Sales Manager - North America

Spi Pharma•Wilmington, DE

26d

About The Position

The Sales Manager - North America is responsible for developing and implementing a realistic and aggressive sales strategy within the defined region to achieve our growth objectives. The RSM objective is to grow our business through new customer development, increased sales to current customers, regional distribution management, and new product introductions by direct account ownership and leading the regional commercial team. They will work collaboratively with the commercial leadership to establish and achieve organizational sales goals and objectives.

Requirements

A highly motivated and strategic leader with a proven track record of building a regional sales team and driving successful sales growth.
10+ years in specialty ingredient B2B experience, with a strong background in the pharmaceutical industry.
Commercial savvy and ability to network externally to develop senior level contacts with customers.
Collaborative, with proven ability to lead and influence diverse sales teams.
Experience developing and negotiating contracts / sales agreements.
Experience developing and executing sales strategies.
Experience in developing comprehensive incentive plans.
Strong organization and planning skills with a 2-3 year time horizon.
Excellent communication and presentation skills to decision makers internally and externally.
Minimum Bachelor degree, with preference for a technical degree.
Travel required: Estimated 40% to 50% domestic and international.

Responsibilities

Set the regional sales organization's objectives in alignment with SPI's business strategy through active participation in corporate strategic planning, sales strategy development, customer development plans, forecasting, sales resource planning, and budgeting.
Manage and grow SPI's sales of excipients, APIs and drug delivery platforms at established accounts and distributors and develop business at new customers.
Expand and advance SPI's pipeline through close collaboration with R D, business development, purchasing and operations in the US pharmaceutical industry.
Explore opportunities for Pharma Solutions projects at major pharma customers.
Support introduction of new products on territory as per launch plan from Marketing.
Develop strong relationships and deep contacts at all levels throughout customer organizations with a focus on technical and business development groups. This will be led in close collaboration with the Region Technical Development Manager.
Monitor sales metrics and KPIs to track team and individual performance, taking corrective actions as necessary to ensure targets are met or exceeded.
Increase SPI's exposure and market leadership through seminars, technical conferences, and participation in industry organizations in close coordination with Technical Development Manager (meetings, trade shows, seminars).
Negotiate pricing and contracts, track and report on industry trends, monitor competitor activities and market share, submit new product ideas and assist with resolving customer issues.
Complete, update and execute the annual territory plan covering key accounts, territory objectives, target accounts and strategies. Develop specific Global Account Plans as needed.
Enter call reports, contact information and market data in CRM tool SalesForce.com.
Analyze marketing data, market / segment trends, competitive landscape, and changes in compliance / regulations and synthesis into actionable objectives for sales team.
Implement overall sales and business development approach within region for SPI Pharma, including both direct sales and distribution management strategies.
Actively contributes to innovation pipeline, new product ideation, and new product launch plans, as well as the implementation of pricing strategies.
Deploy technical resources to drive business development in region, solve customer technical issues, and assist sales team with higher level technical support to help close opportunities.
Collaborates broadly across the organization with Supply Chain, Marketing, R D and Quality to meet customer needs, business development objectives and operational goals.