About the role
The Account Manager (AM)- Pharma Excipients develops and manages customer relationships for KERRY’s Pharmaceutical business.
As an Account Manager, you will have the opportunity to work closely with our customers on new and existing project opportunities.
AM will have the opportunity to drive Kerry’s business by providing our customers with the most up to date information on Kerry’s Pharma Excipients, services and capabilities.
Kerry’s AM spend much of their time travelling to visit customers at their locations or hosting them onsite at Kerry Pharma Excipients Sites.
In this role you will also have the opportunity to address and anticipate new developments, challenges and opportunities almost every day locally and internationally.
Achieves Kerry’s Pharma excipients sales objectives for a territory / Assigned customers.
Using Kerry’s SFDC system to communicate customer and opportunity information.
Develops and executes a Territory Plan including a comprehensive call plan.
Promotes Kerry Pharma Excipients capabilities, to target customers in the pharmaceutical, Neutraceutical & Consumer healthcare business
Gains and maintains detailed knowledge of each existing and potential customer within the territory, which includes but may not be limited to their products, their internal mfg.
capabilities, company information, market information, their current API s suppliers, organizational structure, and key personnel.
Understands customers’ decision making process and identifies who are the decision makers, key influencers, end-users and guiders, as well as their individual style and relationship, within customers’ organization.
Quarterly updates on the information.
Develop a win / win sales strategy based on customer’s needs, internal capabilities, competitor's weaknesses and Kerry’s strengths.
Follows Kerry’s sales processes when scheduling and conducting sales calls.
Discuss requirements, Issue quotations, negotiates sales contracts and volume pricing agreements.
Coordinates with all Kerry support personnel and primarily Project Management to ensure all customer needs are understood and met in a timely manner.
Conducts annual business reviews with key accounts in territory when appropriate.
Forecasts territory sales figures and budgeting for upcoming year and monitor monthly actual sales versus budget.
Prepares for and attends sales meetings and industry tradeshow meetings.
Conduct Tableting system trials covering Lactose / Coating / Flavours in Customers’ facility or at Distributors’ lab as and when required.
The job is based within Middle East Zone covering Dubai, Abu Dhabi, Oman, Iran and surrounding areas with occasional visits to the other Kerry offices and manufacturing sites based in India / USA.
Qualifications and skills
Bachelor or Master’s degree in Business Studies, Pharmacy, Chemistry, Chemical Engineering, or related scientific discipline. MBA is preferred.
Excellent project management and communication skills in order to effectively manage customer and internal company activities.
Consultative / Strategic complex selling skills.
Strong goal-setting, time management, and organizational skills.
Professional telephone manner and good listening skills.
Computer literature (minimum Word, Excel and PowerPoint) and good written and presentation skills.
Able to work both individually and as part of a team.
Able to work on own initiative and take on responsibility.
Fluency in Local and International Language (English)
Strong experience working in the Pharmaceutical Industry in a Business Development Role.
Robust sales experience in formulations, product / process development, services, equipment or manufacturing related to the pharmaceutical or chemical industry.
Good experience of visiting customer sites where Pharmaceutical formulations are manufactured.
Previous experience using a SalesForce.com is preferred.
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