Regional Sales Manager - WIS

Job Overview

To deliver profitable and sustainable growth for the Life Science portfolio in the assigned region by developing strategic accounts, creating and converting high-quality opportunities, strengthening market access, and coordinating internal and external stakeholders from early project engagement through order, execution, collection, and lifecycle growth.

Job Responsibilities and Essential Duties

Sales growth and pipeline development

• Create, develop and maintain a robust regional sales pipeline to achieve approved order intake, net sales, gross margin and cash-collection objectives.
• Identify, qualify and pursue opportunities across greenfield, brownfield, expansion, replacement, upgrade and lifecycle projects.
• Generate enquiries through proactive account engagement, networking, industry events, consultant relationships and targeted market-development activities.
• Maintain adequate focus on the agreed product mix across sterilizers, GMP washers-dryers, isolators, sterile transfer systems, bioreactors and relevant lifecycle offerings.

Strategic account and customer relationship management

• Maintain regular, structured contact with existing and prospective customers across the assigned region.
• Develop and execute account plans for priority pharmaceutical, biotechnology, vaccine, CDMO and sterile-manufacturing customers.
• Build relationships with key decision-makers and influencers across management, production, engineering, quality, validation, procurement and project teams.
• Keep customers informed about relevant Getinge products, solutions, upgrades, technologies and lifecycle offerings.
• Develop reference accounts and customer advocates in collaboration with relevant internal teams.

Consultative selling and early project influence

• Adopt a consultative approach from the earliest stage of greenfield and brownfield projects to understand process, compliance, capacity, automation and lifecycle requirements.
• Work closely with pharmaceutical consultants, EPC and engineering companies, filling-line manufacturers and their local teams to improve early project visibility and influence solution specifications.
• Conduct technical discussions, presentations, workshops, demonstrations and customer visits with support from application, service, factory and product experts.
• Position an integrated value proposition based on customer outcomes, compliance, risk reduction, total cost of ownership and lifecycle support.
• Give presentations and lead commercial engagement to finalize orders across the assigned Life Science portfolio

Quotations, proposals, tenders and opportunity closure

• Prepare and manage quotations, proposals, budgetary offers and tenders from enquiry through final submission and closure. Work closely with factory application specialist for technical solution
• Coordinate technical and commercial inputs from sales support, applications, service, project management, supply chain, finance, factory and global business-area teams.
• Ensure each proposal clearly documents customer requirements, scope, assumptions, exclusions, responsibilities, delivery basis, payment terms and lifecycle considerations.
• Lead opportunity strategy, pricing, internal approvals and commercial negotiations within delegated authority while protecting margin and managing risk.

Forecasting, Salesforce and sales governance

• Provide accurate monthly forecasts, including committed business, upside, risk, timing, margin and required management actions.
• Keep CRM (Gforce) current with accounts, contacts, customer activities, opportunities, sales stages, values, probabilities, quotations, expected close dates and next steps.
• Conduct regular pipeline reviews and implement recovery actions where coverage, progression or conversion is below plan.
• Ensure commercial decisions, discounts, deviations and customer commitments are documented and approved in accordance with company governance.

Market intelligence, competition and new-market development

• Monitor and report market trends, regulatory developments, customer investments, technology changes and competitor activity.
• Research industry products, applications and emerging customer needs to identify new markets, segments and routes to growth.
• Capture structured intelligence on competitor product positioning, specifications, pricing, partnerships, reference sites and market tactics.
• Provide actionable feedback to Life Science leadership, product management and factories to support portfolio, pricing, localization and go-to-market decisions.

Distributor management

• Develop joint business plans covering targets, account ownership, activity, capability, pipeline and forecast discipline.
• Monitor distributor customer coverage, quotation responsiveness, opportunity progression and compliance with company policies and ethical standards.

Compliance, quality and professional conduct

• Conduct all sales activities in accordance with company quality requirements, code of conduct, data-protection rules, anti-bribery requirements, competition law and delegated authority.
• Ensure commitments made to customers are accurate, documented, approved and operationally achievable.
• Complete mandatory training, expense reporting and required business documentation on time.

Minimum Requirements:

Must have

• Bachelor's degree in engineering, biotechnology, pharmaceutical sciences or a related technical discipline.
• Approximately 10 years of relevant consultative sales or business-development experience in pharmaceutical, biotechnology, sterile processing, bioprocessing or comparable process-capital-equipment markets.
• Demonstrated ability to manage complex, high-value, multi-stakeholder sales cycles and convert opportunities into profitable orders.
• Understanding of pharmaceutical or biotechnology manufacturing environments and the ability to discuss customer process, compliance and lifecycle requirements credibly
• Experience with technical proposals, tenders, commercial negotiations, forecasting, CRM and account receivables follow-up
• Strong written and verbal communication, presentation, analytical, planning and stakeholder-management skills.
• Willingness to travel extensively across the assigned territory and elsewhere when required.

Good to Have

• Experience in sterile injectable, vaccine, biologics, cell-culture, fermentation, contamination-control or GMP equipment markets.
• Experience working with consultants, engineering companies, filling-line manufacturers, distributors and global factories.
• Commercial exposure to sterilizers, washers, isolators, sterile transfer systems, bioreactors, process automation, software or lifecycle services.
• Experience in a multinational, matrixed organization and cross-cultural stakeholder environment.
• Postgraduate qualification in business or a relevant technical discipline.