Job Description

For nearly 75 years, Charles River employees have worked together to assist in the discovery, development and safe manufacture of new drug therapies. When you join our family, you will have a significant impact on the health and well-being of people across the globe. Whether your background is in life sciences, finance, IT, sales or another area, your skills will play an important role in the work we perform. In return, we'll help you build a career that you can feel passionate about.
JOB SUMMARY
The Associate Director, APAC Sales is responsible for managing assigned sales managers and direct sales personnel to achieve sales objectives. Responsible for selling Charles River Microbial Solutions products/services to assigned territories. Maintain and increase sales at new and existing accounts through proactive and outbound field account management.
DUTIES AND RESPONSIBILITIES

• Develop and implement strategies and action plans to grow market share for Microbial Solutions in the APAC region excluding China.

• Oversee a portfolio of innovative QC solutions, aligning with global strategies across various territories under direct responsibilities.

• Meet or exceed sales targets for portfolio in assigned territory, while nurturing new markets and building a pipeline for future growth in APAC.

• Foster new business development and build a pipeline for future growth in APAC, while maintaining the current business portfolio and introducing new products.

• With cross-functional teams to ensure thorough execution of sales plans.

• Lead, coach and mentor a team of sales leads and commercial professionals to achieve performance

• Provide annual forecasting and perform regular reviews for the region as well as each individual sales territory.

• Develop sales, pricing and distribution strategies, identify and capitalize on market opportunities, adjust strategies to reflect changing conditions.

• Prepare and implement a comprehensive sales management plan with regional sales managers to identify target opportunities, potential new accounts, expansion of existing accounts and an analysis of competitor accounts.

• Develop support activities to achieve upselling of products and use of products and services across the Microbial Solutions brands.

• Attain revenue and objectives, and where possible increase revenue, in the assigned territory and or accounts.

• Maintain contact with key customers and participate in regular co-travel with sales teams, to provide coaching and feedback.

• Ensure that specialists in the region are utilized in an efficient and effective manner.

• Identify market trends and insights to drive strategic decision-making and competitive advantage.

• Work with a broader cross functional team regionally and globally to ensure execution of sales plan.

• Participation in trade or other convention programs.

• Implements follow up and needs assessment for sales training.

• Manage activities of assigned group(s) to ensure optimum performance of the group/function.

• Responsible for personnel management activities such as: scheduling, personnel actions (hiring, promotions, transfers, etc.), training and development, providing regular direction

and feedback on performance, disciplinary actions and preparing and delivering annual performance and salary reviews.

• Assist in the development of short- and long-range operating objectives, organizational structure, staffing requirements and succession plans.

• Assist in the development and recommendation of departmental budget and authorize expenditures.

• Develop and oversee the implementation of departmental training programs, including orientation.

DUTIES AND RESPONSIBILITIES

• Support the policy of equal employment opportunity through affirmative action in personnel actions.

• Ensure adherence to pertinent regulatory requirements and to departmental policies, practices and procedures SOPs, safety procedures and biosafety protocols.

• Work closely with regional site Directors to align on tailored strategy and goals for commercial success.

• Build a comprehensive network of key opinion leaders throughout APAC region among the customer base.

• Ensure compliance to Company's Business Code of Conduct and Ethics including Anti-Bribery Policy. Ensure compliance with all Company, Country, local, state, and federal regulations.

• Ensure adherence of site to EHS requirements under the Corporate Global Operating Framework (where applicable in line of work) and data privacy regulations within the Company and Corporate Global Data Privacy framework.

• Demonstrate the Charles River core values of Care. Lead, Own and Collaborate in all activities of role.

• Perform all other related duties as assigned by the direct manager.

QUALIFICATIONS

• Education: Bachelor's degree (B.A. /B.S.) or equivalent in life sciences, pharmaceutical sciences or related field required. MBA degree is advantageous but not essential.

• Minimum 8 to 10 years relevant industry experience, with direct client interface and at least 5 of those years having managed commercial teams directly.

• Minimum 3 to 5 years of managing teams in the APAC region.

• Excellent interpersonal, customer relationship and leadership skills.

• Proven ability to develop and implement strategic plans that drive growth and meet revenue objectives.

• Strong leadership, communication, and negotiation skills, with a passion for innovation and continuous improvement.

• An equivalent combination of education and experience may be accepted as a satisfactory substitute for the specific education and experience listed above

About Microbial Solutions
Our Microbial Solutions business group has a comprehensive portfolio of endotoxin testing, microbial detection and microbial identification products and services is unlike any other, and has been purposefully designed to meet the complex and ever-changing needs of the industry. We help clients to ensure product safety and quality with easy-to-use yet robust testing solutions that satisfy regulatory requirements, support critical decision making and improve operational efficiencies.
About Charles River
Charles River is an early-stage contract research organization (CRO). We have built upon our foundation of laboratory animal medicine and science to develop a diverse portfolio of discovery and safety assessment services, both Good Laboratory Practice (GLP) and non-GLP, to support clients from target identification through preclinical development. Charles River also provides a suite of products and services to support our clients' clinical laboratory testing needs and manufacturing activities. Utilizing this broad portfolio of products and services enables our clients to create a more flexible drug development model, which reduces their costs, enhances their productivity and effectiveness to increase speed to market.
With over 20,000 employees within 110 facilities in over 20 countries around the globe, we are strategically positioned to coordinate worldwide resources and apply multidisciplinary perspectives in resolving our client's unique challenges. Our client base includes global pharmaceutical companies, biotechnology companies, government agencies and hospitals and academic institutions around the world.
At Charles River, we are passionate about our role in improving the quality of people's lives. Our mission, our excellent science and our strong sense of purpose guide us in all that we do, and we approach each day with the knowledge that our work helps to improve the health and well-being of many across the globe. We have proudly worked on 80% of the drugs approved by the U.S. Food and Drug Administration (FDA) in the past five years.
At Charles River Laboratories, we recognize and recruit all talent. We are a company committed to the principle of diversity and inclusion and work daily in this direction.

Skills Required