Job Summary
The Manager, Strategic Accounts – Europe will manage, as well as identify, grow, and expand the Technimark Healthcare business existing accounts and development opportunities. This role will maintain, develop and leverage relationships with key decision-makers within biotechnology, pharmaceutical and medical device companies. This position requires an individual who has a working knowledge of injection molding and is healthcare savvy to understand and advance sales goals, with attention to detail and a go-getter personality.
Knowledge | Experience | Skills
Bachelor’s degree required. Advanced degree (i.e. MBA) preferred. 8+ years’ related account management and leadership experience preferred, plus extensive knowledge within the commercial business of biopharmaceuticals, medical device or related industry. Strong customer orientation and experience managing account portfolios of $50M+ USDs. Excellent interpersonal and communication skills including leading high level presentations. Extensive technical experience along with strategic planning and marketing, business and market development, market research, planning and promotions/advertising within the healthcare industry. Working knowledge and familiarity with injection molding coupled with secondary contract manufacturing and the stringent demands and regulations of the healthcare market. Experience with developing and executing successful account plans along with day-to-day prospecting.
Essential Duties & Responsibilities
Play a leading role in the development and execution of TM’s account management and growth plan in Europe
Ensure all the critical tasks relating to these assigned accounts are completed on-time and in budget (requires working closely with and overseeing other internal teams at TM)
Primary escalation point (both externally and internally) for conflict resolution as it relates to aspects of manufacturing, distribution/logistics, commercial issues and/or negotiations
Primary liaison between senior management teams internally and with any assigned accounts
Updates Technimark management teams on account and program status, forecasts, sales budgets, etc.
Externally manages and contributes to customer messaging - newsletters, dashboards, quarterly meetings, etc.
Facilitate and help coordinate project kick-off meetings involving schedules, action items, etc. are communicated and action items are assigned
Attends internal and client meetings along with contributing to decision making and problem solving
Lead the development and delivery of strategic business proposals for assigned programs and opportunities of TM’s global account management and growth plan.
Act as primary liaison between Technimark’s VP of Sales – Europe and the account/sales teams as it relates to all client specific quote analytic requirements, including pipeline reporting, forecasting and monthly activity reporting.
Support sales efforts in the development of any targeted account or opportunity.
Ensure all the critical tasks relating to assigned initiatives (i.e.: global quoting) and key accounts are completed on-time and within budget (requires working closely with and overseeing other internal teams and direct management). Work closely with Sales Operations and Quoting Department to integrate the quoting activity and key metrics into the Salesforce.com portal, which encompasses everything from managing the information that is entered to running all the reporting that will be needed for Technimark’s senior management team.
Establish good personal and professional relationships with key stakeholders across the client’s organization, including sr. managers, buyers, plant level managers, quality teams, etc.
Organize and host all client visits to TM facilities or TM visits to client facilities (including working with all internal teams to have requested information prepared and in a professionally presented format)
Regularly travel to client sites to address needs, understand current satisfaction levels and look for new business opportunities
Set up new product/technology introductions (working with internal technical team). Work closely with all functional areas within Technimark, including—executive leadership, automation, decoration, tooling, manufacturing, raw materials and project management to facilitate, lead and ultimately prepare solution-based proposals which satisfy the customer’s technical and commercial needs.
Attend internal and client meetings and contribute to decision making and problem solving.
Provide input at internal pricing meetings and make recommendations to management to gain internal support and approval for new business bids
Help facilitate and participate in kick-off meetings for each new project where schedules, action items, etc. are communicated. Responsible for communicating the “Voice of the Customer” and specific program requirements to Technimark’s internal team and then follow through to ensure we are meeting expectations both internally and with our clients.
Submit final proposal on-time and in a professional format directly to the client
Present proposals and lead client negotiations for program awards
Conduct frequent follow-ups of pending quotes as a means for an eventual award or rejection and communicate both a win or loss and provide detailed reasoning for either.
Understand and provide guidance for any specific terms and conditions and/or standards of work within assigned contracts and clients and communicate important expectations/obligations to TM’s internal teams.
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