Market Segment Manager - BioPharm Job

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Essential Job Duties and Responsibilities

* Responsible for key, large account interface, management and expansion of sales growth.
* Visit and make presentations to current and prospective customers to expand business and develop relationships.
* Understand the buying cycle, new part initiation, validation/qualification of individual key accounts including the contract manufacturers that they utilize. (understand where the sales come from and how they will come).
* Focus will be on three customer types – drug manufacturers, integrators and component suppliers – Goal will be to get connected at all levels of their business and understand their needs/buying requirements from purchasing up to senior leadership.
* Continuously fill the pipeline with new opportunities for growth within the market segment – understanding customer needs and probability for success (that will drive business decision and new product introductions)
* Responsible for acquisition of new business with defined target customers in the assigned territory. This includes identifying and qualifying new opportunities.
* Complete and close quotations to key customers for custom parts and large volume standard parts.
* Responsible for maintaining existing business. Work with current customers to expand sales, increase orders, forecast future orders.
* Develop and maintain close contact/relationships with key contacts at key accounts in assigned territory.
* Prepare competitive quotes in close collaboration with engineering, manufacturing and marketing for custom and large volume parts.
* Work to achieve pre-established short and long-term sales targets/goals with an eye on profitability as well as sales growth (sales targets defined by territory size, new parts and mix of products sold, REV and CM $ targets, opportunities found and opportunities closed).
* Monitor and anticipate industry and market trends and customer requirements to influence technology and product development.
* Support marketing with updated market information based on competitor, market and sales research and experience.
* Recommend and help implement marketing programs including advertising and trade show attendance.
* Work with assigned inside sales associates to support territory.
* Gain and continue to work to gain relevant understanding of key accounts, the industry, the specific markets and the competition.
* Responsible for pricing agreements for key account customers (as approved by the VP of Business Development) and their annual forecasted sales.
* Point of technical help in regards to applications; materials; existing parts to best suit customer needs.
* Analyze territory sales by accounts and identify gaps and opportunities. Formulate plans to fill gaps and realize opportunities (SWOT analysis).
* Advocate for the customer - Resolve complaints and quality issues, convey their strengths and goals internally.
* Plan travel/trips to key accounts in a timely, organized manner to achieve the best use of time and resources.
* Other duties as assigned

Education and Experience Requirements

* Bachelor’s Degree in Sales, Marketing, Business, or a related field is required.
* Minimum of 5 - 7 years of professional experience in a customer facing commercial role is required.
* Past commercial experience in the medical industry is preferred.
* Commercial experience both in direct sales & through product distribution channels is preferred.
* Experience with funnel management software (Sales Force, CRM, etc.) is a preferred.

Preferred Skills and Abilities

* Strong customer passion; care and ability to support customers both on-site and remotely.
* Ability to establish and maintain high level relationships with end customers from purchasing up to senior leadership.
* Ability to inspire collaboration and trust with our customers through relationship cultivation and proven support.
* Well organized self-starter; ability to plan & coordinate tasks, follow up communication, and workload before and after customer meetings and while traveling.
* Demonstrated negotiation, relationship management, facilitation, and decision-making skills.
* Proven ability to execute strategic growth plans.
* Strategic and critical thinking abilities, strong analytical skills, and financial acumen.
* Strong decision-making skills in response to high pressure situations.
* Ability to influence effectively at all levels, communicate a clear and compelling vision and influence others throughout the organization in support of our customers.
* Strong written and oral presentation and communication skills.

Working Conditions and Physical Demands

PHYSICAL DEMANDS:

The characteristics listed below are representative of the physical demands required by an individual to successfully perform the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

* Employee may be required to remain stationary, stand, sit and/or bend frequently or for extended periods of time.
* Employee will frequently be required to actively listen and exchange verbal and written information.
* Employee may be required to observe and assess information received via computer.

WORK ENVIRONMENT:

The characteristics listed below are representative of the work environment typically encountered by an individual while performing the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

Must have reliable, appropriate transportation.

Travel Required

Estimated 50%

Base Salary Range for this position is $86,000 to $111,000 annual base salary and target bonus rate is 40%; shift premium may be available depending on shift associated with the specific job opportunity. Benefits include Medical, Rx, Vision, Dental, and Health Savings Account (HSA), Retirement and Security benefits including 401k and Life Insurance. In addition to Paid Time off and paid Holidays, each employee receives 16 hours paid time each calendar year to perform volunteer services for Nordson-sponsored events. Ample opportunities for giving exist at Nordson including our Matching Gifts Program.

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Job Criteria:
Start Date:
Position Type: Full-Time Permanent
Years of Experience Required:
Education Required:
Overnight Travel:
Vacation Time:

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