Company Overview

At Azenta, new ideas, new technologies and new ways of thinking are driving our future. Our customer-focused culture encourages employees to embrace innovation and challenge the status quo with novel thinking and collaborative work relationships.

Azenta Life Sciences is a global leader in the life sciences space with headquarters in Chelmsford, MA, and offices and operations worldwide. We are a market leader in automated bio sample management solutions and genomic services across areas such as drug development, clinical and advanced cell therapies for the industry's top pharmaceutical, biotech, academic and healthcare institutions globally. We provide unparalleled capabilities with our lab analysis, sample management and storage services, informatics software, and consumables, with the largest installed base managing over 1 billion samples globally.

How you’ll add value…

The Vice President Sales EMEA, is responsible for leading best-in-class sales strategies to drive top-line growth, improved profitability, and market share gain. In this position, you will provide leadership to a regional Commercial team across Europe, be responsible for executing the go-to-market strategy to deliver short and long-term commercial success with a broad portfolio of products and services for Azenta Life Sciences. The leader will develop and deploy a coordinated and concise sales strategy in conjunction with divisional teams, business unit and matrixed specialist selling teams, regional marketing, and the broader global commercial organization. This position requires an in-depth understanding of the market and the customers, and the incumbent will be responsible to hire, retain and develop key talent, establishing and maintaining strong relationships with our customers and channel partners and working closely with all functions to drive profitable revenue growth & customer satisfaction. The leader will lead and evolve the organizational structure to support the business strategy, develop and manage key business processes and focus the organization on achieving its objectives of driving significant growth over the next 3 years.

The position reports to the Senior Vice President, Sales and is a key member of the global commercial leadership team.

What you’ll do…

• Develop and lead customer focused solution-based go-to-market strategies in support of corporate operating plans. This will include short and long-term selling strategies to support new and existing products/ services that enable the company to exceed financial and market share objectives.
• Customers are served primarily directly, but also through an evolving mix of channels depending on geography
• Achieve revenue, growth and share gain targets through sales and marketing partnership and execution
• Responsible for developing and implementing a strategy that leads to increased customer value creation and market share gain within the designated geography
• Working collaboratively with business leaders to build long term strategies that includes products and workflow solutions to specific customer segments. They must also ensure that strategies define how we approach geographies (mature, emerging), channels, competitors, and pricing.
• Balance the need to achieve current business goals with planning and investment for future growth
• Lead and develop the sales teams to build capability and competence. With a focus on improving and broadening the competence of the field team and leadership capability of sales managers
• Advocates for the customer, for quality and compliance and provides excellence in customer solutions
• Directly manages the activities of the team, setting goals, developing, and accessing activity and sales metrics to meet growing objectives
• In partnership with Commercial Operations, develop pricing policies, including volume discounts and terms and conditions, for high-profile customers and partners
• Provides input on market trends and customer feature/product requests for new product development
• Lead EMEA regional marketing directly, while collaborating with Global Marketing to ensure alignment to sales pipeline objectives that build demand generation. Assist in identifying new markets and business opportunities; assess competitive landscape and market segment growth potential.
• Actively participate in the establishment of processes, metrics, compensation programs to successfully drive performance to consistently achieve quotas and goals.
• Ensure accuracy of forecasting future sales and forming sales plans to adapt to the constant shifts in the marketplace.
• Define and present coaching strategies with a plan to address performance issues & documentation process/system recommendations.

What you’ll bring…

• Bachelor's Degree in related life sciences or Engineering discipline. Master's degree in sciences or MBA preferred.
• 12 years of commercial experience in sales, business development, marketing or product management preferred. Background in Genomics or Multi-omics a plus.
• Demonstrates a breadth and depth of industry knowledge, emerging business, and market trends within life sciences
• Working experience across EMEA region, with emerging markets a plus
• Strong English communication capabilities in speaking and writing
• Executive selling experience and can communicate at senior leadership level with customers and within Azenta company
• Ability to articulate a vision and strategy in a way that inspires and motivates a team and focuses their energy on achieving business goals.
• Ability to operate in a matrix managed environment.
• Strong analytical, planning, forecasting and budgeting/financial skills.
• Strong verbal, written, negotiation and presentation abilities.
• Able to effectively lead teams and prioritize the right work amidst a wide array of activities, question the status quo and inspire change.
• Ability to manage multiple, complex priorities within demanding timeframes.
• Flexibility with managing staff in various time zones.
• Excellent communication, leadership, and strategic thinking abilities with a problem-solving aptitude.
• Acting as a mentor to team members while building and retaining the team within the organization.

Working Conditions/ Schedule

• Ability to travel domestically and internationally; minimum 50%.
• Must live close to a major airport and speedway
• The selected candidate should also expect to be ‘face to face’ with customers and travel with sales teams on a regular basis.
• Candidate must have demonstrated success in driving best of class commercial organization.
• The successful individual will consistently meet or exceed revenue targets, maintain or increase margins, and demonstrate the ability to thrive in an aggressive and ‘must win’ company environment.