Senior Director, Sales, Protein XI, Europe, Middle East and Africa (EMEA)

POSITION SUMMARY:

The Senior Director of Sales, ProteinXI, EMEA will lead revenue execution for the ProteinXI (PXI) division across EMEA, regionally. This leader will build and scale a high-performing field organization, drive consistent use of Salesforce for pipeline management and forecast accuracy, and partner cross-functionally (Marketing, Product Management, Field Applications, Customer Service, Finance/Operations) to ensure disciplined execution against quarterly and annual targets. 

This position is responsible for strategic territory and account planning, senior-level selling, and hands-on leadership to establish operating cadence, accountability, and repeatability. This role is also responsible for driving ProteinXI revenue growth across both existing MSD customer relationships and new, greenfield accounts not historically served by MSD.

DUTIES AND RESPONSIBILITIES: 

Revenue Ownership and Execution

• Own the ProteinXI EMEA bookings/revenue target and deliver consistent attainment across quarters.

• Establish and run a disciplined weekly/monthly operating cadence (pipeline reviews, forecast calls, deal strategy, QBRs).

• Drive accurate forecasting (commit/best case/pipeline hygiene), conversion discipline, and deal governance.

Team Building and Leadership

• Hire, onboard, coach, and performance-manage the EMEA PXI sales team (e.g. Technical Sales, Inside Sales Teams).

• Define coverage model (territories, key accounts, segments such as BioPharma/CRO vs Academic/Government vs Channel), capacity plan, and ramp expectations.

• Create a culture of accountability: measurable activity standards, stage progression requirements, and documented deal plans.

Process and CRM Rigor

• Own adoption and quality of CRM usage: opportunity structure, stage definitions, next steps, close plans, and data completeness.

• Enforce standard definitions for pipeline, qualified opportunities, and forecast methodology.

• Partner with Sales Operations to establish dashboards and KPIs; ensure compliance with required reporting.

Customer Facing Leadership (Technical and Executive) 

• Lead strategic customer engagements, executive-level deal cycles, and competitive win strategies.

• Maintain strong technical competence in PXI workflows and value proposition; translate customer needs into solution design with Applications/PM.

• Build strong relationships with KOLs and lighthouse accounts; convert early wins into repeatable references.

Cross-Functional Collaboration 

• Partner with Product Management and Marketing on segmentation, positioning, and launch execution.

• Coordinate with Applications/FAS/TSS to ensure effective pre-sales and post-sale handoff; drive implementation success to support expansion.

• Provide market feedback to inform roadmap, pricing, packaging, and service model.

• Specific duties will vary depending upon departmental requirements

EXPERIENCE AND QUALIFICATIONS:

• Bachelor’s degree in a life sciences field required.

o Master’s degree preferred. 

• A minimum of 10 years of B2B capital plus consumables/assay/omics solutions sales experience.

• A minimum of 7 years of experience leading teams.

KNOWLEDGE, SKILLS AND ABILITIES:

• Demonstrated success building and scaling a commercial team and delivering regional quota.

• Strong command of consultative/enterprise selling, complex deal management, and procurement contracting.

• Deep familiarity with CRM-driven selling systems and forecast rigor; proven ability to enforce process without slowing selling.

• Technical aptitude in life-science workflows (omics, translational biomarker discovery, high-plex assays, NGS-adjacent workflows); able to credibly engage scientific and executive stakeholders.

• Strong cross-functional leadership and ability to influence without authority.

• Knowledge of business operations, including effective budget development and management processes, as well as the ability to translate strategic thinking into action plans and related outcomes.

• Excellent organizational, planning, and time management skills with the ability to manage multiple and often changing priorities and issues of varying complexity, while meeting time-sensitive deadlines and deliverables.

• Excellent communication skills with the ability to organize, present, and articulate ideas both verbally and in writing.

• Strong business acumen, negotiation and mediation skills, as well as a demonstrated attention to detail and a focus on achieving quality outcomes.  Ability to build/foster relationships.

• Ability to work effectively in a fast-paced, high-energy, demanding and deadline driven environment.

• Demonstrated passion for excellence, and proven success delivering to sales/revenue/profit goals. 

• Attention to detail with a demonstrated commitment to excellence and performance improvement and the drive to deliver quality and value-added results and outcomes.

• Ability to effectively deal with internal and external customers and staff. Ability to interact with a high level of patience, tact, and diplomacy, and can maintain composure under pressure.  Can easily mediate and resolve conflicts

• Demonstrated ethics and integrity.

• Ability to assess situations and information, think creatively, devise better ways of doing things and/or innovative solutions, apply discretion, and make appropriate judgements.

• Proficiency in Microsoft Office with expert Excel skills. Expert knowledge of customer relationship management (CRM) systems, particularly SalesForce.

• Ability to travel that can include overnight stays and working outside normal business hours as needed.

PHYSICAL DEMANDS:

This position requires the ability to communicate effectively, travel frequently, and use standard business equipment. Occasional customer site visits may include laboratory environments.

WORK ENVIRONMENT:

This position is performed in a traditional home office environment with moderate travel up to 50% of the time.