The strength of their distribution activity through the pan-European branches of their group, lies in a longstanding relationships with their suppliers. This allows them to provide first-rate service and to be the reliable source for reagents critical to their customers’ research and product development.
In parallel, access to a broad selection of ethical sources, including collections of biological samples and primary cells, enables our client to perform in vitro assays for understanding mechanisms of actions (MOA) and demonstrating proofs of concepts (POC) with a short turnaround time.
The value of the information that our client produce is demonstrated by reliability and predictability, through assays designed to mimic the physiological microenvironment as closely as possible. They believe that providing Life Scientists with accurate experimental data early in their R&D projects consistent with in vivo conditions, brings them valuable evidence-based insight for smart decision making to meet todays’ R&D challenges
The Sales Manager executes the strategy in his territory. For doing so, the SM watches his market and builds a plan, manages his team and engages with customers and suppliers, by applying the cleints values everyday.
Steer the business - The SM watches his market and builds the territory plan
Search for information on his territory with feedbacks from Country Manager and Area Managers to estimate the potential of business (what are the main research domains and tendencies, the main accounts and their projects, the structuration of their purchase processes, the technology hubs, the key biotechs and incubators to follow)
Assesses the territory potential with the CMs and defines the accounts according to the segmentation
Builds, with the SMM and the CM's, the (K)AMs, the plans to execute the corporate strategy and reach the yearly targets within his territories.
Selects the relevant events with the CMs where the client should be present (congresses etc.) and dispatch the participation within the team
The SM manages his team
The team consists of the Country or Office Manager, the Sales assistants, the Assistant Country Manager and the (Key) Account Managers.
The Country or Office Manager oversees daily the Sales assistants and Assistants Country or Office Manager. The SM makes sure everyone works as a team and supports the CM by considering the office workload.
The SM guides the (Key) Account Managers through pipeline review meetings to discuss the pipeline, the next steps to win further opportunities. The SM makes sure that information are shared within the team and can involve the Country Managers in pipeline reviews.
-Acts as a bridge between the localteam and the management: communicates the client strategy and its implications loèally to the team, share feedbacks from local activities to the management
Communicates the plan to his team and translates into team objectives and individual objectives
Makes sure objectives are understood and clarifies them
Gives guidance on how to achieve the objectives: which accounts to focus on and how, what are the priorities, helps to organize time and territory management
-Adapts priorities according to the resources: anticipates absences, manages unforeseen situations with the help of the colleagues
Assesses the training and assistance needs of the team members and facilitates the execution
-Runs one-to-one meetings with the team members
Leads recruitment of new team members with the help of HR and/or external recruiters
Discusses with team members, makes sure they are feeling well, motivates them, promotes a team spirit in line with the cleint values
Acts as the bridge between the different departments to make sure information is shared, communicate in case of misunderstandings
The SM engages with customers and suppliers
Visits the main prospects and customers within his territories to understand and meet their expectations.
Participates in suppliers and customers events
Helps the (Key) Account Managers to discuss with customers in case of need: negotiating prices, handling possible misunderstandings
Takes care of opportunities with a significant amount/potential
Builds a good working relationship with the executives of the attributed suppliers Coordinates the various departments, especially customer success, purchase & logistics, the Lab and the offices to ensure customer satisfaction.
The SM can be involved in other duties when needed.
Msc degree in life sciences
min 3 years of sales experience Team management experience/skills
Qualifying leads and prospects Negotiating
Follows-up to fidelize and increase recurrent orders Knows the life sciences market
Estimates an account/leads/opportunity potential
Uses the CRM
Builds a sales plan for the territory, with actions and timelines
Gives SMART objectives in accordance to the plan Runs pipeline reviews
Gives guidance, check if objectives are understood, adapts them if needed Creates a team spirit
Gives and receives feedbacks Runs recruitment interviews Runs appraisal interviews
Check resources and adapts them according to the plan
Regular travels to meet the team and to meet customers are necessary Occasional travels to meet peers and to go to the headquarters