Territory Sales Manager - Nutrition

October 29

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Description

• The Territory Sales Manager (TSM) oversees sales for Lonza's Hard Empty Capsules business in the health & Nutrition market within a specified territory in North America. • The TSM manages current customers and actively seeks new prospects. • The TSM also works closely with customer service, technical services, quality, and business development to meet customer needs and achieve annual sales targets. • They are also responsible for gathering market information and updating the organization on market conditions and competitors • Visit prospects/customers to understand customer needs, then partner with operations management to fulfill customer needs and exceed their expectations. • Introduce all aspects of CHI product and dosage forms solutions to potential customers through prospect Procurement, R&D and Marketing groups, with support from Business Development, Marketing and Sales. • Maintain up to date Account (Growth) Management Plans. • Establish visit frequencies with customers to accomplish annual growth objectives • Visit customers to resolve customer concerns and ensure written meeting reports are kept in a timely and accurate fashion. • Provide market feedback to colleagues and regional management regarding competitive activities (i.e. pricing, quality, new product introductions, sales force changes, etc.) • Attend trade shows and conventions to represent CHI, build pipeline of new customers, gain market insights, discuss product and dosage form solutions offerings. • Provide forecast for customer accounts • Develop multiple department multi-level contacts at key customers

Requirements

• Bachelor’s degree in business, life sciences or technical discipline required. • Significant sales experience (business-to-business sales strongly preferred) to include contacts with Purchasing, Production, R&D, Marketing and Quality • Experience in the health & nutrition industry, or in a related industry, is preferred • Ability to multi-task and manage resources to maximize territory performance • Experienced making presentations with both external and internal customers • Must be capable of making on the spot sales decisions through negotiations with customers that can have a major impact on the CHI business • Must manage the team selling approach serving as the leader among the Customer Service Representatives and the Field Service Engineers in support of all territory account functions • Must have interpersonal effectiveness and patience in handling all aspects of external and internal customer interactions and have demonstrated the ability to be a team player • Must be able to travel to accounts/sales meetings domestically (up to 50%); occasional international travel may be required