Gator Bio

Sales

• Lead the sales teams in North America, Europe, and Asia Pacific (excluding China) under a single global operating cadence, forecast process, and pricing discipline.
• Lead the Field Application Scientist (FAS) and Field Service Engineer (FSE) teams, integrating the commercial and technical field functions into one accountable organization.
• Develop the global sales strategy and translate it into an executable annual and quarterly sales plan, with clear regional targets, quotas, and territory design.
• Develop, implement, and execute a sales plan to sell capital equipment and consumables to pharma, biopharma, biotech, CRO, CDMO, and academic research customers.
• Own the global revenue number, with separate visibility into instrument placements and biosensor consumables pull-through.
• Create accurate sales forecasts and deliver forecast accuracy that withstands investor, auditor, and Board scrutiny.
• Own and optimize the CRM as the single source of commercial truth, enforcing data hygiene and adoption across every region.
• Define and enforce the sales process, including qualification criteria, stage definitions, demonstration and evaluation protocols, and close plans.
• Manage the sales funnel end to end — top-of-funnel volume, stage conversion, cycle time, and win/loss analysis — and act on leading indicators before they become missed quarters.
• Build a qualified prospect base, with the goal of closing sales to meet revenue targets.
• Lead, coach, and mentor sales team members to achieve both company and personal goals; motivate the team, track performance, and report metrics.
• Provide hands-on support to sales representatives, including joint customer visits, deal structuring, obstacle removal, and personally closing strategic opportunities.
• Build sales enablement capability, including onboarding, product and application training, competitive positioning, objection handling, and pricing guardrails.
• Develop and manage global distribution channels; determine the direct-versus-distributor mix by region and hold partners accountable to performance.
• Secure new contracts with customers, manage ongoing contracts, write proposals, and negotiate new deals.
• Work with Marketing to strengthen the Gator Bio brand, build market awareness, and generate qualified leads; own the definition of a qualified lead and close the loop on lead quality.
• Promote the company brand by writing articles, posting on social media, and attending conferences and trade shows to generate leads and expand the customer base.
• Partner with Manufacturing and Supply Chain on demand forecasting, lead times, and instrument and consumable availability to meet market commitments.
• Partner with Quality on customer complaints, field corrective actions, and product reliability feedback.
• Partner with Finance on pricing, discount governance, revenue recognition, and commercial reporting.
• Develop, manage, and control the sales department budget across global markets.
• Identify market trends and customer needs, and feed structured voice-of-customer input back to Product and R&D.
• Coordinate efforts and activities with other departments, including Customer Success and Marketing.
• Communicate regularly with the CEO on progress, difficulties, problems, and solutions.
• Work with the executive team to grow the company’s value.

VP of Global Sales

• Achieving and exceeding monthly and yearly sales goals within the assigned territory.
• Identifying, developing, and closing key opportunities within the Pharmaceutical, Biopharma, CRO’s, Environmental Science and Academic life science research areas.
• Developing, implementing, and maintaining account strategies/proposals to drive incremental growth.
• Networking with key decision makers to strengthen relationships and uncover new opportunities.
• Submitting accurate sales forecasts, weekly reports, and maintaining up-to-date detailed account information including product, market, application, and sales cycle through CRM system.
• Monitoring competitive activity, industry trends, creating competitive solutions.
• Ability to present and discuss technology, applications, benefits, and value proposition statements.
• Identifying & implementing strategies to strengthen customer relationships utilizing internal resources.
• Coordinating sales efforts with Field Application Scientist (FAS) and Service team for product demonstrations, sample workup and post-sales support.
• Ensuring success for all customer accounts.
• Attending trade shows, lunch & learns, user group meetings, and virtual events.

VP of Global Sales

Regional Sales Manager