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Location: Basingstoke, United Kingdom
Position Type: Unfixed Term
Job Function: Sales & Key Account Management
[[Industrial Applications - EMEA Region]]
[[EMEA PHARMA BUSINESS DEVELOPMENT MANAGER ]]
We are seeking a highly-performing, results-driven and strategic-minded Business Development Manager to join our regional European team to launch a disruptive solution bringing traditional microbiology into a new era of digitalization and laboratory automation.
The successful applicant will be responsible for identifying, creating and nurturing new business opportunities, ultimately contributing to the growth and success of our organization with our state of the art 3P ENTERPRISE solution.
The targeted market for this solution is the whole local and regional Pharmaceutical manufacturing industry (Bioproduction, Cell & Gene Therapies, Small Molecules injectables), with a wide variety of stakeholders up to C-suites.
If you are eager to be a game changer in the Quality Control market, and if you are keen on the concepts of Industry 4.0, Automation, Environmental Monitoring, Data Integrity, Operational Efficiency, Workflow management, Quality Control, Modern Microbiology… you will live your best life in this job !
1 Primary Purpose and Overall Objective of the Job :
Reporting to our EMEA Pharmaceutical Quality Control Director, this position will drive our digital transformation strategy across our Pharma customers in EMEA to improve their lab automation and processes efficiency.
The targeted market for this position will be Northern and Central Europe (UK, Ireland, Benelux, Nordics, Germany, Austria, Switzerland).
Build a strong pipeline of opportunities and manage complex mid- and long-term sales strategies with multiple stakeholders within each site / company to secure the adoption of our lab automation solution.
Focus on an excellent sales process: customer discovery, project qualification, lead management, building sound business case justifications with customers, sales support and project coordination with the Global Implementation Team.
Inspire and coach local sales teams to accelerate their knowledge & capabilities to discover opportunities for the 3P ENTERPRISE solution.
2 Main Accountabilities :
Own this state of the art solution on a business standpoint at EMEA level (value proposal knowledge, value based selling and be able to answer initial technical questions about the solution).
Map, analyze and prioritize potential clients with a market penetration strategy.
Analyze strategic decision making at customer level and deeply understand and map customer stakeholders and their needs to deliver the right value to generate leads (use of CRM and other customer mapping software).
Manage the client relationship and commercially lead our single- or multi-site corporate account strategies around our lab automation solution to identify gaps and build action plans.
Develop and present compelling Business Cases for potential clients, taking into account the needs of the different stakeholders up to C-suite, with the help of a cross-functional team to create a tailored offer that will deliver the value described in business cases.
Jointly with local sales team, prepare the final proposal to the customer once configurations and scope of works have been agreed, negotiate and close each deal.
Work with the global implementation team ensure the smooth transition to implementation of the solution at customer sites (installation, validation, routine use)
Ensure Customer Satisfaction and address customer concerns pre- and post-sale and go-live, at regular intervals (perform regular business reviews with customers)
Coordinate all along the process internally with global and regional Strategic and Global Key Account teams, Global, Regional and Local Marketing teams, Finance, Customer Service, Global Implementation team, Customer Support, Field Service, to develop and deliver compelling value propositions for the customers.
Follow our Commercial policy and Sales Excellence good practices from lead generation to sales closing to ensure KPIs are tracked.
Required Skills / Experience:
Minimum 7 years of B2B sales experience, with a proven track record of results in sales of complex solutions or capital equipment to multiple stakeholders across different functions.
Strong sales acumen and leadership in complex solution selling and value selling capabilities with new solutions.
Strong communication, negotiation and influencing skills by articulating a persuasive “value proposition” to different internal / external stakeholders
Experience in pharmaceutical automation / industry fields will be a plus
Working knowledge of Microbiology in Pharmaceutical Quality Control and Environmental Monitoring will be desirable
Problem solving and teamwork abilities; ability to work within and leading a team (by influence).
Good command of MS Office tools (Word, Excel, PowerPoint).
German and English will be mandatory, any other European language will be a plus.
60% expected travelling across the defined region
Pls provide your application in English.
bioMérieux welcomes applications from all individuals, regardless of race, national origin, gender, age, physical characteristics, social origin, disability, union membership, religion, family status, pregnancy, sexual orientation, gender identity, gender expression or any unlawful criterion under applicable law. We are committed to treating all applicants fairly and avoiding discrimination.