Technical Sales Representative

Azelis•Sterling, MA

12d•Remote

About The Position

The Technical Account Manager is responsible for achieving annual growth across an assigned customer base in alignment with the organization’s financial objectives. The role develops relationships with decision makers and influencers through face-to-face customer and prospect visits, providing application solutions based on the organization’s lateral value chain. It promotes and sells a portfolio of excipients and active ingredients for pharmaceutical, nutraceutical, and biopharma applications within the assigned territory. The role requires knowledge of the company’s represented product lines and served industries, and the ability to present to R&D and manufacturing personnel and work with purchasing teams to close sales. It also involves managing customer and prospect activity, forecasting, CRM and opportunity pipeline records, market intelligence, and margin optimization. Overnight travel may be required, up to 50%. The representative may attend industry events and must represent the company professionally and with integrity.

Requirements

Four-year college degree; a technical degree is preferred, such as Chemistry, Engineering, or Biology.
5–7 years of experience in pharmaceuticals and/or nutraceuticals, with a focus on excipients, APIs, and ANIs.
Ability to organize and prioritize work to meet customer, supplier, or corporate demands.
Good presentation and listening skills, high energy, results orientation, diplomacy, creativity, perseverance, and persistence.
Ability to work independently and as a team member.
Strong negotiating and communication skills.
Ability to work with mathematical concepts including probability, statistical inference, and financial metrics, and apply fractions, percentages, ratios, and proportions to practical situations.
Ability to define problems, collect data, establish facts, and draw valid conclusions.
Ability to interpret varied technical instructions in mathematical or diagram form and work with abstract and concrete variables.
Knowledge of internet software, CRM software, order processing systems, project management software, spreadsheet software, and word processing software.
Thorough understanding of the typical selling process.
Solid knowledge of Microsoft Office.
Strong CRM skills; Microsoft Dynamics 365 is preferred.

Nice To Haves

Technical four-year degree in Chemistry, Engineering, Biology, or a related field.
Chemical distribution experience.
Experience with Microsoft Dynamics 365 CRM.
Significant experience running a chemical distribution entity.
Strong command of margin optimization opportunities within an operation.

Responsibilities

Learn the company’s represented product lines and served industries, and present to R&D and manufacturing personnel while working with purchasing to close sales.
Prepare timely call reports and Supplier Highlights for every significant interaction.
Develop sales by seeking appointments and visiting current customers and prospects, balancing activity between them to support company growth strategies.
Maintain accurate forecasts through regular customer updates to support inventory excellence.
Maintain clear internal and external visibility through thorough use of the CRM.
Maintain an accurate and strong opportunity pipeline to maximize growth.
Provide timely market intelligence internally and to principals.
Strive for margin optimization.
Understand and follow department procedures and policies.
Adhere to and support the principles of Responsible Distribution™.
Assume other activities and responsibilities as directed, including additional responsibilities as needed.
Travel overnight as necessary or required, up to 50%.
Represent the company in industry and professional activities, such as trade shows and seminars.
Represent the company with integrity and in a professional manner, including appropriate dress and conduct.