Job Description
Entrepreneurial, Partnership, Trust, Freedom to act, Ambitious. These values don't just describe our company - they define our people too.
Technical Account Manager - Pharma & Supplements
Canada
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req1094
Technical Account Manager - Pharma & Supplements
Job Purpose
Responsiblefor developing and maintaining sales within a specific business unit utilizingthe Key Sales Performance Indicator system and other tools made availablewithin the organization. In conjunctionwith the Principal Managers, ensure that the business plans for each of ourproduct lines are implemented.
Duties and Responsibilities
Meeting Sales and Margin budget based on annual sales budget.
Account management
Ensure Optimal Account coverage by meeting Sales Call Frequency
Deliver assigned sales KPIs (maintaining/building relationship/reporting/progressing targets/identifying new targets)
Collaborate and support DCSR for optimal Account Management
Build multi-layer relationship at all accounts to continuously improve customer intimacy
Key Account Penetration: Ensure complete understanding of Key Account activities, corporate objectives, challenges, competitors and requirements. Ensure a multi-layer relationship is in place and maintained with KA plans reviewed annually and communicated to the Pharma Business Director.
Customer relationship management
Establish connections between customer and CSR’s to ensure day-to-day fulfillment, requests, issues are resolved in a timely/efficient manner
Develop prioritized account growth plans including annual forecasting and budget
Margin Maximization: Manage account profitability – profit contribution
CRM compliance against Call Prep and Product Reporting – Action items and account updates
Complete account coverage by Principal
Active participation in local industry events, trade associations, etc.
Execute sales activity relative to slow/dead stock
Monitor contract balances and advise customers of inventory still to be shipped.
Participate in other Commercial related assignments: Market Map, Training, New product promotion, Marketing Campaigns etc.
Key Performance Indicators
Sales and Margin Budget
Review sales variances monthly vs budget and communicate plans to Sales Director for any required support/adjustments required.
Sales Call Frequency
Sales representative is responsible for setting, regularly reviewing, and revising Call Frequency Schedule
Sales representative is responsible for meeting call plan set for each account
Maintaining Existing Business / Profit Contribution
Minimum requirement – maintain all existing business
Review variances regularly and report/take action as required
Ensure margin contribution is maximized (and maintained)
Review Sales Rep Summary and margin on sales to ensure margins are being maximized and maintained
Developing /Progressing Targets
Sales representative is responsible for progress on existing targets and identification of new targets
Minimum requirements – evidence of new business being landed, and new opportunities being added on a regular and consistent basis.
Building / Cultivating Relationships
Minimum requirements –thorough and complete understanding of the customer’s business
Multi-levelrelationship development initiated and planned by the sales representative
Involvement of otherIMCD personnel and principals
Reporting
Minimum requirements – submitted in timely manner
Follow guidelines for information required forExisting Business reports
Follow guidelines for Target Business reports
The sales representative is responsible for theaccuracy and thoroughness of their product reports
Qualifications/Competencies
Minimum 3-5years’ experience in technical sales
Familiarwith Pharmaceutical industry standards, with strong knowledge in Nutraceuticalmarket requirements
Degree inScience or similar training with post-secondary degree education.
Provenexperience in organizing sales calls and schedules, and evidence of detailedreporting is required.
Competencyin SFDC, Sales Management Systems and Microsoft Office or equivalent.
Exceptionalskills in developing and maintaining client relationships.
Proven trackrecord in developing new sales and accounts.
Demonstratedenthusiasm and self-motivation.
Must behands on and enjoy a broad range of activities.
Will exhibitan eagerness for contributing beyond immediate duties and getting the job done.
Will bepersuasive and will have the ability to persuade.
Will besufficiently mature to be able to move forward from setbacks.
Working Conditions
Regularweekend and evening work may be required. Frequent travel required.
IMCD Canada welcomes and encourages applications frompeople with disabilities. Accommodations are available upon request forcandidates taking part in all aspects of the selection process.
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