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Commercial Sales Director for EMEA Position Summary

If you’re interested in joining our team, please send your resume and cover letter to hr@cryoport.com. Make sure to include the job title of the position you are interested in the subject line of your email. 

Job Title: Commercial Sales Director, EMEA
Job Category: Staff
Department/Group: Sales & Marketing
FLSA Status: Exempt
Reports To: Chief Commercial Officer
Travel Required: 70%

Summary of Functions
This person filling this position is ideally located in the area of the European Union in Southern Germany or Switzerland. It covers the “heartland” of the pharmaceutical industry in the EU. The focus is on selling logistics solutions for the life sciences to life science companies.   

It is the responsibility of the Commercial Sales Director to secure business relationships that result in producing revenue for the Company through selling its temperature controlled logistics solutions developed for the life sciences industry and its related services and products. The incumbent will also provide input as to the promotion and management of the Company's solutions and/or services in his/her assigned territory. Essential duties and responsibilities include the following, which may be modified and/or adjusted from time to time.

  1. Works closely with Chief Commercial Officer to develop his/her assigned region in conjunction with company initiatives worldwide.
  2. Develop and implement regional commercial strategies according to company goals and objectives aiming to accelerate growth.
  3. On a personal level, conduct market research and analysis to create detailed business plans on commercial opportunities (expansion within existing client base, new business development etc.) Monitor performance of commercial activities using key metrics and prepare reports for senior management
  4. Secure commercial relationships producing revenue growth in his/her assigned territory.
  5. Understand the requirements of existing clients to ensure each client’s needs are being met.
  6. Act to acquire new clients and constructively manage overall client relationships (new and existing).
  7. Generate new business leads through prospecting, cold-calling, face to face meetings and participation in trade shows. Utilize strong interpersonal skills when negotiating contracts and/or bids and building long-term relationships with potential external partners and/or customers. Assist in setting financial targets and budget development and monitoring.
  8. Participate with the Chief Commercial Officer, other Sales Directors and/or the Executive Director of Commercial Sales of the EMEA Region to establish strategic plans and objectives.
  9. Call on prospective accounts, provide technical and administrative solutions and services information, coordinate presentations and support proposal generation. Prepare client-specific presentations and other data to respond to client needs.  Travel is estimated to be in the range of 70%.
  10. Collaborate with sales and marketing team on global accounts to ensure transparency and rapid expansion within global client base.
  11. Work with internal teams to translate client needs and expectations into reality; develop industry knowledge and maintain awareness of industry trends; perform other duties as assigned by management to meet the dynamics of the life sciences business environment. Collaborate with and coordinate with diverse teams (marketing, sales, client care, logistics, et al)
  12. Function independently to influence the decision-making process of potential clients and develop strategies which anticipate client objections or ambivalence.
  13. Ensure that revenue targets are achieved by, amongst other things, maintaining sales networking and client development activities.
  14. Monitor competition by gathering current marketplace information on pricing, services, new service offerings, marketing, etc.
  15. Provide current and historical records by maintaining records on potential clients and projects.
  16. Contribute to team effort through revenue delivery performance.
  17. Assist the Chief Commercial Officer and/or the Executive Director of Commercial Sales of the EMEA Region in identifying market potential by identifying client requirements; defining market, competitors, including advantages and weaknesses; forecasting revenue production.
  18. Maintain professional and technical knowledge of the life sciences; advancement in therapies, vaccines, etc. and establish personal professional networks that can assist in completing revenue mission. With approval of Chief Commercial Officer, participate in germane business professional societies to the degree practical.
  19. Participate in self-development activities and training of colleagues.
  20. Exhibit safety awareness and safe work practices to clients.
  21. Perform all other duties as may be reasonably assigned during the course of business.

Qualifications:
To perform in this position successfully, the candidate must have extensive experience in the biopharmaceutical industry and with clinical research and/or manufacturing organizations. He/she must be accomplished in sales and revenue production; sales leadership is expected of this individual .  The requirements listed below are not all inclusive, but representative of the knowledge, skill, and/or abilities required. 

Education and/or Experience:

  • Minimum ten years proven experience as a Commercial Sales Director in the life sciences industry.
  • Proven experience in sales, marketing and managing key client relationships.
  • Excellent interpersonal and influencing skills.
  • Extensive network within the industry of relevant contacts, leads, and decision makers.
  • Excellent organizational and leadership skills with strong communication ability.
  • Knowledgeable of the life sciences and the role of temperature controlled logistics.
  • Advanced degree in the life sciences and substantial successful business experience.
  • Motivated, self-starter, proven problem solver and independent thinker.
  • Fluent in English and German, French would be a plus.

Language/Communication Skills:
Ability to see business opportunity in the temperature controlled logistics solutions space for the life sciences and fashion an approach toward achieving the successful capture of the revenue and the business opportunities. Ability to read, analyze, and interpret common life sciences technical journals, financial reports, and legal documents.  Ability to calmly work through issues and respond to common inquiries or complaints from clients, regulatory agencies, or members of the business community.  Ability to effectively present information to top management or public groups.

Quantitative and Qualitative Abilities:
Superior quantitative and quantitative skills. Ability to generate forecasts, projections, and contract gross margins and operate against these projections. Skills in using common tools such as Excel, Word, PowerPoint, etc.

Reasoning Ability:
Ability to solve practical problems and deal with a variety of variables in situations where only limited standardization and/or historic SOP’s  (standard operating procedures) exist. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Physical Demands:
The physical demands implied herein are representative of those that must be met for a Commercial Sales Director to plan, organize, execute and travel to successfully deliver the detailed aspects of the job and deliver revenue growth in a dynamic, growth market.

Work Environment:
The work environment will be primarily in the field and the Commercial Sales Director’s home office.

What our clients are saying

“I contacted Cryoport to transport stem cells from Denver, Colorado, to Albuquerque, New Mexico, and the service provided was excellent. It was a hassle-free transport. I was especially impressed with the continuous communication throughout the transport and particularly appreciated the fact that not only did my shipment arrive in good condition, but Cryoport also made all of the arrangements for the return of the shipper so that I didn’t have to. Our facility will definitely use Cryoport’s service in the future and would recommend it to others.”
Stem Cell Transplant Coordinator – Cryoport Customer
“Cryoport does an amazing job of handling the shipping and logistics for transporting cryopreserved materials. We have switched to them for all of our exports.”
Bioengineering Core Employee – Cryoport Customer
“As a customer I'm very pleased with the service I received from Cryoport. Cryoport’s team always answered my questions, provided help in a professional manner and were extremely attentive.”
Cryoport Customer
“Had I known how great Cryoport’s dry vapor shipper and logistics system worked, we would have used Cryoport for all our previous shipments to the U.S. In the past we have used dry ice and several times we lost valuable cells because our shipments would sit in customs forever and the dry ice would evaporate. Cryoport eliminated that concern altogether. I will certainly be utilizing Cryoport’s services for future shipments.”
Principal Investigator – Cryoport Customer
“By using Cryoport I experienced much less stress as my shipment went through customs!”
Principal Investigator – Cryoport Customer
“I called Cryoport after hours for information about a shipment I needed to schedule and received absolutely outstanding customer service. Cryoport provided me with a lot of helpful information and great advice. It's rare and refreshing to receive such great service.”
Cryoport Customer
“Not only did my cells arrive safely, Cryoport’s service was professional and efficient. I highly recommend Cryoport.” 
Hematologist – Cryoport Customer

“Working with Cryoport was a truly remarkable difference compared to my experience with other shippers. With the previous shipping company I was working with, it took almost three months to establish a ‘deep frozen account’ and required numerous hoop-jumping shenanigans only to ultimately be informed that the company could not arrange a shipment to or from Israel, which they were informed from the start was our desired shipping source.

Our sales rep at this organization was as dumbfounded by our experience as we were. To his credit, after his company declined our business, he suggested I contact Cryoport. I have written thanking him for his suggestion and to let his ‘powers-that-be’ know how different my experiences were.”

Cryoport Biopharma Customer
“When compared to other shippers, I am highly satisfied with Cryoport’s pricing and service.”
Lab Manager – Cryoport Customer
“Our organization is more than impressed by our experience with Cryoport. We feel confident our material is being well-managed throughout transit. Cryoport provides extraordinary customer service and continuously they not only meet, but exceed our expectations. Late yesterday afternoon Cryoport worked tirelessly to coordinate a shipment to Japan and today seemed to effortlessly manage a late-day return. It is a pleasure working with Cryoport.”
Senior Supply Chain Analyst – Cryoport Customer
“Cryoport’s service is easy, straightforward and very convenient. We used to run into issues with transporting specimens to outside labs and Cryoport has eliminated this hurdle. Knowing Cryoport has it handled helps me sleep at night.”
Professor of Anatomy, Histology and Cell Biology – Cryoport Customer
“I'd like to commend Cryoport for their fantastic service. Our collaborator was also similarly impressed and will be recommending Cryoport to her colleagues. In addition to the great service and quality product, Cryoport’s pricing is second to none. We look forward to working with Cryoport for all of our future temperature-sensitive shipments."
Lab Manager – Cryoport Customer

"I want to thank everyone at Cryoport who was involved in the rapid recovery of the missing Cryoport shipper containing a patient’s tumor tissue. By promptly locating the shipper and recharging it while in transit, the patient was able to receive the vaccine manufactured from this tissue on time. We are so very appreciative of Cryoport’s customer service. Without the services that Cryoport provides, our clinical trials would not be available to patients."

Director of Clinical Operations — Cryoport Customer
“Cryoport provides a reliable solution to ship temperature-sensitive biologics around the world. The Cryoport solution is easy for scientists to use. They respond quickly, have great customer service and anticipate problems. I am able to speak to someone 24/7 who is an expert on MY package. It is personal service focused on deep frozen life sciences. I consider Cryoport to be an extended member of my team.”
Product Operations Specialist – Cryoport Customer