Head - Territory Sales (North & West Region), Discovery Solutions, Life Science

Role Summary

The Head - Territory Sales for the North & West region will drive revenue growth, market expansion, and customer success for Discovery Solutions in India. This role oversees the North and West regional sales leadership, aligns with the Head of Discovery Solutions, India, and executes the regional sales strategy to meet and exceed annual targets. The role requires deep domain knowledge, strategic cross-functional collaboration, and a strong track record in high-growth B2B sales within life sciences, research, or related sectors.

Key Responsibilities

Strategic Revenue LeadershipDevelop and own the North & West regional sales strategy aligned to the overall India country plan.Translate strategic goals into actionable sales plans, forecasts, and budgets; monitor progress and adjust plans as needed.Establish aggressive yet achievable revenue targets, and lead the regional teams to achieve and surpass them.Team Leadership & DevelopmentLead, mentor, and manage the North Sales Head and West Sales Head; foster a high-performance culture.Drive talent acquisition, onboarding, coaching, succession planning, and performance reviews.Facilitate cross-region collaboration to share best practices, market insights, and customer success stories.Market & Customer IntelligenceOversee market segmentation, opportunity identification, and account planning for major strategic customers.Build deep understanding of customer needs, competitive landscape, and regulatory considerations affecting Discovery Solutions.Represent the customer voice in strategic planning and product/solution improvements.Go-to-Market ExecutionDrive multi-channel sales initiatives (direct field sales, channel partnerships, digital campaigns) to maximize reach and efficiency.Ensure rigorous opportunity management, qualification, and pipeline hygiene; implement standardized sales processes.Champion solution selling for Discovery Solutions offerings (e.g., discovery platforms, data analytics, consultative services).Partnerships & Stakeholder ManagementCollaborate with Marketing, Product, Customer Success, and Support to ensure a cohesive go-to-market approach.Build and nurture executive-level relationships with key customers and strategic accounts in the North and West regions.Coordinate with regional leadership to align demand generation and field activities.Financial & Operational ExcellenceManage regional P&L, ensure cost-effective operations, and optimize resources to maximize ROI.Monitor and report on key performance indicators (KPIs) and sales metrics; provide accurate forecasts to leadership.Ensure compliance with internal controls, governance, and regulatory requirements.Customer Success & RetentionEnsure high levels of customer satisfaction, renewals, and expansion within existing accounts.Collaborate with Customer Success to minimize churn and maximize lifetime value.Brand and CompliancePromote Discovery Solutions value proposition ethically and responsibly.Ensure adherence to company policies, safety standards, and regulatory guidelines

Qualifications

EducationMBA or equivalent degree in Business, Life Sciences, or a related field.Experience12+ years of progressively responsible sales leadership experience in B2B solutions, preferably within life sciences, R&D, biotech, or related sectors.Demonstrated success in managing large, multi-region territories and leading senior sales leaders.Proven track record of achieving revenue growth, managing complex deals, and building strategic customer partnerships.Industry Knowledge (preferred)Familiarity with discovery platforms, laboratory informatics, data analytics, or similar scientific software/services.Understanding of laboratory workflows, research environments, and procurement processes in academia, pharma, and biotech. .