Clinical Sales Specialist (Nordics) – Associate Director

Oxford Nanopore Technologies is headquartered at the Oxford Science Park outside Oxford, UK, with satellite offices and a commercial presence in many global locations across the US, APAC and Europe.

Oxford Nanopore employs from multiple subject areas including nanopore science, molecular biology and applications, informatics, engineering, electronics, manufacturing and commercialisation. The management team, led by CEO Dr Gordon Sanghera, has a track record of delivering disruptive technologies to the market.

Oxford Nanopore’s sequencing platform is the only technology that offers real-time analysis, in fully scalable formats from pocket to population scale, that can analyse native DNA or RNA and sequence any length of fragment to achieve short to ultra-long read lengths. Our goal is to enable the analysis of any living thing, by anyone, anywhere!

We are seeking an experienced field-based commercial professional to join as an Associate Director, Clinical Sales Specialist. This individual will actively develop the clinical market need for Oxford Nanopore’s unique and highly differentiated sequencing portfolio.

The successful candidate must be based in Denmark or Sweden.

The Details:
Reporting to the Director, Clinical Sales Specialist, you will form part of a global team of experienced sales and market development professionals acting to deliver commercial targets and to actively drive awareness of Oxford Nanopore Technologies’ products in the North European sub-region. The successful candidate will be responsible for driving growth of our clinical business by identifying customer-led opportunities and working to develop new clinical applications. As a result, they will establish Oxford Nanopore Technologies as a technology of choice and drive new revenue streams.

A key focus will be to support the sub-region team to success, working strategically to establish executive relationships both internally and externally, partnering across a matrix organization to remove barriers to growth and build an ecosystem engaging across a broad range of clinical, public health and governmental communities. They will support the development of the commercial strategy alongside the field sales team and be the point of contact internally to accelerate opportunities which align with ONT’s growth strategy for the sub-region.

The specialist will work to deliver sub-regional goals and country-level strategic plans, aligned with the field sales strategy. They will work cross functionally with the Field Sales, Tenders, Customer Service, and Technical Support teams within the region. This role will produce sales reports and updates regarding performance and progress in their respective region for the Director, to ensure alignment of activities with MarComms, Technical Marketing, Applications and Market Development teams are aligned with the sales activities to meet and exceed commercial expectations.

Responsibilities:

• Planning of commercial activity to implement the strategic business plan and sales plans as defined by the Director, Clinical Sales, to disrupt the existing NGS market within the sub-region
• Develop sales funnel across sub-region clinical market
• Meet and exceed revenue targets
• Provide reports to the Director, Clinical Sales on progress against the strategic business plan and sales plans
• Define and execute on strategy in conjunction with team leadership to demonstrate ONT capabilities in translational and clinical research markets, delivering 1-3 year revenue outlook
• Build cross functional regional and country-specific pods with other commercial leaders to ensure customer centric focus in delivering to targets
• Identify and nurture a subset of customers who will develop new clinical applications or evaluate existing ones to generate evidence of ONT’s capabilities
• Coordinate between account management, technical support, and marketing to ensure required processes are in place to have successful customer-led development projects aligned to strategic sales objectives
• Build relationships with the KOLs who will become future advocates of our technology, including site visits and presentations to key research and clinical groups
• Deliver internal updates to stakeholders; presenting market analysis, forecast expectations & key moderators in the region
• Train local sales teams on key clinical applications and the associated product strategy
• Advocate for customer requirements, giving input into product development and segment marketing to address solution gaps
• Develop rich competitive intelligence across the market and territory, identifying new growth areas, trends and impact on ONT and communicate to leadership team
• Any other duties as might be required within the remit and responsibilities of the post

What We’re Looking For:

• Several years experience in driving sales into translational and clinical research accounts and public health institutions 
• Experience of the needs of routine diagnostics customers 
• Experience in tactics to develop and drive commercial growth in new market segments 
• Awareness of the challenges associated with developing and validating sequencing based clinical tests 
• Awareness of region-specific market access requirements for clinical and applied applications
• PhD, MD or MBA qualification
• Ideally, you’ll have proven abilities in selling complex products or services 
• You know your way around CRM systems, preferably Salesforce, are commercially astute with the ability to work to budgets and an excellent understanding of the sales process.

This role will suit someone keen to join a disruptive, cutting-edge high-tech organisation and who is confident working under pressure with minimum supervision in a matrix sales and service environment. You will have a desire to lead and inspire both internally and externally. Your passion for changing healthcare and outcomes for patients will be your ‘why’. 

If you are looking to utilise your skills to really make a difference to humankind, then consider joining our team and apply today!

Please note that no terminology in this advert is intended to discriminate on the grounds of a person’s gender, marital status, race, religion, colour, age, disability or sexual orientation. Every candidate will be assessed only in accordance with their merits, qualifications and abilities to perform the duties of the job.

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Oxford Nanopore Technologies: Our goal is to bring the widest benefits to society through enabling the analysis of anything, by anyone, anywhere. The company has developed a new generation of nanopore-based sensing technology for faster, information rich, accessible and affordable molecular analysis. The first application is DNA/RNA sequencing, and the technology is in development for the analysis of other types of molecules including proteins. The technology is used to understand and characterise the biology of humans and diseases such as cancer, plants, animals, bacteria, viruses, and whole environments. With a thriving culture of ambition and strong innovation goals, Oxford Nanopore is a UK headquartered company with global operations and customers in more than 125 countries.