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Sales Development Specialist

EMD Group

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Location: Billerica, MA Posted Date: 5/6/2013 Position Type: Full time Job Code: 1300221 Required Education: Bachelors Degree

Description

The Sales Development Sales Specialists for Upstream hunt & drive sales for new business opportunities. They will leverage their technical and industry expertise around cell culture and cell culture media for generating sales from existing or new customers for the Upstream product portfolio (single-use bioreactors and cell culture media) within a region and/or territory.
 
The Sales Development Sales Specialists:
·         Partner with regional and key account managers to develop negotiation strategies and positions by integrating company strategies and operations, examining risks and potentials, and estimating customer needs and goals
·         Close new business deals by coordinating requirements, developing negotiating contracts, integrating contract requirements and business operations.
·         Are also expected to utilize their technical expertise to provide the sales force with the necessary tools, information and support to obtain additional sales and identify new opportunities.   This role should be able to evaluate a customer’s process to identify solutions that address customer Upstream challenges.
·         Are expected to utilize the available tools and resources to track and report sales activity and share account and process knowledge.  
·         Focus on high level networking and drives the collaboration with customers, consultants and industry opinion leaders.
·         Cooperate with core Field Marketing, Manufacturing Sciences, technical marketing, global marketing and strategic sales initiatives team.
·         Share portfolio with Global Key Accounts and regional accounts and therefore contributes to meet or exceed sales or order targets and seeding targets both for Global Key Accounts and regional accounts.
·         Champion long term project planning & mgt activities through the leveraging of resources at strategic times during the project cycle – including but not limited to coordinating the support from internal team members from Manufacturing Sciences, Field Marketing, Product Mgt, Quality, and others.   


Scope of Responsibility


 


·         Partner with regional and key account managers to develop technology focused strategies for regions/territories/key accounts.
·         Responsible for analyzing market share and dynamics and maintain a strong understanding of industry dynamics.   
·         Comfortable negotiating large, complex, multi-site price and/or contract discussions.
·         Provides input to Global Marketing and Field Marketing for new product development and definition of current and future market needs via Voice of Customer initiatives.
·         Drives new product introductions to the customers, consultants, opinion leaders  and account managers
·         Has an awareness of potential cross-company applications within the portfolio, and communicates that to customers, consultants, opinion leaders  and account managers
·         Meets or exceeds sales or order targets and Seeding targets
·         Partners with Account and Sales Manager to assess future business and contribute to the quarterly forecast 
·         Establishes and maintains influential relationships at all levels at customers.  Demonstrated comfort selling to senior management within customer sites.
·         Build collaborations with customers utilizing EMD Millipore Upstream portfolio / technology and the customer’s evolving process.
·         Effective Pricing and contract negotiation and closing business deals with senior managers and/or executives.
·         Partner with Sales Senior Leadership, Field Marketing and Global Marketing to manage resources and time appropriately across the region/territory. 
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Requirements

Qualifications


·         Will possess a deep understanding of mammalian cell culture and cell culture media
·         Need solid understanding of biomanufacturing process requirements and in-depth understanding of customer applications, good practices and industry standards
·         Demonstrated ability to communicate clearly, concisely and effectively to diverse audiences through both written and oral communications
·         Strong customer orientation
·         Proven team work and collaboration
·         Fully developed interpersonal skills  and an ability to establish strong partnerships with immediate team as well as internal and external partners on a global basis
·         Results oriented and able to work with partners to prioritize and manage conflicting expectations
·         The candidate will be highly motivated, self directed, and able to work independently
·         Strong team builder, adept at mediating and navigating potential conflict
·         Experience working on a global team
·         Travel required up to 30% on a national and international basis.
Experience:
·         BS with at least 3 years of directly related biopharmaceutical experience.
 
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