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Post: Sales Manager, Dietary Supplements and Pharma
Main Operational duties
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Maintain the existing Pharma customer base as well as develop it
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Develop business in the growing dietary supplement and OTC pharma market especially for Probiotics, Polyols and other pharma ingredients and excipients
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identifying and leveraging opportunities for the company product range into this market through new customers.
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Identify new opportunities for sales by discussing product, clinical data, application, volumes, prices and general conditions with customers.
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Keep Divisions responsible for a given product area up to date with customer needs / market trends
Sales marketing angles/emerging opportunities etc.
Coordinate with colleagues to engage appropriate expertise as and when required to deliver profitable Revenue to the company and value with customer.
Specific Tasks
As a member of the sales team you will deal with tasks which may cover all aspects of sales from customer relationship to strategic conceptual selling: planning visits, listening to customers and understanding their needs, identifying sales opportunities, defining and following up on sales action plans, establishing and maintaining strong relationships and closing deals.
Travelling and daily contact with customers are parts of the job. Specifically, you will:
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Be the primary commercial contact for allocated customers within the pharma and dietary supplement market and first level technical contact.
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Holding dialogue and building relationship at customers with technical, purchasing, marketing, quality, supply chain and commercial contacts.
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Maintain and develop a strong project pipeline, which should be reported in the CRM system ensuring up to date information is available to stake holder.
Introduce and promote new products / concepts to customers, including:
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Understanding and making initial assessment of project accounting for technical and commercial viability.
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Maintaining awareness of the most important products to promote at any given time
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Co-ordinating customer projects – Divisions / Innovation / Commercial / Marketing/Supply Chain / Quality / Regulatory.
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Guiding customers in respect of any necessary changes to be made before product introduction
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Receiving and taking action on feedback from customers
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Assisting in the conclusion of any issues that the Customer Service organisation cannot resolve.
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Provide Divisions / Customer Service / Technical / Supply Chain / Quality / Regulatory etc with the necessary information for start up of new customers or product to existing customer
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Ensure customer contracts / price agreements and master data are maintained.
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Write customer visit reports
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Generate monthly reports detailing
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Sales figures against AB, reason for variation, setting actions.
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New developments
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Customer movements
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Projects
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Pricing Issue / negotiation status
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Any other issues / changes
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Develop and maintain market awareness / monitoring and ad hoc reporting on Market Intelligence / competitor activity / general dynamics. Special reporting may be requested from time to time on a given market area.
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Report collaboration with other company stakeholders
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Respect internal procedures and systems
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Dimensions
Organisational reporting line:
Functional reporting to Sales Director for DS and Pharma Europe and Asia Pacific
Administrative reporting to:APAC/Global Leader
Market Responsibilities: India and Bangladesh
Responsible for: Maintaining and developing revenue, contribution profit, and opportunity pipeline in a defined geographical sales area.
Assistance from: Support Staff
Travel: Considerable time travelling away from home and working unsociable hours when required / the business demands will be required. Mostly a typical week would be two days in the office and three days customer facing.
Qualifications
PERSON SPECIFICATION
Qualifications
Degree or equivalent in a science-related discipline; microbiology would be an advantage but not a must. Experience with business development and conceptual selling would be advantageous.
Knowledge
Solid commercial understanding is important.
Strong relationship to key market players within Pharmaceutical and dietary supplements markets
Experience
Ideally several years of commercial experience in supplying to the Pharma sector would be highly advantageous, preferably in probiotics and gastroenterology field.
Experienced in conceptual selling to companies across India and ideally experienced in a marketing-driven approach in this sector looking at product concepts and claims.
Personal Attributes
Personal Skills
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Good communication
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Results orientated
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Able to assimilate complex commercial and technical concepts
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Strong business analytical skills
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Ability to organise efficiently – Planning, implementing and follow up on actions
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Willingness and ability to face challenges and drive projects through the organisation internally and at the customer.
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A never give up attitude is required
Interpersonal
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Excellent inter-personal skills are essential
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Able to communicate comfortably at all levels to all disciplines, internally and externally, both written and orally
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Creating and enjoying team spirit
Other
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Mature, confident, promoting a credible image
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Aptitude for complex technical and commercial issues
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Proactive, with initiative and ability to recognise new opportunities / changes / customers
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Able to promote new ideas and be persuasive
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Must be comfortable with, and easily adaptable to change
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Committed
Additional Information:
Location: Gurgaon, Mumbai
Industry Type: Pharma/Biotech/Clinical Research
Functional Area: Sales
End Date: 30th Nov, 2013
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