Regional Sales Manager

Regional Sales Manager

Our mission is to make biology easier to engineer. Ginkgo is constructing, editing, and redesigning the living world in order to answer the globe's growing challenges in health, energy, food, materials, and more. Our bioengineers make use of an in-house automated foundry for designing and building new organisms.

Ginkgo Automation's mission is to provide wholistic scientific automation solutions that accelerate the pace of scientific discovery. Our approach integrates hardware and software to create seamless, automated workflows for laboratories. By doing so, we aim to:

• Accelerate Scientific Discovery: Automating repetitive tasks and streamlining processes to enable faster experimentation and research.
• Lower the Cost of Discovery: Reducing the need for manual labor, minimizing errors, and improving resource efficiency to cut overall research costs.
• Improve Confidence and Reproducibility: Ensuring consistent, precise, and repeatable results, which are essential for high-quality, reliable scientific research.
• Optimize Data Management: Providing integrated data solutions that capture and manage experimental data, enabling actionable insights and faster decision-making.
• Offer Scalable Solutions: Delivering both hardware and software that can scale with the size and complexity of a lab's operations.
• Commit to Total Success: Standing behind our solutions with strong post-installation support, ensuring that clients can rely on their systems for success.
• Minimize Risk: Offering solutions that are low-risk and highly likely to result in successful outcomes due to our scientific expertise and our client-centric support model.

Role Mission:

The mission of our B2B sales representative is to become a trusted, strategic partner who educates and guides scientific buyers toward solutions that accelerate research and discovery. The successful outcome is not merely a transaction but a long-term, high-value relationship built on scientific credibility and measurable results.

• Become a subject-matter expert: The representative must have a deep technical and scientific understanding of the lab automation products they sell, as well as the research domains they serve. This credibility is essential for building trust with sophisticated buyers, such as lab managers, research scientists, and procurement teams.
• Identify and qualify leads: They initiate the sales cycle by meticulously researching and identifying potential customers within the life sciences sector, including biotech companies, pharmaceutical firms, and research institutions.
• Master the client's business: The representative must understand each client's specific research aspirations, operational challenges, and scientific workflows. This requires a deep dive into the industry's market trends and common pain points.
• Provide client-centric solutions: Instead of just selling products, the representative must develop, communicate, and implement custom automation solutions that address a client's unique needs, such as increasing throughput, improving data reliability, or reducing human error.
• Build long-term relationships: The mission extends beyond the initial sale to fostering a long-lasting partnership. The rep provides ongoing assistance, support, and strategic recommendations to ensure the customer's continued success and satisfaction.
• Navigate the buying process: A key part of the mission is to manage the complex, multi-layered buying process, which involves convincing multiple decision-makers with personalized messaging and data-driven proof.

Responsibilities & Outcomes:

• Booking growth and quota attainment - at the core of the role is the ability to drive financial results.
• Market expansion and brand authority - a successful representative expands the company's influence across markets and in accounts.
• Customer acquisition and retention - generate new business and maintain loyalty for existing customers.
• Sales process proficiency - own their territory and sales pipeline efficiently to maximize productivity.
• Cultivate relationships and satisfaction - build and nurture strong partnerships with client base through the Challenger Sales methodology.

Minimum Requirements:

• Education: Bachelor's degree in Business, the life sciences, or a related field (Master's degree preferred).
• Experience: 5+ years of experience in B2B business development, sales, or a related role in the life science industry.
• Proven Track Record: Demonstrated success in driving business growth, closing deals, and achieving revenue targets in a capex or tech environment.
• Technical Understanding: Understanding of automation hardware and software, SaaS models, and emerging technologies a plus.
• Communication Skills: Excellent communication, presentation, and negotiation skills with the ability to build and maintain relationships with C-level executives.
• Analytical Skills: Strong analytical and problem-solving skills, with the ability to identify trends, opportunities, and risks in the market.
• Adaptability: Ability to work in a fast-paced, dynamic environment and adapt to changing business needs.
• CRM Knowledge: Proficiency in using CRM software and other business tools to track leads, opportunities, and sales pipelines.
• Travel: 50%

The base salary range for this role is $100,000-$170,000. Actual pay within this range will depend on a candidate's skills, expertise, and experience. We also offer company stock awards, a comprehensive benefits package including medical, dental & vision coverage, health spending accounts, voluntary benefits, leave of absence policies, 401(k) program with employer contribution, 8 paid holidays in addition to a full-week winter shutdown and unlimited Paid Time Off policy.