Responsibilities
- Business Development : Develop and optimize system sales in Portugal and Spain, achieving quarterly and annual plan for orders, sales and operating profit (discount management).
- Commercial Strategy : Define and implement local sales strategies and tactics, ensuring timely and high-quality reporting (leads funnel and forecast, business reviews using company’s tools and Informatics).
- Team Management : Set commercial objectives, manage sales team productivity. Continuously optimize qualitative / quantitative indicators to guarantee the growth of revenue.
- Action Plans : Develop, validate, and execute team action plans, integrating the company's commercial strategy.
- Collaboration : Work closely with all relevant stakeholders (Chemistry, Service, Demand Generation) to develop and execute promotional activities, evaluate their impact, and propose corrective actions.
- Negotiation : Negotiate with purchasing departments of strategic accounts.
- Prospecting : Follow up on prospecting activities, field visits, and ongoing business to optimize territory coverage.
- Sales Support : Utilize company tools for training, customer documentation, and sales support.
- Customer Relations : Maintain professional relationships with customers to ensure loyalty, address critical issues promptly, and escalate when necessary.
- Leadership : Act as a proactive member of the South Europe leadership team.
Management of the Sales Team
- Leadership : Lead, motivate, coach, and develop a team of Account Managers and Sales Support teammates.
- Development : Act as a "multiplier" manager by ensuring individual development plans for each team member, with regular coaching activities.
- Training : Implement necessary tools and means for team success, providing specific training for individual development.
- Monitoring : Regularly follow up on activities to ensure the quality of the team's skills.
- Continuity : Ensure continuity in departmental activities during employee absences.
- Optimization : Assess the existing sales organization to determine optimal organizational design, strategic direction, and tactical implementation to meet revenue and growth goals.
- Communication : Maintain excellent internal communication with other divisions (Consumable Sales, Laboratory, Customer Service, Finance and Administration, and the European structure) to exchange necessary information for business development and customer satisfaction.
- Participation : Actively participate in sales and service meetings, staff meetings, and national, European, and international meetings to communicate the company's commercial strategy to the team.
Qualifications Background and Education
- Professional background in Biochemistry, Chemistry, Engineering, or related fields.
- Minimum of a Master's degree (Master 2 or equivalent).
Knowledge and Experience
- Strong leadership and management skills.
- Proven track record with at least 5 years of experience as an international commercial leader, including coaching and developing teams.
- In-depth product knowledge of Chromatography and Mass Spectrometry.
- Extensive market knowledge in Pharma, Food, Environmental, Omics, and Academic sectors.
- Excellent verbal and written communication skills.
- Fluent in Spanish and English, both verbal and written;
additional European languages (Portuguese) are a plus.
- Willingness to travel up to 50%, including overnight stays.
- Proficient in Windows environment (Word, Excel, PowerPoint, Teams, Outlook).
- Familiarity with Sales Force and Power BI.
Personal Attributes
- Ability to translate corporate growth strategies into tactical Business Plans with both a short term implementation view and a general long-term strategic vision.
- Passion for team management, recruitment, training, and development.
- Strong organizational skills with the ability to handle multiple tasks and priorities.
- Excellent business acumen and negotiation skills, capable of influencing purchase decisions.
- Ability to work under pressure and meet quarterly and annual objectives.
- Dynamic, proactive, and customer-oriented.
- Team spirit, excellent interpersonal skills, open-mindedness, and effective communication.
- Strong sense of organization, diligence, and common sense.
- Ability to manage and optimize administrative tasks.
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