated to a degree level and possess outstanding interpersonal, communication skills, relationship building and presentation skills
  • Demonstrate proven ability in managing global cross functional teams
  • Possess deep commercial relationships within the life sciences industry as well as other peers in sales and service
  • Have demonstrated collaboration with senior leaders, in particular Executive Teams, CEO and board of directors
  • Possess a high degree of work ethic and professional transparency
  • Be highly organised, analytical, results-oriented, resilient, decisive, dedicated, agile and audacious
  • Have a strong sense of purpose and commitment
  • Bring experience built in other organisations but be prepared to adapt this to fit our unique culture, strategy and context

Our Culture

When you join Abcam, you'll be part of a global, purpose led and entrepreneurial business with the passion and the vision to become the most influential company and best-loved brand in life sciences.

Our culture is our key differentiator. We believe in empowering individuals, with responsibility given at an early stage. The working environment is fun and fast-paced, collaborative and customer focused. As part of the Abcam family you'll be able to help support a positive impact on the world whilst also shaping your own destiny in a place where you can grow and thrive. We value dedication, agility and audaciousness and have no tolerance for bureaucracy or politics.

Don't just take our word for it, read more from our colleagues at https://www.glassdoor.co.uk/Reviews/Abcam-Reviews-E236524.htm

Remuneration

Competitive package to attract the best

Location

Cambridge, UK or Boston Area, USA. The role will require extensive travel across the US, Europe and Asia. We have global policies to support flexible working arrangements.

Inclusion

Abcam is committed to welcoming applications from all suitable candidates and actively encourages inclusion and diversity in its workforce

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