Cette offre d'emploi est fermée.

Publiée : 16/01/2024  
Domaine d'emploi : Ventes - Commercial / Haute direction

Purpose of the role

  • Actively prospects and leverages potential new business opportunities within specified Customer/Accounts.
  • Accountable for business development goals within a given territory
  • Penetrate, nurture, manage and retain global pharmaceutical/CRO organizations
  • Secure and retain business for Evotec through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at new or existing clients
  • Position Evotec as a primary or preferred provider for all development services
  • Develop territory to maximize gain
  • Establish territory plan to tier clients
  • Cooperate with Marketing and Operations to showcase Evotec
  • Participate at Evotec internal initiatives as given

Core accountabilities

  • Cultivates strong, long-term relationships with key decision-makers with Account and develops deep knowledge of the Customer/Account organization.
  • Analyses potential opportunities and develops detailed business plans and sales strategies for each Customer/Account. Monitors actions and results against plans.
  • Identifies and responds to Customer/Account needs to define potential Evotec opportunities. Ensures appropriate strategy/solution is proposed to Customer/Account.
  • Works with Operations to identify sales team and prepare presentation. Educates team participants in Customer/Account culture, operational needs/methods and sales techniques needed to close the sale.
  • Leads the entire sales process, including identifying the appropriate team for pitch and preparing and leading the sales presentation.
  • Coordinates with the Proposal Development Group to develop proposal and Operations to finalize strategy and pricing.
  • Handles follow-up related to the sales and facilitates completion of contractual documents.
  • Ensures appropriate hand-off to project team by transferring knowledge on Customer/Account needs and expectations.
  • Shares Customer/Account strategies and sales plans with Operational Managers.
  • Coordinates with Operational Managers to escalate and quickly address Customer/Account issues/concerns.
  • Seeks input from Operational Managers to proactively address Change in Scope, new opportunities, or customer dissatisfaction.
  • Works with Operational Managers to ensure Changes in Scope (CIS's) are appropriately negotiated with the Customer/Account.
  • Maintains high visibility within Customer/Account organization.
  • Monitors Customer satisfaction through regular formal and informal surveys.
  • Coordinates with Project Managers/Directors to ensure Customer/Account needs are being met and address concerns/issues in a timely manner.
  • Evaluation of market and competitor situations on an ongoing basis to bring perspective to Evotec decision making and to generate leads for pursuit, analysis, negotiation and closure.
  • Interact with operations and marketing to close new business and develop long-term relationships.
  • Interact with BD colleagues from other Business Units to gather integrated momentum and maximize Evotec gain.

The Individual

Capability, Knowledge and Experience:

  • The role will require an established network and standing in the pharmaceutical industry at appropriate levels, and substantial experience in managing collaborations and relationships
  • Solid technical background coupled with professional sales experience
  • A natural team player but also a leader, a decision maker, and able to see him/herself as part of the broader mission to grow value
  • Showcase some team leadership experience, have the potential to lead teams and take over more responsibility in the BD leadership team. Alternatively be a product/service specialist who is supporting other BDs to be successful (on top of own territory)
  • Strategic thinking paired with the drive of a hands-on player
  • Available to travel for business

Education and Qualifications :

  • Education: Advanced degree in business or scientific discipline, preferably a MSc or BSC in natural sciences (Chemistry, Biology, Medical)
  • Work experience : Demonstrable 5 years minimum of competency in sales or business development preferably for a CDMO or CRO or relevant company providing services to the healthcare industry.
  • Significant proven experience of working successfully in a sales role for complex service offerings
  • Special Skills/Knowledge: Excellent interpersonal skills. Strong detail orientation and an ability to work creatively in a fast-paced environment. Strategic business awareness and results orientation. High-level skills in Microsoft Office and other standard software. French/English mandatory.

FR : Dans le cadre de sa politique Diversité, Evotec étudie, à compétences égales, toutes les candidatures dont celles des personnes en situation de handicap.

ENG : In the frame of our Diversity policy, Evotec considers, with equal competences, all applications including people with disabilities.