The Vice President, Commercial Solutions & Key Accounts provides strategic and tactical leadership for the sales organization across commercial solutions, including Detection and Liquid Handling platforms, digital solutions and complex automation projects in the North American Market. This position is responsible for driving order entry, sales, gross margin, and EBIT objectives, with a particular focus on key accounts and commercial solutions. The VP will lead the development and execution of sales strategies, manage key customer relationships, and ensure the achievement of financial and operational targets. The role requires close collaboration with US and Global Marketing, Product Management, Service, and Aftermarket teams teams to deploy marketplace strategies and deliver integrated automation and / or workflow solutions to customers.

Responsibilities/Tasks/Activities Essential Functions Sales Leadership:

Oversee overall sales operations for commercial solutions (Detection, Liquid Handling, and related platforms / solutions) in the North American market. Manage activities through structured KPIs and action plans.

Key Account Management:

Develop and maintain strong relationships with key accounts, ensuring their needs are met and identifying opportunities for expanded partnerships. Manage the development of Key Account plans and specific objectives tailored tot he specific account in conjunction with the VP of Marketing & Market Development.

Team Development:

Actively develop, coach, and mentor Key Account / Regional Sales Directors and their teams, ensuring achievement of revenue goals and effective cost management.

Strategic Planning:

Facilitate the development of regional and territory plans, and participate in the creation of 5-year strategic plans and budgets. Identify market opportunities, competitive activity, and trends.

Sales Strategy:

Define and implement sales strategies in alignment with global requirements and local market needs, with a focus on commercial solutions and key accounts. Work collaboratively on new customer acquisition strategies and modelst to support short and long term growth initiatives.

Forecasting & Budgeting:

Manage the forecasting process (rolling and quarterly forecasts) and prepare budgets, analyze variances, and initiate corrective actions as needed.

Cross-functional Collaboration:

Maintain constant collaboration with Marketing & Market Development, Service, Aftermarket, Operations and Finance to support sales activities, new product development, and market expansion.

CRM & Performance Management:

Drive the usage and maintenance of the company's CRM solution. Develop systems for monitoring, reporting, and improving sales performance. Conduct regular performance reviews.

Talent Management:

Lead the recruitment, selection, and performance appraisal processes for the sales team. Ensure ongoing training and development.

Customer Engagement:

Regularly meet with key customers, participate in critical negotiations, and provide support on challenging sales opportunities.

Compliance & Safety:

Follow all local safety procedures, State and Federal OSHA regulations, and report any safety concerns.

Communication:

Maintain open and regular communication with other Business Units and Executive Management on all important matters.

Other Duties:

Handle essential tasks as assigned and respond to change productively. Requirements (skills/educational, professional, personal) Skills Exceptional leadership and team-building skills Superior strategic thinking and execution abilities Proven track record of building and exceeding sales goals, especially with key accounts Strong business judgment, decisiveness, flexibility, and motivation Ability to recognize and resolve potential problem areas with integrity Strong organizational, time management, and multi-tasking skills Excellent oral and written communication skills, including technical and non-technical topics Strong presentation skills before customers, peers, and upper management Ability to understand and address the needs of clients, staff, and co-workers Effective listener, team builder, and advocate of the company vision Ability to travel locally, regionally, and internationally (35-50%), sometimes on short notice High level of integrity, commitment, and initiative Desire to make a difference and be a proven team player Experience BS degree in Life Sciences or equivalent required; MBA preferred Minimum 15 years of professional experience, including roles as Sales Director, National Sales Leader, or Vice President, Sales Experience in capital equipment and/or biotech sales management in the Life Sciences industry is a plus Experience managing long sales cycles and key accounts Familiarity with the latest management techniques related to Sales and Sales Operations Experience in budgeting, planning, forecasting, and P&L management Knowledge of several languages is beneficial