Summary:
The Regional Sales Manager is responsible for effectively executing wide-ranging business development tactics to meet or exceed defined targets by prospecting new and leveraging existing relationships that the Regional Sales Manager brings to the. The goal is to bring in new business and develop this into long standing relationships for repeat business.
This person promotes the entire range of company services across all departments (e.g. Regulatory Affairs, Pharmacovigilance, and Quality Management & Compliance) in the UK/IE region. Works diplomatically with our operational teams to ensure client opportunities that the role holder brings are maximised in order to continue to assist with the growth of additional
business.
Responsible for active prospecting, building and executing an effective territory plan, and
aligning with organizational marketing plan and VDC/regional/country goals to ensure targets
are met.
Main tasks:
New Business Development
- Generate a pipeline to achieve or exceed target within the agreed expenditure budget.
- Seek out new clients and form working relationships with key functional stakeholders, the principal buyer, head of procurement.
- Develop and implement strategies to approach potential customers and increase sales. Serve as a business representative at major industry events, conferences and trade shows. Leverage external and internal contact network to acquire new business.
- Work closely with internal operational departments to continually develop the value proposition.
- Identify new, valuable and emerging companies. Deploys a comprehensive array of sales techniques to find and close business to achieve or exceed target.
Key Performance Indicators
- Achieves or exceeds defined sales and revenue quotas with new and existing accounts that the Regional Sales Manager has established.
- Meets assigned expectations for project/program profitability in accordance with standards defined by operating units.
- Achieves defined customer objectives and sales KPIs defined by Line Manager.
- Maintains high customer satisfaction ratings.
Management and Research
- Assessment of market potential and identification of new business opportunities and synergies. Accurately forecasting future sales and forming sales plans to adapt to changes in the marketplace. Forming sales strategies to stay competitive and innovative.
- Leveraging salesforce.com to track and record all business development activity.
- Work with marketing and sales and operational staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
Work closely with:
- Country/Region Heads.
- Commercial Organisation
Critical qualifications, experience, ‘know-how’ and skills
- 5+ years business development/sales experience, ideally selling services.
- Experience of the pharmaceutical industry, especially selling services in the regulated spaces (QMC, regulatory, pharmacovigilance, market access) would be an advantage.
- Proven track record of increasing sales or business opportunities through prospecting and client development, including on-boarding of new accounts through self-driven initiative.
- Ability to effectively network accounts, identifying and targeting key decision makers.
- Excellent client presentation skills.
- Diplomacy and understanding to respect the Group’s operational relationships with clients and
- work closely and sympathetically with operational teams to achieve mutual goals.
- Proven ability to work from home office/independently.
- Experience pitching to/calling on Procurement, , and other high level (including C-suite) professionals.
- Proactive attitude to prospecting and the tenacity to achieve and maintain a buoyant pipeline of appointments with new prospects.
- Ability to close sales, using appropriate tactics.
- Autonomy through high responsibility and results-driven planning.
- Proven ability to create strong partnerships with procurement and key service sponsors within client organizations.
- Ability to build consensus and generate excitement and enthusiasm for new initiatives.
- Customer service to both internal and external clients.
- Willingness to travel.