Commercial Director- Iberia

hace 3 semanas

Madrid, España Cencora A tiempo completo

An exciting opportunity for a Commercial Director to join Pharmalex, part of the Cencora business. As Commercial Director you will create and execute regional sales strategy and detailed sales plans for Iberia & South Europe Region (specifically covering the following affiliates Spain, Italy, and Portugal), "the Designated Region" in alignment with the PharmaLex corporate sales strategy. The Commercial Director will manage and coach the regional sales team, of 3 direct reports and exceed personal quota. You will embrace and influence regional marketing strategy and detailed marketing plans for the designated region in alignment with the PharmaLex corporate marketing strategy.
Main Responsibilities:
Oversee the Regional Business Development activities and resources related to commercial & marketing.
Collaborate with group sales and marketing, Regional Heads and country heads and manage sales and marketing teams to establish and execute a sales goal for the Designed Region.
Develop detailed strategic sales and marketing plans in alignment with the PharmaLex regional goals and corporate sales and marketing strategy to ensure growth in both the long and short-term, through creativity and persistence.
Leverage existing relationships to expand accounts.
Manage the regional sales managers, account management and initiate local sales and collaborate on marketing initiatives.
Lead the coordination of quotations with subject matter experts.
Support the implementation of regional marketing mix and tactics.
Oversee the development of relevant commercial offers with the contribution of business units.
Accurately forecast quarterly and annual sales goals.
Manage, monitor and follow-up commercial activities.
Efficiently translate sales into actual revenue.
Ensure diligent keeping of leads, opportunities and project status in company database (Salesforce.com).
Strive for continued professional growth by improving business skills and Industry knowledge.
Continuous professional development of the said team members.
Act as an engaged leader and have proper sensitivity across different cultures.
Leadership and coaching of the dedicated employees; conduct of probation period, annual employee evaluation and goal setting meetings where applicable.
Formation of the leadership culture.
Creation of a motivational working environment.
Spurring innovation and active thinking as process based on customer needs in conjunction with business leaders and overall business strategy.
Support all sales activities in the region for the entire PharmaLex portfolio.
Support and drive effective proposals that address client needs.
Lead and participate in the development of existing accounts with a focus on up-selling.
Personal Tasks:
Build and maintain rapport with key customers, focusing on Priority Accounts while assessing customer needs and identifying new customer opportunities.
Manage some major accounts, oversees local RFP responses and bid defense meetings.
Travel will be required: up to 50% of regional travel on a monthly basis can be expected.
Customer Tasks:
Identify key "persona" within client organization and develop strong business relationships. Gain understanding of target client's business challenges and goals.
Analyze regional market trends and discover new opportunities for growth.
Provide market feedback on trends.
Suggest industry events or develop own events eg. for customers.
Represent PharmaLex at industry events.
Develop Commercial strategies within designated region in line with Pharmalex global strategies.
Contribute to Marketing strategies within designated region.
Suggest new service offerings and innovative sales techniques to increase customer satisfaction.
Monitor competitor actions and support competitive intelligence reports to support sales and leverage Pharmalex brand on the region.
Update service line, sales and marketing knowledge by participating in training or other educational opportunities, reading professional publications and maintaining personal networks.
Provide customer and other feedback to leadership regarding competitive offerings.
Understanding customers' needs as well as values & benefits sought. Prioritize customer segments and business opportunities.
Education & Experience:
Master's Degree in life science or PhD, marketing or related field and/or 10+ years of experience in life sciences sales, specifically with consulting/services to pharma, biotech, and/or medical device industry; or equivalent combination of education and experience.
Capability to motivate employees.
Extensive experience in Request for Proposals, Request for Information, Bid Defense process in the life sciences industry.
Proficiency in Microsoft Office and CRM software, preferably Salesforce.
Strong listening and sales skills.
Ability to adapt under regularly changing conditions.
Excellent command of English and Spanish, written and verbal.
Outstanding organization, analytical, and problem-solving skills.
Excellent written, verbal and presentation communication skills.

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