We are currently seeking qualified candidates for Account Director roles with the Biologics segment of a leading multinational chemicals and biotechnology company. These are permanent roles with responsibility for accounts across a defined European territory.
PURPOSE
The Account Director will ensure the continued commercial success of the Company’s Biologics portfolio and will maintain and continuously develop deeper relationships with their assigned Biologics customers. The Account Director is responsible for the account planning process and agreeing sales targets for their specific accounts, and for representing the entire range of biologics products and services to the assigned customers. The role also includes cooperation with the Business Development Team and Marketing to convert prospects and leads into accounts. The successful candidate will be responsible for leading MSA negotiations personally or in support of the Commercial Directors and will be accountable for achieving BSR targets and assigned Account Objectives.
RESPONSIBILITIES
- Achieve Account revenue and profitability targets and nurture an environment and foundation for future sales account growth.
- Developing strong relationships within the assigned accounts
- Discover and exploit every opportunity to sell Biologics products and services to assigned accounts
- Ensure the Bio Division is being represented effectively (in conjunction with the lead Account Managers)
- Ensure that Bio Division is building more intimate; integrated and Value-Added relationship with the assigned accounts
- Responsible for the Account Planning Process for assigned accounts
- Evaluate account trends and gather competitive information; identify trends that effect current and future growth of assigned accounts. Disseminate information to Bio leadership Team
- Account Forecasting
- Prepare for weekly account management progress reviews with Regional Account Directors
- Represent the company at trade shows when required
- Work with Commercial Operations to improve sales productivity by standardising best practice; process and enabling tools. Highlight opportunities for improvements and make recommendation to the Commercial Council
- Special projects as assigned
- Execute wider commercial initiatives
EDUCATION, SKILLS & EXPERIENCE
- 5-10 years pharma/biotech experience in a Commercial Role
- Degree in Life Science or has gained the equivalent practical experience
- Comfortable working with Sales Enablement technology; such as SFDC.
- Proven track record of closing high value deals
- Considerable experience in B2B sales in the Bio/Pharma sector (CDMO experience ideal)
- Well-developed personal network.
- Above average understanding of the Biologics Sector
- Has previously worked in an international management team.
- Key Functional Competencies:
- Selling and Sales Management: Business Development, Product Marketing, Personal Selling, Account Planning
- Process Management
- Understands Sales Enablement Tools
- Negotiation Skills
- Networking – Internal and External
- Critical thinking
- Strong Communicator
- Planning and coordinating resources
- Problem Solving Skills
- Capable of supporting Marketing at trade shows