TERRITORY SALES MANAGER

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 

Skills:

• 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