Mantell Associates is currently partnered with a world renowned CDMO in their search for a Senior Manager, Sales & Key Account Management. This organisation focuses on all areas across Drug Product, Drug Substance (Small & Large Molecule) and Packaging. As a business, they have sites across Europe and the USA amounting to revenues of €450M a year.
Senior Manager, Sales & Key Account Management – Responsibilities:
In liaison with the Head of Sales, this position will develop the assigned territory for the position. The position reports into the Head of Sales and Key Account Management Europe.
Identify key business opportunities within the assigned Key Accounts
Strategic assessment of the opportunities and how they can position itself for the identified business, account
Provide sales budget for the key accounts and support for the global sales budget process at Group level
Identify and attend key trade shows and represent the company as a fully integrated CDMO
Work closely with Platform Managers for project technical assessment and strategic fit with the capabilities and expertise
Discuss objectives for the territory together with Group Head of Sales and Key Account Management. Follow up on the objectives with Group Head of Sales align with the Group overall development strategy
Develop a working plan to achieve the objectives for the Key Accounts
Provide regular reporting about the sales and key accounts
Putting together comprehensive proposals for the projects and share for review before sending out to customers
Attend quarterly Sales Meeting
Communicate any major sales deviations and issues. Anticipate potential issues and discuss possible solutions
Develop the customer intimacy and ensure a very good responsiveness
Support the sales pricing strategy to increase sales and profitability
Work closely with the operations during the RFP/RFQ process Experience
Senior Manager, Sales & Key Account Management – Requirements:
A minimum of 5 years in sales and key account management in the CDMO space API and Drug Product would be a plus
Willing to travel (30-40%)
Hands on manager with good business acumen. Capable of developing accounts
Education level PhD, engineer, MBA, BS or equivalent
Experience with CRM systems (ideally SalesForce)
Act as a strong team player within an international and multi-cultural team, develop efficient and structured ways of working with team members
Able to deal with stressful situations and to translate project objectives into a work plan as well as entrepreneurial behaviour, striving for results through taking ownership, being demanding and persistent as well as being solution focused and achievement-orientated.
Excellent communication (both written and oral) skills
Demonstrated ability to drive custom manufacturing sales to pharma, biotech, diagnostic and cosmetic clients.
German and English oral and written is a must