EMD Serono is looking for a DxRM Sales Manager India to lead a regional team delivering customized solutions that enhance customer workflows and ensure supply continuity. As a key member of our Commercial APeC Leadership Team, you will play a vital role in developing and executing the DxRM strategy for portfolio and market prioritization, investment planning, and enterprise initiatives.
What You'll Do
- Convert global strategies into regional plans and targets; manage expenses while achieving revenue and margin goals for the entire DxRM portfolio.
- Support customer-specific workflows; oversee validations, stability/lot-to-lot testing, spec/BOM insertion, and long-term funnel conversion.
- Spend 50% of your time in the field with customers and Account Managers; conduct ride-alongs, model best practices, hold weekly one-on-ones and deal reviews; develop team capabilities and succession planning.
- Implement weekly forecast and monthly pipeline reviews; lead quarterly business reviews; ensure CRM hygiene and stage definitions are upheld.
- Act as the first-level approver for pricing exceptions; ensure robust business cases; escalate issues according to DxRM and Advanced Solutions governance.
- Lead the creation of joint customer SLAs that guarantee service delivery and engage customers in collaborative forecasting, product selection, and quality systems alignment.
- Serve as the owner for site audits, coordinating with site Quality; manage documentation and agreements (MSAs/tenders, Quality Agreements).
- Relay insights to DxRM Product Management/R&D; develop segment-specific value narratives and competitive strategies.
- Work with the Specialists team leadership to align specialist engagement with account plans and solution roadmaps; ensure smooth transitions from pre-sales validation to delivery.
- Keep abreast of market dynamics, competitor actions, regulatory changes, and supply considerations; guide proactive measures to mitigate risks and seize opportunities; represent the company at key industry events.
- Build and nurture high-performing, diverse teams; establish clear goals and accountability; engage in proactive coaching, succession planning, and foster a culture of integrity, inclusion, and customer focus.
What We're Looking For
- Bachelor’s degree in Life Sciences, Business, or a related field.
- 7+ years of progressive commercial leadership in diagnostics, life sciences, or a related field, with a proven track record of leading complex, multi-regional sales organizations and achieving growth in regulated markets across Diagnostics/IVD, Pharma, and Industrial/Testing.
- Strong skills in commercial strategy development and execution; capable of translating vision into actionable regional plans with KPI rigor and data-driven decision-making.
- Proven ability to lead across regions and functions in a matrix environment; skilled in building high-performing teams, coaching, change leadership, conflict resolution, and talent development.
- Experience in delivering customized, solution-focused engagements that provide measurable value to customers; strong executive presence and ability to influence senior stakeholders.
Nice to Have
- MBA or PhD preferred.
- Strong understanding of P&L drivers, pricing, margin management, working capital, and sales productivity levers.
- Proven success in partnering with Marketing, Product Management, Supply Chain/Operations, Quality/Regulatory, and Customer Excellence to deliver integrated solutions.
- Expertise in consultative selling, key account strategy, funnel management, accurate forecasting, and CRM/process discipline.
- Sound judgment regarding commercial contractual matters, governance, and compliance in regulated environments.
Team & Environment
You will oversee a regional team of Account Managers and be a member of the Commercial APeC Leadership Team.
Work Mode
This is a field-based position located in India.
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