Lonza - Greenwood, SC
posted 1 day ago
About the position
Today, Lonza is a global leader in life sciences operating across five continents. While we work in science, there's no magic formula to how we do it. Our greatest scientific solution is talented people working together, devising ideas that help businesses to help people. In exchange, we let our people own their careers. Their ideas, big and small, genuinely improve the world. And that's the kind of work we want to be part of. The Territory Sales Manager (TSM) coordinates sales for Lonza's Hard Empty Capsules business in the pharmaceutical market within a specified territory in North America. The TSM leads current customers and actively seeks new prospects. They also work closely with customer service, technical services, quality, and business development to meet customer demands and achieve annual sales targets. The TSM is also responsible for collecting market information and updating the organization on market conditions and competitors.
Responsibilities
- Visit prospects/customers to understand customer needs, then partner with operations management to fulfill customer needs and exceed their expectations.
- Introduce all aspects of CHI product and dosage forms solutions to potential customers through prospect Procurement, R&D and Marketing groups, with support from Business Development, Marketing and Sales.
- Maintain up to date Account (Growth) Management Plans.
- Establish visit frequencies with customers to accomplish annual growth objectives.
- Visit customers to resolve customer concerns and ensure written meeting reports are kept in a timely and accurate fashion.
- Provide market feedback to colleagues and regional management regarding competitive activities (i.e. pricing, quality, new product introductions, sales force changes, etc.).
- Attend trade shows and conventions to represent CHI, build pipeline of new customers, gain market insights, discuss solutions offerings.
- Provide forecast for customer accounts.
- Develop multiple department multi-level contacts at key customers.
Requirements
- Bachelor's Degree in business, life sciences, or a technical field, or equivalent experience.
- Significant sales experience (business-to-business sales required) to include contacts with Purchasing, Production, R&D, Marketing, and Quality.
- Ability to multi-task and handle resources to improve territory performance.
- Experienced making presentations with customers.
- Must be capable of making on-the-spot sales decisions with customers that can have a major impact on the CHI business.
- Must lead the team selling approach serving as the leader among the Customer Service Representatives and the Field Service Engineers in support of all territory account functions.
- Proven track record of working well in a team, with strong listening skills and patience in handling customer interactions (both external and internal).
- Travel to accounts/sales meetings domestically (up to 50%); occasional international travel may be required.
