Sales - Key Accounts Manager - MA, NH, VT at Boston

Job Description

SUMMARY OF POSITION:The Key Accounts Manager is responsible for the sales, business development and management of Strategic pharmaceutical customers.He/she has primary responsibility for the facilities in their geography, but they will need to collaborate with other Key Accounts Managers throughout the globe that also have facilities of the same company.The Key Accounts Manager will manage projects for securing new business.He/she also develops opportunities for new products through extensive knowledge of Avantor technology products and an understanding of customer technology and processes.The Key Accounts Manager will be capable of selling complex technical products using interpersonal skills and technical knowledge to develop long term, collaborative relationships with Strategic pharmaceutical customers.He/she will also have responsibility for understanding customer technology roadmaps as well as developing strategic selling processes through interaction with R&T, Applications, and Marketing.Learning about and providing information back to the organization around our key competitors is also critical.ESSENTIAL FUNCTIONS:1. Has primary accountability for the client relationship at specific strategic pharmaceutical accounts in their territory2. Coordinates global activities at a specific company if the main decisions on our products are made at a facility that is in their respective territory3. Collaborates with other Key Accounts Managers throughout the globe to manage multinational accounts that are directed by another Key Accounts Manager that has the decision making facility4. Establishes a collaborative environment that leads to the identification of technology opportunities, the discovery of customer issues, and the development of new technology materials5. Coordinates multifunctional teams to partner with the customer to work on specific joint projects6. Establishes high level customer relationship/intimacy by way of technical and business skills/competencies and situational fluency7. Understands customer processes and applications and communicates customer technology product requirements to R&T, Applications and Marketing8. Primary accountability and ownership for development and implementation of selling strategies for technology products at strategic pharmaceutical target accounts9. Achieves Avantor technology product sales objectives10.Establishes and implements an annual budget for their respective territory including targeted growth at existing as well as prospective accounts11.New Account development12.Uses the CRM program to capture and communicate sales objectives to all in need
DEPARTMENT-SPECIFIC/ON-GOING FUNCTIONS:1. Implements sales processes, understands customer technology and application processes, and works jointly with R&T, Applications and Marketing to close major target account technology product opportunities2. Provides input on resources needed to meet strategic pharmaceutical customer requirements3. Maintains policies and procedures in accordance with Avantor standards and local regulations4. Demonstrates effective employee relationships built on trust, teamwork and accountability5. Other duties as assigned with or without accommodation

Job Requirements

MINIMUM REQUIREMENTS:Education:BS/BA Degree in Chemistry, Life Sciences or Chemical/Genetic Engineering Degree or other science related field requiredMBA preferredExperience:Minimum of five (5) years of experience selling pharmaceutical productsDemonstrated ability to develop high level customer relationships within the strategic accountsSkills/Qualifications:Strong project management skillsExcellent negotiation skillsExcellent customer relationship managementDemonstrated business acumen to meet revenue, profitability and customer satisfaction objectivesSkills/Competencies:Knowledge of process technology Ability to recognize customer needs and emerging trendsStrong leadership skills that enable team participation and contribution to the end goalOther Skills:Excellent verbal and written communication skillsProblem solving skillsTeam selling abilitiesStructured and disciplined reporting skillsORGANIZATIONAL RELATIONSHIPS/SCOPE:The Key Accounts Manager reports directly to the Director of Sales, Pharmaceuticals. This position will have frequent contact with R&D, Applications, Marketing, Product Managers, Product Specialists, Customer Service Representatives, Sales Representatives and procurement, production managers and technicians at customer locations. WORKING CONDITIONS:This position is field based and work is supervised in a remote manner.The Key Accounts Manager works out of their home office.Most of the actual customer and distributor interaction will be conducted in person, via phone or e-mail.Customer contact is typically 80% of total work time.
Country: USA, State: Massachusetts, City: Boston, Company: Avantor Performance Materials, Inc..