Regional Sales Manager - Life Sciences - Net New

As a Regional Sales Manager at Model N, your main responsibilities will include prospecting and closing new business within a set of designated accounts, developing and executing a sales strategy for your assigned territory, and managing a robust sales pipeline. You will be collaborating closely with internal resources to showcase Model N's value proposition and maintain accurate account data in Salesforce while continuously working toward achieving your annual sales quota.

To qualify for the Regional Sales Manager role at Model N, you should have 7-10 years of experience in a quota-carrying role focused on enterprise software or SaaS. A Bachelor’s degree or equivalent is also essential. Candidates with specialized experience in selling complex solution suites within life sciences or medical technology will stand out, especially those with a proven history of selling to new logos and establishing C-suite relationships.

The Regional Sales Manager position at Model N requires travel between 25% to 50%. This travel is essential for conducting in-person business meetings with clients, helping you to foster relationships and close deals more effectively. Depending on your territory, you can anticipate both local and national travel opportunities as part of this dynamic role.

The compensation for the Regional Sales Manager position at Model N ranges from $140,000 to $160,000, influenced by factors such as relevant experience, education, and specific skills. In addition to the base salary, employees may be eligible to participate in a bonus program or commission payments, and Model N supports long-term financial growth through an employee stock purchase plan.

Model N provides a comprehensive benefits package aimed at supporting employee well-being. As a Regional Sales Manager, you'll have access to medical, dental, and vision insurance, health and flexible savings accounts, matching 401K contributions, paid time off (PTO), volunteer time off (VTO), life insurance, and mental health resources. This robust total rewards package is designed to ensure you thrive in both your personal and professional life.

In answering this question, highlight specific examples of your past successes in selling enterprise software or SaaS solutions. Focus on how you built relationships with clients, the strategies you employed to close deals, and any metrics that showcase your success, such as achieving or exceeding sales quotas.

Discuss your prospecting strategies, such as utilizing networking platforms, attending industry conferences, or leveraging referrals. Point out the importance of thorough research on potential clients and tailoring your messaging to align with their unique challenges and needs.

To effectively address this question, share your methods for establishing rapport with C-suite executives, such as personalized outreach or providing valuable insights catered to their business challenges. Highlight any specific tactics you’ve used to cultivate these relationships over time.

Explain how you maintain your sales pipeline by regularly updating opportunities in Salesforce and using data analytics to inform your strategies. Emphasize your commitment to accuracy in documentation and your tactics for tracking progress toward achieving your sales goals.

Use the STAR (Situation, Task, Action, Result) method to describe a complex deal closure in detail, addressing the obstacles you encountered and how you overcame them. It's important to highlight your problem-solving abilities and strategic thinking throughout the process.

In your response, emphasize your research and analysis skills to understand the market dynamics within a new territory. Discuss how you identify key players, evaluate competitive landscapes, and tailor your approach based on customer needs and preferences.

Discuss your ability to simplify complex information and communicate it in an engaging manner. Provide examples of how you’ve customized presentations for diverse audiences and your strategies for leveraging visuals or anecdotes to enhance understanding.

Explain your understanding and application of the Challenger Sales model, emphasizing how it enables you to challenge clients’ assumptions in a constructive manner. Share examples that showcase your ability to inspire clients to consider different perspectives and solutions.

Share your personal strategies for maintaining motivation while working remotely, such as setting daily goals, maintaining a structured schedule, or leveraging technology for communication and collaboration with team members. Highlight the importance of self-discipline and work-life balance.

Discuss your approach to competitive analysis and how you differentiate Model N's offerings from competitors'. Talk about your ability to monitor market trends and consistently adapt your strategies to position yourself as a trusted advisor.