Responsible for achieving Financials & Strategic targets for Pharma & Biotech segment (Pharma/Biopharma, CRO, CDMO)
Manages, coaches, and develops a team of Solution Scientists and account managers to achieve assigned goals
Coaches and develops the team in their career progression
Provides line of sight into business performance through forecasting, reporting and pipeline management
Operates with fiscal responsibility, develops strategic plans, and drives execution
Lead and direct the Sales organization of Pharma & Biotech Segment Responsible for achieving assigned sales goals and execution of strategic commercial initiatives
Develop long-term growth strategy and business plans for assigned markets and product areas
Maintain executive relationships at accounts in the Region or Commercial Area Lead the development of multi-year account plans for assigned accounts
Ensure regional & commercial area resources are enabled to execute business plans and growth strategy
Maintains a deep understanding of the Applications and Areas of Science where Millipore/ Supelco/ Sigma-Aldrich products are used
Design, test, and implement all sales process improvement and marketing initiatives in the region
Directly manage major / critical developing client accounts and coordinate the effective management of all other accounts
Resolve internal sales process related issues (eg pricing approvals)Recruit and maintain a talent pipeline
Manage & coach team of direct reports, individual contributors and overlay support
Disseminate winning practices across sales teams
Resolve team-oriented escalations (eg sales credit, pay discrepancies and others)Manages a regular cadence of internal meetings and processes to ensure effective execution of growth strategy
Captures VOC and identifies local market trends and communicates internally
Engages in special projects as assigned
Maintain relationship with thought leaders in the Pharma & Biotech
Budgeting and Operating Plans Analyze and evaluate the effectiveness of sales, methods, costs, and results. Develop and manage sales and marketing budgets and oversee the development and management of internal operating budgets. Ensuring and encouraging regular visits and training by product managers for the sales team in region
Recommend and administer policies and procedures to enhance sales and business operations Participate in the development of new project proposals. Support the planning and development of marketing and communications materials including direct and digital. Oversee the preparation, issuance, and delivery of sales materials, exhibits, and promotion programs. Promote positive relations with partners, vendors, and distributors. Plan and coordinate public affairs, and communications efforts, to include public relations and community outreach.
Compliance to Internal Controls and Integrated Management System Comply with all Internal Control processes and audits. Understand and follow process & procedures laid down in IMS
Who You Are:
Masters in Life science, Chemistry or any similar allied science is essential
Degree or diploma in management At least 12-14 years of progressive experience within a large establishment with proven experience of handling >50-60 Mil Euro business and a large team in last 3-5 years
Knowledge and Skills Deep understanding and knowledge of Pharma & Biotech Segment and sales management Knowledge of market dynamics in Life Science industry (Pharma & Biotech will be preferred), including growth drivers for business
Ability to analyze and resolve or assist personnel in solving complex sales problems, oversee root cause investigations and the preparation of written report of findings
Persuasion and negotiation ability in a global environment Experience with working within matrix organizations, networking across multiple functional teams, and at all levels
Effective leadership and communication skills (written, oral, listening, presentation)Learning agility Additional Local Needs Position will require extensive travel
