Area Sales Manager

Our client is the world’s only integrated pharma manufacturing solutions company. Capsules + Films & Foils + Engineering + Inspection and Track & Trace systems, they do it all. They have a presence in over 100 countries with its products and services, employing more than 3,200 members that strive to provide world-class technology across multiple domains. They offer a complete range of solutions beginning with empty capsules; granulation and tablet coating; capsule filling; tabletting; packaging films; blister packing and carton packing to the end-of-line solutions and track and trace systems.

Overview:

• Oversee sales operations across multiple assigned countries, catering to a diverse portfolio of accounts, ranging from small and medium enterprises to larger clients.
• Expand the customer base through proactive prospecting and business development, with a primary focus on small and medium-sized accounts in Pharma & Nutra segment.

Responsibilities:

Strategic Planning and Execution:

• Design and implement pricing strategies tailored to accounts and key customers.
• Identify and prioritize market-focused products to drive value growth for the organization.
• Develop a deep understanding of the needs and expectations of accounts and key customers.
• Craft a Key Account Management strategy aligned with Packaging Materials overarching business objectives.

Core Functional Responsibilities:

• Develop the annual budget in collaboration with sales leaders, ensuring achievement of targeted sales volume and value.
• Plan and conduct proactive customer visits and meetings to deepen understanding of customer requirements and build strong relationships.
• Provide timely techno-commercial information and clarifications to address customer inquiries.
• Regularly update customers on new product offerings and enhancements in the product range.
• Devise alternative solutions to address supply challenges for specific orders.
• Identify and pursue potential business opportunities, converting them into sustained revenue streams.
• Implement corrective and preventive actions to resolve and avoid customer complaints effectively.
• Recommend pricing strategies tailored to customer needs, ensuring approval and seamless implementation.
• Gather and analyze customer and competitor data, including pricing, credit terms, volumes, business share, and quality assessments.
• Maintain the budgeted ASP (Average Selling Price) to achieve the overall contribution outlined in the budget.

Internal Process:

• Develop detailed, customer-specific plans to achieve targeted price realization and contribution.
• Ensure timely collection of payments from customers in alignment with agreed terms.
• Coordinate with the Group Sales team to promote combo deals, fostering deeper customer relationships.
• Work closely with internal stakeholders across Films & Foils to ensure seamless fulfillment of customer requirements.

Key Result Areas:

• Improvement in Share of wallet of all Accounts.
• Achieve Budgeted Sales value, volume and ASP’s for the allotted markets
• Achieve Budgeted business growth in New products in the allotted markets
• Achieve Budgeted DSO’s for the allotted Accounts.
• Customer retention rate
• Net Promoter Score

Key Interfaces:

Internal Interfaces

• Sales & Marketing
• CEOs Office
• Strategy
• SCM
• Operations
• Quality
• Development & Technology
• Finance
• HR & Admin   

External Interfaces:

• Customers
• Agents/ Distributors
• Corporate Marketing

Requirements:

Education:

• Bachelor's Degree preferably in Business Administration, Marketing, Engineering or a related field.    
• Master’s Degree in Business Administration (MBA) with a specialization in Sales, Marketing, or Strategy would be deisred.
• OR Relevant experience or certifications in Key Account Management, Sales Leadership, or Market Analysis (e.g., Certified Key Account Manager, Sales Management Certification).

Experience:

• 5–8 years of experience in Sales or Business Development, preferably in the packaging, manufacturing, pharmaceutical, or related B2B sectors. Familiarity with the markets, including regional business practices and customer preferences.
• Experience in techno-commercial roles, with the ability to understand and communicate technical product specifications and benefits and demonstrated success in handling cross-border sales and navigating regulatory requirements in the assigned regions would be deisred.
• Experience working with multi-cultural teams and customers across the assigned territories.