Drive sales Growth: Plan sales strategy to achieve agreed sales target and grow sustainably in the defined territory / account.
Find opportunities: Develop project pipeline with customers, business partners and through partnerships with technical team
Close profitable deals
Market Research to cover trends, regulation, competitor and growth opportunities
Main Areas of Responsibilities and Key Activities
Strategic:
Strategy Development, conceptualization and implementation: contribute to the development and drive the execution of the Pharma Solutions strategy. Specific responsibilities include annual and short-termed sales plans, business and market development, market research and planning, strategic direction for local promotion, and partnering with other related management teams, e.g. customer service, supply chain, product management, marketing.
Operational:
Perform all sales driven activities for Pharma Solutions in the assigned territory / accounts / distributors where applicable
Business growth: Apply the overall sales process, aiming to meet or exceed sales related targets (e.g. volume, cCM1 and net sales, cost, DIV, DSO). Close deals to maximize cCM1.
Responsibility for Planning & Forecasting: Provide accurate sales forecast, supporting efficient planning of products and services. Close coordination with sub regional planner to ensure adequate stocking for the customers in the territory
Account Management: Develop lasting customer relationships to identify business trends. Key Account management of defined customers by ensuring that there is defined and documented account plans, distribution evaluation tool, customer specific business and / or technical solutions
Business Development: Develop customer portfolio to grow net sales and profit. Align customer pricing & segmentation. Define and implement local market price policy and ensure competitive positioning. Identify new customers and interact with corresponding process, leading to profitable future business. Provide Basic Technical support
Discover and drive opportunities at customers. Strengthen opportunity finding, increase opportunity pipeline value and drive growth opportunities through effective sales pipeline management in close collaboration with the technical service team.
Execution of Sales Excellence (Effectiveness of sales). Pricing through CPQ, Sales Force usage and BRM compliance
Ensure legal compliance in all business dealings, pharmaceutical laws governing sales and contracts and agreements. Use of ICM tool for contract / legal agreement development and documentation in close alignment with local legal team.
Actively contribute to fill innovation pipeline based on interaction and feedback from customers as well as market knowledge
Projects – define and execute special customer / market related projects from time to time
Reports – provide regular reports on sales and allied activities as per the requirement
Job Skills:
Sales Management
Key Account Management
Business Development
Basic Technical Support
Job Requirements
University degree, minimum Bachelor Degree in Pharmaceutical or Chemical or Science related major, ideally additional MBA Degree
Minimum 5 years total professional experience of which at least 2 years in sales related job.
At least 1-year experiences in commercial roles in pharma business or related industries with a proven track record of developing business
Knowledge in handling technical matters and commercial transactions; knowledge and / or skills in pharmaceutical technology and operations; being familiar with pharma related quality standards (GMP) preferable; ideally, experience in key account management
Fluent English speaking and writing, business acumen, strong interpersonal skills, negotiation skills, hunting spirit, strategic and conceptional thinking, conflict management