Key Account Manager Iberia BD IDS - Industrial Microbiology
BD
L'Hospitalet de Llobregat, Catalonia
hace 4 días

Job Description Summary

Role :

You will be responsible for maintaining and developing customer relationships which includes a targeted group of (Bio)Pharmaceutical / biotech companies, Cosmetic and Personal Care companies and Resellers.

The principal aim of the role will be ensuring all commercial objectives (net sales and gross profitability) relative to the BD industrial product and services portfolio are achieved.

Consequently, the role will require regular on-site customer visits with the Quality, Operations, R&D and Process Development teams.

You will be a member of the European Industrial microbiological team work in close collaboration with the Sales Manager, European Sales Associates, Field Application Specialist, Regulatory / Quality, Production, Supply Chain and Customer Care department.

Responsibilities :

  • Develop and implement sales action plans for targeted new and current industrial customers
  • New customers : Find new opportunities within new accounts. Work with your manager and marketing team to develop a plan to generate leads and secure orders.
  • Achieve budgeted Sales and Gross Profit targets
  • Promote, sell & secure orders from existing and prospective customers through a customer centric approach within the territory
  • Demonstrate products and services to existing / potential customers and assist them in selecting those best suited to their needs
  • Provide adequate and prompt after sales service
  • Participate at congresses and workshops (1) to support the marketing of BD products & services, (2) to further develop market intelligence and (3) to generate new leads and opportunities.
  • Report and monitor opportunities through the Salesforce.com CRM tool.
  • Report on a quarterly basis a 12-18 month rolling unit forecast for high volume and strategic products for key accounts to the European Demand Planning team using established business tools.
  • Identify significant trends (e.g. buying behaviors, product & service needs) and macroeconomic issues of strategic importance impacting area performance.
  • Work closely with all functions, including Field Application Specialist, Regulatory / Quality, Production, Supply Chain and Customer Care department
  • Collaborate closely with the BD’s EU industrial teams.
  • Requirements / Qualifications :

  • Min. BSc degree, preferably in industrial microbiology or a related field in biology
  • Sales experience in a B2B environment
  • Sales experience in a commercial environment and / or life sciences industry is a plus
  • Home based position (close vicinity to Barcelona is preferred) with + / - 50% travel.
  • Strong planning, organizational and interpersonal skills.
  • Ability to engage with different functions in the customer organization (e.g. General Management, Procurement, R&D, Manufacturing, QA / QC, Marketing)
  • A proactive, result driven & entrepreneurial mindset with the ability to network & build long-term customer relationships
  • Self-starter, flexible, dynamic, action-oriented and driven with a hands-on mentality.
  • A passion and drive with a strong commitment to develop and sustain long-term business partnerships.
  • Good English level.
  • Desirable :

  • Experience selling within complex Decision Making Units
  • Solution Selling approach
  • Understanding of Pharmaceutical regulations such as the EU Pharmacopeia
  • Offer :

  • An informal working atmosphere, dynamic corporate culture and an environment that lets you grow and develop
  • The BD sales team is a strong, supportive and experienced team with a high level of mentorship.
  • Substantial training opportunities through the BD University Program
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