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KMC Work Location: OFFSITE

Location: Taguig City, Metro Manila

Date Posted: 2023-05-18

Hiring Organization: KMC Solutions | XTN-463A969

Career Category: Sales / Business Development

Job Title: Territory Sales Manager

Job Description (Summary)

Develops sales of Consumer Health & Ingredient (CHI) products for his/her territory; introduces new products & services  to customers; drives  and lead internal support to customers; negotiate contracts and ensures payments; meets yearly plan objectives for the territory.

Job Description (Key Accountabilities)

  • Make prospect/customer visits to solicit and receive orders, commitments to orders and contracts.
  • Visit customers to satisfactorily resolve customer complaints, accomplish targeted sales objectives, and supply written visit reports in a timely and accurate fashion.
  • Provide market feedback to management and other key team members about competitive activities, i.e. pricing, quality, new product introductions, sales force changes, etc.
  • Introduce capsule dosage forms to potential capsule users through prospect R&D and Marketing groups, with assistance from Business Development, Marketing and Sales.
  • Attend trade shows and conventions to represent Lonza and support Marketing efforts.
  • Provide forecast to management of customer capsule needs.
  • Develop multi-department / multi-level contacts at key customers.
  • Engage targeted customers and prospects from time to time to solidify business relationships.
  • Manage territory with agreed-to budget controls.
  • Ensures total customer satisfaction and adequate branding for the territory
  • Be responsible for the timely, efficient and accurate processing of customer capsule orders, complaints and requests for information.
  • Plan, organize and implement customer plant visits to ensure mutually advantageous relationships.

Degree Required: Bachelor's Degree

Field of Study: Pharmaceutical or Science

Language: English

Area: Sales and Marketing


Competencies and Behaviors:

Agility: Use a structured approach to evaluate work experiences and apply learnings to new situations 

Business Acumen: Uses knowledge of his/her own business area and related areas to identify and develop operational/financial improvements

Collaboration: Develop inclusive relationships and alliances engaging internal and external stakeholders 

Customer Focus: Communicate regularly with peers/team members about customer topics to drive awareness and build capability 

Driving Results: Lead multiple complex initiatives simultaneously to successful conclusion

Leadership: Seeks and provides feedback to their team to support professional development; takes personal accountability for defining and implementing his/her own development and supports others to do same 


  • Bachelor’s Degree in business, life sciences or technical discipline required.
  • Significant sales experience (business-to-business sales strongly preferred) to include contacts with Purchasing, Production, R&D, Marketing and Quality
  • Experience in a related industry preferred
  • Ability to multi-task and manage resources to maximize territory performance
  • Experienced making presentations with both external and internal customers
  • Must be capable of making on the spot sales decisions through negotiations with customers that can have a major impact on the CHI business
  • Must manage the team selling approach serving as the leader among the Account Solutions Representatives and the Field Service Engineers in support of all territory accounts
  • Must have interpersonal effectiveness and patience in handling all aspects of external and internal customer interactions and have demonstrated the ability to be a team player
  • Must be able to travel to accounts/sales meetings domestically (50%); occasional international travel may be required