Job Summary

As part of the NuSil brand of Avantor, the Strategic Account Manager is accountable for the sales, strategy, business development, and management of customer accounts in the medical device & advanced technology industries. The position requires a technical aptitude in order to sell complex silicone raw materials. He/she will develop new opportunities through knowledge of materials and an understanding of customer applications and processes.

He/she must be able to orchestrate projects and develop broad and deep relationships with the customer by working with various stakeholders including engineering, quality, operations and supply chain.

The individual must be able to develop relationships with customers and gain knowledge of the industry to provide input to strategy as well as provide input to future needs for capacity, capabilities and innovation.

JOB RESPONSIBILITIES

• Develop strong relationship and key understanding of medical device producers needs and silicone requirements
• Successfully manage a central European territory consisting of highly regulated customers across biomaterials and advanced engineering
• Build, sustain and levage realionships internally & externally to meet business needs
• Demonstrate NuSil silicone product adopting a solution based focus to enable customers
• Co-ordinate customer interactions incl. to create a customer centric experience Develop account plans and syndicate with key internal stakeholders to engage relevant support for effective execution
• Manage & source distributors to implement a hybrid sales strategy
• Understand customer processes, applications, and quality attributes and effectively communicate customer technology product requirements to Technology & Innovation and Marketing teams
• Establish forecasts and delivery of annual budget, including targeted growth from new opportunities
• Implement pipeline sales opportunities and manage the process accordingly
• Support customers with material problem solving
• Anticipate, coordinate and respond to competitive environment and initiatives
• Work with cross functional teams to orchestrate required support to develop and convert new Opportunities

DEPARTMENT SPECIFIC/NON-ESSENTIAL FUNCTIONS :

• Maintain accurate and current records
• Manage sales activities in a cost effective manner
• Submit call reports and contact information (after each business trip)
• Submit T&E reports
• Update Sales Pipeline status on a regular basis (if there is any)
• Provide monthly territory update
• Other duties as assigned with or without accommodation.
• Each employee is responsible to manage their departments and perform their defined tasks in order to comply with and maintain the sites’ ISO 9000/1400 certification and all regulatory requirements and is expected to shut down the operation and notify management if questions regarding compliance or other issues requiring additional attention arise. Regulatory requirements include, but are not limited to cGMP’s, EPA, OSHA, DEA, DOT, and any other applicable local, governmental and company guidelines.

MINIMUM REQUIREMENTS:

Education:

BA or BS degree in Engineering or Marketing

Experience:

Minimum of 5 years related experience

Silicones sales experience in a regulated B@B environment preferred

Language:

Fluent French & English speaker – Italian – is a plus

Preferred

Medical device manufacturing experience

Skills/Competencies:

Attention to detail

Excellent presentation skills

Technical and Solution selling, negotiations skills, account management

Proven sales track record

Communication and negotiation skills

Networking

Time management and planning skills

Managing through Influence

Other Skills:

Proven working experience as a business development manager, technical sales professional or a relevant role

ORGANIZATIONAL RELATIONSHIPS/SCOPE:

Reports to European & LATAM Director

Sales budgets are established and tracked based upon net sales into the account managers territory agreed upon at the beginning of the fiscal year.

WORKING CONDITIONS:

At least 20% international travel is required as part of job.

Territory management to include parts of France, Belgium & Italy

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