Pharmaceutical & Food - Business Development Manager
Malvern Panalytical

Job Title: Pharmaceutical & Food - Business Development Manager (Southwest)

This role is accountable for the delivery of Pharmaceutical & Food (P&F) orders, sales and profitability targets for the southwest territory.

REPORTING LINE:

Line Manager: P&F Regional Territory Sales Manager

Matrix Manager(s): P&F Sector Sales Manager

SPECIFIC DUTIES & RESPONSIBILITIES:

• Build and strengthen long-term business relationships with customers.
• Engage with qualified opportunities and guide them through the stages of the sales process to achieve the Sector sales target for the defined territory.
• Work in close collaboration with assigned In-House Sales Specialist to identify where you can best focus your field sales activities to progress opportunities though the sales pipeline and find opportunities for Land & Expand.
• Understand the customer's needs, pain points, and objections, and then tailor the sales approach to effectively address their concerns.
• Negotiate terms, pricing, and contractual agreements to reach mutually beneficial outcomes for both the customer and the company.
• Develop and maintain a high level of domain knowledge relating to industry trends, market conditions and competitors' products so you can effectively position the company's solutions within the Pharmaceutical and Food sector.

• Collaborate with the sales team, marketing, and other internal stakeholders to coordinate sales efforts, resolve customer issues, and ensure a smooth transition from opportunity to order.

• Develop accurate forecast of expected sales and order intakes based on up-to-date information documented in the company's CRM system.
• Represent Malvern Panalytical and manage the booth & field team at trade shows, workshops, and seminars within your territory, always promoting a professional image of Malvern Panalytical.
• Develop and maintain a high level of domain knowledge relating to industry trends, market conditions and competitors' products so you can effectively position the company's solutions within the Pharmaceutical and Food sector.
• Provide timely feedback to the marketing team and regional sales management regarding customer preferences, market trends, and competitive intelligence to support marketing strategies.
• Support the Large and Strategic Account Management programs (LAMP & SAMP).
• Identify and communicate to regional sales management areas or changes that can improve our sales processes.
• Contribute to the (sector) team effort to grow the global (sector) business.
• Proactively engage with operations to delivery of solutions to meet customer expectations.

• Number of sales opportunities converted as won orders per month/per quarter
• Direct impact on customer satisfaction
• Development of an accessible and sustainable customer network
• Up-sell and Cross-Sell Rates(Land and Expand)

• Capable of communicating (verbal & written) to customers at all levels, including User, Technical and Economic Buying influencers.
• Proactive communication with assigned In-House Sales Specialist to ensure effective sales pipeline management.
• Interface regularly with marketing and technical personnel to ensure effective customer communication and solution positioning.

• Ensure Salesforce is accurate and up to date to facilitate pipeline and revenue forecasting.

• BSc/MSc/PhD degree in pharmaceutical sciences, chemistry, or biochemistry. An additional bachelor's or higher degree in business or marketing considered a plus.
• Proven experience in sales in a business-to-business environment, preferably in the pharmaceutical or food industries and with demonstrable growth.
• Excellent influencing, communication and presentation skills and the ability to interact with colleagues and customers at all levels both in-person and remotely.
• Proficiency in Salesforce or other sales-related tools to manage leads, track progress, and generate reports.

• Demonstrated understanding of basic finance and accounting, as well as legal terms & conditions.

• Written and spoken English fluency. Additional language fluencies considered a plus.
• Able to demonstrate a high level of integrity and ethics, going above and beyond to do the right thing every time.
• Actively contribute towards a culture of openness
• Excellent interpersonal skills, with the ability to build rapport and establish trust with customers.
• Strong organizational, planning and time management skills.
• Strong interpersonal skills and a good listener.
• Action oriented and self-driven, with the ability to work independently and as part of a team in a fast-paced sales environment.
• Adaptive to a dynamic and changing environment.
• Mature disposition, positive attitude, and strong sense of commitment.
• Experience of applying the Miller Heiman approach to strategic selling.

• Solid understanding of sales techniques, negotiation strategies, and closing deals.
• High level of understanding of the product development workflows within Pharmaceutical and Food market segments, as well as the MP products supporting those domains.
• Understanding of the principles of value-based selling, ideally using the Miller Heiman approach.
• Well informed and connected to the targeted market industry and R&D.
• Commercial and competitor awareness.

• Your career will take off with a comprehensive induction program. We then continue to support and develop our employees by improving their skills, knowledge and performance by in-house, on-the-job training, and external training.
  
• We value entrepreneurship and commitment by offering real career possibilities.
  
• You become part of a growing company where you can shape the future of our work processes.