Sales Manager - Industrial Pharma Material Handling Equipment

GEA Group • Pickering, ON

50d • $100,000 - $150,000

About The Position

GEA Group, founded in Germany in 1881, is a global leader in engineering solutions, serving industries such as food and beverage, pharma, dairy, and more. With over 18,000 employees worldwide and a strong U.S. presence since 1929, GEA combines the heritage of a well-established company with the innovation of a forward-thinking industry leader. At GEA, we’re not just building equipment, we’re building lasting careers with an average employee tenure range from 5 to over 11+ years, reflecting the strong culture, growth opportunities, and support we provide. GEA Group's Pharma and Food Applications division is searching for a Sales Manager, Material Handling & Containment to join our Pharma Sales Team! The Sales Manager, Material Handling & Containment (“SM-MHC”) is responsible for generating new business and maintaining customer relationships for GEA’s portfolio of Pharmaceutical Material Handling & Containment Technologies. The SM-MHC will accomplish this by developing professional relationships with pharmaceutical executives, production managers, process engineers, technical services as well as industry consultants and engineering contacts in a consultative selling role. The SM-MHC will manage the opportunity pipeline through identifying, qualifying, logging and pursuing leads and opportunities while gathering and communicating market intelligence. The SM-MHC will coordinate and manage the flow of pre-sale information between the GEA North America entity, GEA’s Core Technology Centers in Europe and the customer. The SM-MHC is the customer advocate within GEA, while balancing the company’s objectives for order intake, profitability, and strategic growth.

Requirements

• Bachelor's degree in Chemical or Mechanical Engineering or equivalent technical degree highly preferred.
• 5+ years of experience in capital equipment sales or business development, preferably in the pharmaceutical or related process industry.
• Excellent planning, forecasting, negotiating and presentation skills.
• Demonstrated ability to understand and effectively communicate technical information in English (both written and verbal).
• Good knowledge of pharmaceutical processing equipment, FDA regulations, and standards such as cGMP, ISPE, USP, etc.
• Self-motivated with good people skills and ability to work well in a team setting as well as independently.
• Detail oriented and demonstrated ability to provide timely feedback to both internal and external customers.
• Proficiency in MS Office products, with knowledge of CRM programs (SAP CRM preferred).
• Willingness to travel to customer locations locally and within the US, Canada & Puerto Rico (40-60%) as required to perform assigned sales responsibilities.
• Occasional international travel required (initially part of the onboarding process and technical training at GEA CTC (Core Technology Center) manufacturing facilities and as maybe required for future business-related meetings/training).
• Valid Passport and Driver’s License without limitations.
• Applicants must be authorized to work in the U.S. without current or future sponsorship.

Responsibilities

• Drive sales of GEA’s Material Handling & Containment portfolio, representing GEA in a professional and customer-centric manner.
• Identify and develop new business opportunities while maintaining strong relationships with existing customers within the assigned territory.
• Engage actively with current and prospective customers through both virtual and in-person meetings, presenting GEA technologies and identifying opportunities where GEA solutions can provide value.
• Document customer interactions through written visit or trip reports and maintain accurate records of activities and opportunities within GEA’s CRM system.
• Work collaboratively with customers in a consultative, problem-solving capacity, identifying where GEA’s technologies can improve operational performance, containment, safety, or productivity.
• Work closely with GEA engineering, product management & sales support to develop customer solutions.
• Manage the sales cycle from initial inquiry, confidentiality agreements, needs assessment, technical and commercial proposal development, to persuasive presentations of GEA proposals, negotiation of commercial & contractual terms & order placement.
• Work to support Regional Sales Managers when Material Handling & Containment equipment is part of a larger integrated system or project.
• Respond promptly to all sales leads received through CRM, phone inquiries, marketing activities, or other channels, qualifying and pursuing opportunities accordingly.
• Develop trusted relationships with customers built on technical expertise, integrity, reliability & responsiveness.
• Maintain & update the CRM system (SAP C4C), with accurate account & customer contact details, customer interactions (meetings & phone reports), opportunity pipeline/projections and other required information.
• Gather and report market intelligence, including competitor activity, pricing trends, customer investment plans, and project developments.
• Seek advice and guidance with respect to the business at hand from experience GEA process or mechanical engineers when appropriate.
• Issue order confirmations and participate in turnover meetings with engineering as required
• Prepare monthly sales activity plans and review customer engagement, pipeline development, and forecasting with the Sales Director.
• Represent GEA products and services through industry networking, trade shows, conferences, and customer events as required.
• Submit travel and entertainment expenses in accordance with company policies on a timely basis.
• Contribute to overall team success by supporting initiatives and completing additional tasks as assigned by the Senior Sales Director – Equipment Sales.

Benefits

• Medical, dental, and vision coverage begins on your first day
• Enjoy 12 paid holidays, including a flexible floating holiday, and 136 hours of PTO to relax or explore
• A 7% 401(k) employer match helps grow your retirement savings faster
• Take advantage of tuition reimbursement to further your education or skillset
• Our wellness incentive program rewards healthy habits
• Access to a confidential Employee Assistance Program for personal or professional guidance
• Flexible Health Savings and Spending Accounts to manage out-of-pocket expenses

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level