Industry Sales Manager

• Achieve the territory budgeted sales growth, implementing the company Commercial Operations strategy to achieve sales, revenue & profit targets and lead the development of strategic lines across market segments. Monitor prices policy and conditions of sale with rigor. Monitor closely Industry’s local P&L results and take corrective measures if needed to redress.
• Leads the annual Industry sales budget process, the Long-Range Plan & sales reports by consolidating sales for national data & forecasts; ensure that market data are routinely and accurately tracked & updated in CRM.
• Lead the most adequate business approach with the marketing manager, by ensuring prioritization of targeted markets / accounts profiles and commercial action for budget revenues achievement.
• Propose strategies to the Regional Industry VP that are based on new opportunities and customer needs – liaising closely with regional & global teams.
• Translate strategies into key actions and tactics ensuring the sales and marketing teams have the right support for robust implementation.
• Optimize the ComOps organization. Participate in the recruitment, selection, development and retention of top sales talent. Manage and develop the sales team by ongoing monitoring & coaching, organizing SBO meetings, implementing relevant sales training according to individual and/or team needs. Propose variable commission plan in line with company guidelines.
• Build strong relationships with Key Opinions Leaders, various governmental representatives, policy influencers, chamber of commerce, etc…
• Ensure that the company quality procedures are followed by sales staff and that the company quality objectives are understood & respected.
• Collaborate with the local General Manager in maintaining a strong One Health approach and optimized shared resources utilization.
• Actively participate in the Americas Sr. Management meetings and decisions.

• Knowledge and skills:

• Bachelor of Science preferred or equivalent experience in business (Management, Sales, Marketing).
• Commercial and/or marketing Industry experience, business to business and/or corporate account sales experience with management.
• Minimum of 3 years of managerial experience with proven track record.
• A thorough knowledge of the Industry Quality processes, Food and Pharma Quality Control divisions, customers, market segmentations and the opinion leaders
• Talents and qualities:

• Management skills: coaching the sales team, driving results, ability to conduct motivational SBO meetings.
• Autonomy, very good negotiation & communication skills. Good understanding of the company strategy and territory management
• Ability to collect, analyze markets & customers trends, forecast trends and define the adaptive local strategy.
• Mastery in the selling process and sales tools (CRM SalesForce, Opéra/Tableau, etc…)
• Good ability for communication (Excellent oral & written communication skills and fluent in English & French required), team work (coaching and working with the subordinates) and organization.
• Demonstrated creativity and innovation and ability to influence sales staff, customers
• Understand financial metrics for product profitability, pricing strategy analysis within P&L and excellent understanding of the Industrial context and key markets challenges

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