EMEA Pharma Sales Manager

Requisition ID: 23405 

Built on talent, technology, and trust, Grace is a leading global supplier of catalysts and engineered materials. The company’s two industry-leading business segments—Catalysts Technologies and Materials Technologies—provide innovative products, technologies, and services that enhance the products and processes of our customers around the world. Grace employs approximately 4,300 people in over 30 countries.

Job Description

The EMEA Pharma Sales Manager reports to the Sr EMEA Sales Director and is responsible for the new customers acquisition, prospecting and maintaining / expanding business with the existing accounts Key Accounts in the area of responsibility in line with the company strategy. This will be achieved through a professional approach, high level of business acumen and developing strong business relationships with customers, prospects, and industry influencers. EMEA Pharma Sales Manager is expected to establish and maintain the image of Grace as a preferred supplier of products and services in Pharmaceutical segment.

Responsibilities

• Meets assigned targets for profitable sales volume, gross margin, and strategic objectives in assigned accounts.
• Responsible for managing and developing further the strategic relationships with Pharma Key Accounts in the territory including new commercial relationships within the Pharma Industry and building relationships at all levels within the customer hierarchy (develop to “trusted advisor” status).
• Actively prospecting / building / & managing the Pharma Sales pipeline thru Commercial Execution
• Negotiating, Lead and support Supply Agreements contracts, sustainability schemes or audits requests for Pharma customers while working with GRACE Legal, Sustainability and Quality departments
• Drive profitability via Mix of Product & Price & Volume. Increasing Product Price, as needed as well developing, preparing, and presenting proposals that clearly illustrate customer value propositions and capture portion for Grace.
• Proactively leads a strategic account planning process that develops performance objectives, financial targets, and critical milestones in the selling process related to each target account.
• Responsible for updating weekly forecast, jeopardy, opportunities, and key account data with Salesforce.com. In addition, responsible for leading Pre-Call Plans and issuing Call Reports from critical customer meetings.
• Coordinate with Grace internal resources to assure that all logistical, financial/marketing, and legal requirements for each territory’s sales are properly executed and completed to meet the customer requirements.

Required Qualifications

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• Bachelor’s degree Organic Chemistry or Pharmacology
• 5+ Years of successful B2B sales experience
• Strong Networking and Relationship-building skills – internal and external
• Results-oriented and able to multitask in a fast-paced environment
• Proven ability to gain and maintain lasting customer relationships
• Proven ability to understand and sell a technical product portfolio
• Excellent listening and teamwork skills
• A strong leader and motivator with high energy and drive
• Committed to learning and personal growth
• Skilled in using defined IT tools for proper information sharing, reporting and compliance

Preferred Qualifications

• Exposure in either Selling or Sourcing for Pharma/ Life Sciences companies
• Key Account Management sales experience 

Grace is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Grace via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Grace. No fee will be paid in the event the candidate is hired by Grace as a result of the referral or through other means.

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