- achieving agreed upon sales and financial target,
- establishing and maintaining effective professional relationships with key customer executives,
- insuring effective sales and service coverage in their assigned geographic market,
- attracting and retaining a cadre of qualified Account Managers to realize growth opportunities available in the assigned market.
- providing service to customers consistent with company standards and expectations.
- Directs the tactical implementation of the business plan to meet objectives - including sales to new accounts in target industries, successful introduction of new products, and the retention of current customer at an acceptable rate.
- Oversees contracts/quotations within company Guidelines by extending competitive pricing as needed to maintain and increase margin with guidance from Director of Sales or Commercial Operations' Finance department.
- Regularly monitors customers' needs and the company's product offerings to ensure needs are understood by team members and key departments and, appropriate levels of service and responsiveness are provided to accounts.
- Consistently monitors results of sales process including sales forecasting, pipeline management, and sales tracking using Sales Force CRM system and other designated Sales Force Effectiveness Tools.
- Develops and maintains an up-to-date knowledge of market trends, products and buying practices required to effectively compete in the assigned region.
- Ensures that products and other relevant information provided to customers by the Account Managers
- Ensures that comprehensive product and application knowledge is used to successfully conduct effective consultative and strategic selling presentations.
- Uses comprehensive knowledge of customer activities that impact use BID products in strategic selling presentations.
- Strong analytical and business planning skills.
- Superior professional presence and business acumen.
- Possesses excellent written and verbal communication skills, with the demonstrated ability to communicate with many diverse customer audiences such as Economic Decision Makers and other influencers and internal audiences across functions Communication skills include excellent listening and presentation skills.
- Strong capability to interface effectively with all customer types across functions and at all levels to gain commitment, obtain resources, and achieve desired results.
- Ability to function effectively with a high-performance team with strong team building skills and the ability to resolve conflict.
Manager, Account Management Biotech DACH - Basel, Schweiz - Thermo Fisher Scientific
Beschreibung
The District Manager position is a field-based management job accountable for sales results in an assigned geography and the Biotech segment. This position is responsible for leading business processes and managing the resources associated with the Biotech segment business plan achievement in Germany, Switzerland and Austria (DACH). Incumbents in this position are accountable to Commercial Operations leadership for:
Essential Functions:
BUSINESS PLAN DEVELOPMENT AND EXECUTION
Develops a business plan to meet or exceed business goals agreed upon with the company's Commercial management for the region.
SALES LEADERSHIP AND CUSTOMER RELATIONSHIP MANAGEMENT
Directs the process of selling BID products through the account management team and services to customers and prospects.
TECHNICAL COMPREHENSION
Nature and Scope:
Proficient in strategic and tactical thinking about the business, developing actionable business plans and demonstrating to regional team member how to achieve those plans
Minimum Qualifications (must have) Education
Requires a minimum bachelor's degree in biology molecular biology, Biochemistry or related field; or the equivalent knowledge and experience. A master's degree is preferred.
Experience:
Requires multiple years' experience in sales or sales management with having at least followed People Leader trainings.
The District Manager is expected to possess experience in leading teams or have led without authority, sales strategies and personal selling effectiveness, analytical and problem solving skills, communications skills, customer relationship management skills, industry/market analysis skills, and business planning skills. Position requires an average ~40% travel and having travel flexibility.