Dr. Barbara Schechinger
Langenau
Summary
- Performance-oriented Sales Leader offering exceptional record of achievement >20-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.
- Experienced with developing team members, managing managers and retaining talent within international teams.
- Detail-oriented team player with strong organizational skills, proven cross functional networker and highly customer focused business orientation.
- Enthusiastic and dynamic person with high emotional intelligence.
- 5 times winner of top sales awards.
Overview
28
28
years of professional experience
Work History
Director of sales Central & South Europe
Pacific Biosciences, Inc
01.2024 - Current
- Achieved regional sales targets through effective territory management and relationship building with key clients.
- Increased sales revenue by developing and implementing strategic plans and setting performance goals for sales teams.
- Cultivated culture of continuous learning within department by promoting professional development opportunities for team members.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
- Championed change initiatives within organization aimed at driving efficiency improvements in overall sales operation infrastructure.
Assoc. and Then Director of Sales Central Europe
Pacific Biosciences, Inc
11.2021 - 12.2023
- Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches.
- Developed high-performing sales teams through targeted recruitment, training, mentoring, and coaching activities.
- Collaborated with marketing teams to help sales campaigns reach target audiences.
- Achieved sales goals and by cultivating and securing new customer relationships.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Leveraged data-driven insights to adjust sales strategies in real-time, adapting to shifting market demands and competitive landscapes.
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
- Pacific circle award (Top sales performance) in manager category for 2023.
Associate Director sales specialists + sales Germany South
Illumina Ltd.
07.2021 - 10.2021
- Managed global and regional account managers in EMEA
- Further drove development of global accounts program
- Mentored junior staff members, providing guidance on professional development opportunities and career progression paths within company.
Business lead global accounts program + Sen. district sales manager Germany South
Illumina Ltd.
01.2021 - 06.2021
- Double role: district sales manager and Business lead global accounts program:
- Supervised global account managers in EMEA and drove development of global accounts program.
- Led cross-functional teams to successfully to complete complex projects on time and within budget.
- Mentored junior staff members in their professional development pursuits while fostering supportive learning environment.
- Evaluated market trends to stay ahead of competitors while continuing to innovate in response to changing customer needs.
Senior district sales manager Germany South & East
Illumina Ltd.
01.2019 - 12.2020
- Partnered with internal departments such as product development, finance, and logistics to ensure seamless coordination on key business initiatives within district.
- Facilitated regular communication between sales team members and upper management, fostering collaborative work environment focused on achieving results.
- Organised quarterly reviews of individual performance within district team, identifying areas of strengths and weaknesses while setting actionable goals for improvement.
- Mentored and coached new district sales managers.
- Engages in market access and governmental affairs projects.
- Sales distinction award 2019 and 2020 (reaching or exceeding sales target min. 4 times in row)
Senior district sales manager Central Europe South
Illumina Ltd.
01.2017 - 12.2018
- Additional responsibilities in setting up country plan for Switzerland + Germany
- Took leadership role in strategic projects like big account/big deal handling
- Negotiated contracts with key clients, securing long-term partnerships that contributed to overall company growth.
District sales manager Central Europe South
Illumina Ltd.
01.2014 - 06.2017
- Managed Central Europe South sales team of territory account managers and library prep specialists
- Expanded sales team by growing business and hiring new account managers and specialists
- Overachieved sales target for Central Europe South district in 3 out of 4 years
- Further developed sales strategies for Illumina together with senior management, finance, marketing and sales specialists
- Coached and supported sales team at bigger sales opportunities and complex accounts
- Modeled strong negotiation skills to help team members close tough deals with lucrative clients.
- Led sales meetings to communicate objectives, review progress against goals, and discuss areas for improvement.
- District of the year 2016
- CEO circle and Illumina Elite award as CCO choice
Acting district sales manager Central Europe
Illumina Ltd.
05.2013 - 12.2013
- Taking over responsibility as sales manager after unexpected sickness leave of reporting manager
- Stabilising existing team and establishing new structure for Central Europe with split of district into North and South
- Directed sales support staff in administrative tasks to help sales reps close deals.
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
Senior territory account manager Southern Germany and Austria
Illumina Ltd.
01.2011 - 04.2013
- Additional responsibilities like mentoring new team members, backup of manager
- Sales management training with 12 selected colleagues globally 2012/13
Regional account manager Southern Germany, Austria and Hungary
Illumina Ltd.
09.2008 - 12.2010
- Expanded customer base for Illumina array and next generation sequencing products.
- Significantly grew business and sales revenue in responsible territory in a competitive landscape.
- Won Top sales award in 2009.
- Increased client satisfaction by building strong relationships and addressing their needs promptly.
- Maintained high client retention rate by providing exceptional customer service and anticipating client needs.
- Educated clients on new products or services to increase customer engagement with brand.
- Increased revenue by identifying growth opportunities within existing accounts and cross-selling additional products or services.
Senior industrial account manager Germany and Austria
Affymetrix Ltd.
09.2006 - 08.2008
- Responsible for sales quota for all Pharma and biotech accounts in Germany and Austria
- Collaborated with managers and counterparts internationally to provide customer feedback and recommend operational changes to meet emerging trends.
- Cultivated long-term relationships with key stakeholders in assigned accounts, fostering trust and loyalty among clients.
Account manager Southern Germany and Austria
Affymetrix Ltd.
03.2001 - 08.2006
- Built and expanded customer base for array product portfolio.
- Significantly grew business and sales revenue in responsible territory.
- Overachieved sales targets in 4 out of 5 years.
- Won Top sales award in 2001 and 2005.
- Increased client satisfaction by building strong relationships and addressing their needs promptly.
- Maintained high client retention rate by providing exceptional customer service and anticipating client needs.
- Educated clients on new products or services to increase customer engagement with brand.
Account manager for technology programs Central Zone
Amersham Pharmacia Biotech (now GE Healthcare)
01.2000 - 02.2001
- Responsible for sales of all technology programs of ex Amersham part of Amersham Pharmacia: SPA bead and Leadseeker technology for high throughput screening applications in Pharma companies like Bayer, Schering, Boehringer Ingelheim.
- Affymetrix arrays Microarray technology platform of Molecular Dynamics
- Increased client satisfaction by building strong relationships and addressing their needs promptly.
- Coordinated with internal teams to facilitate prompt delivery of client projects.
Account manager for industrial research Southern Germany
Amersham Pharmacia Biotech (now GE Healthcare)
05.1998 - 12.1999
- Negotiated contract terms with clients, securing favorable agreements for both parties.
- Increased client satisfaction by building strong relationships and addressing their needs promptly.
- Educated clients on new products or services to increase customer engagement with brand.
Application Specialist for Electrophoresis & Imaging
Pharmacia Biotech
09.1996 - 04.1998
- Supported pre- and post sales of electrophoreses and imaging products and related applications of Amersham Pharmacia Biotech in Southern Germany and Austria
- Organized and performed demos, trainings and seminars for customers
- Supported in house tech support on regular basis
Education
PhD thesis -
Research Center For Milk And Food
Weihenstephan, Freising08.1996
Diploma of Nutrition (Oecotrophology) -
Technical Univ. of Munich
Weihenstephan, Freising06.1992
Abitur -
Otto-Hahn-Gynmasium
Landau, RP07.1987
Skills
- Revenue Growth
- Revenue Forecasting
- Sales strategy development
- Sales Pipeline Management
- Deal Closing
- Solution selling
- Sales Coaching and team motivation
- Sales team training
- Client Relationship Management
- Problem-solving attitude and abilities
- Effective Communication
Languages
German
English
Maritalstatus
Married
Children
2
Additional Qualifications
- 10/92, 12/95, Univ. res. studies of Biotechnology, Techn. Univ. Munich
- 10/2004, Professional project management training, MCE Brussels
Personal Information
Nationality: German
Hobbies and Interests
Family, Tennis, Running, Workouts
Timeline
Director of sales Central & South Europe
Pacific Biosciences, Inc
01.2024 - Current
Assoc. and Then Director of Sales Central Europe
Pacific Biosciences, Inc
11.2021 - 12.2023
Associate Director sales specialists + sales Germany South
Illumina Ltd.
07.2021 - 10.2021
Business lead global accounts program + Sen. district sales manager Germany South
Illumina Ltd.
01.2021 - 06.2021
Senior district sales manager Germany South & East
Illumina Ltd.
01.2019 - 12.2020
Senior district sales manager Central Europe South
Illumina Ltd.
01.2017 - 12.2018
District sales manager Central Europe South
Illumina Ltd.
01.2014 - 06.2017
Acting district sales manager Central Europe
Illumina Ltd.
05.2013 - 12.2013
Senior territory account manager Southern Germany and Austria
Illumina Ltd.
01.2011 - 04.2013
Regional account manager Southern Germany, Austria and Hungary
Illumina Ltd.
09.2008 - 12.2010
Senior industrial account manager Germany and Austria
Affymetrix Ltd.
09.2006 - 08.2008
Account manager Southern Germany and Austria
Affymetrix Ltd.
03.2001 - 08.2006
Account manager for technology programs Central Zone
Amersham Pharmacia Biotech (now GE Healthcare)
01.2000 - 02.2001
Account manager for industrial research Southern Germany
Amersham Pharmacia Biotech (now GE Healthcare)
05.1998 - 12.1999
Application Specialist for Electrophoresis & Imaging
Pharmacia Biotech
09.1996 - 04.1998
PhD thesis -
Research Center For Milk And Food
Diploma of Nutrition (Oecotrophology) -
Technical Univ. of Munich
Abitur -
Otto-Hahn-Gynmasium
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