Business Development Manager
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The main accountabilities are to successfully lead the attainment of revenue objectives and client acquisition/satisfaction by focusing on developing the business within Pharmaceutical and Biotechnology industries within the geographical area of EMEA with particular focus on the bulk Pharma market. This position is responsible for all sales activities, from lead generation through to close in an assigned territory or industry. The role develops and implements the agreed Business Plan to meet and exceed both personal and business goals of expanding customer base and growing revenue, including assigned revenue targets (quotas) in the assigned territory/portfolio or industry. Working with the sales, operations, engineering and support teams for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company vision and values. The BDM is responsible for professionally representing Peli BioThermal in all client and prospect interactions. The BDM is expected to run their territory as a business, generating a territory and strategic account growth plan that will guide strategy and day to day activities.
What you'll do:
1. Produce a European industry focused territory plan which should include.
• Territory description and strategic accounts, including key relationships (current and targeted)
• Trends in the industry/accounts that are driving opportunity
• Goals in your territory including revenue objectives and other non-revenue objectives, including pipeline, client satisfaction, branding, etc.
• Strategy in your territory or strategic accounts, including solutions to leverage, market message, events, leverage of PBT team, etc.
• Investments needed - time, resource, tools, executive support, etc..
• Specific Actions to achieve goals, list all.
2. Plan and prioritize personal sales activities and customer/prospect contact towards achieving agreed business aims, including costs and sales - by managing time and productivity.
3. Plan and manage personal business portfolio/territory/business according to an agreed market development strategy.
4. Set accurate expectations in the market and always maintain high levels of client satisfaction.
5. Learn and leverage the use of the Peli BioThermal sales engagement process, as well as the sales call execution model.
6. Professionally manage and communicate the sales engagement from initial lead through close.
7. Use customer and prospect contact activities, tools and systems, and update relevant information held in these systems including the forecasting tools.
8. Prepare and present professional and accurate proposals and quotes that thoroughly present the value of our offering.
9. Work closely and support a productive team environment with assigned Customer Services.
10. Attend training and develop technical knowledge, techniques and skills.
11. Sell consultatively and make recommendations to clients of the various solutions the company offers.
12. Monitor and report on market and competitor activities and provide relevant reports and information.
13. Provide strong communication of client requirements and a team approach with sales leadership and the remainder of the sales and operations team.
14. Provide accurate forecasting based on facts associated with the sales engagement.
15. Follows company policies and practices as outlined in the Employee Handbook and/or applicable employment agreement. Follows safety guidelines and procedures in accordance to the job.
16. Performs additional duties as assigned by the Sales Manager EMEA.
What we're looking for:
• Experience in selling to small and large, complex organizations, "total solutions", comprised of product and supporting services.
• Specific experience of the bulk container market, with a strong knowledge of Active & Passive bulk containers/suppliers and good experience of the airline/forwarder industries.
• Have the ability to close a sale effectively.
• Strong negotiation skills.
• Extensive experience in all aspects of Client Relationship Management (Account Management), and/or "Cold Chain Logistics".
• Demonstrate exceptional communication skills, both written and oral. Verbal and written fluency in multiple languages is preferable.
• Proven ability to achieve sales quotas by being goal orientated and able to work on their own initiative
• Bachelor's Degree or equivalent in a technical field from an accredited University and 3-5 years of experience in a sales in a related industry, i.e. Pharma, Logistics, Packaging, of a technical/complex solution.
What's in it for you:
• Generous pension contributions with a competitive match
• 26 Days Paid Holidays per year plus Public Holidays
• Commission Plan
• Life Assurance policy
• Permanent Health and disability Insurance
• Global Mental Wellness Program
• Hybrid Working
• Quarterly Employee Celebration Days
• Peer to Peer Recognition Program
• Service Recognition Program
• Amazing employee discount program on Pelican Products, Pelican branded apparel and gear
• Employee referral program - get paid to work with your trusted network.
• Established reputable brand offering premium products - you'll be proud to represent Pelican!
• And more...
Additional Information:
• Actively supports and complies with Peli's objectives, guidelines and commitment to Quality and Safety, with an emphasis on continual improvement.
• Must be able to interact effectively and cooperatively with employees at all levels.
• Must have the ability to complete assignments within the timeframe specified by the Manager.
• Must be flexible regarding working hours.
• Must be able to operate in a fast-paced environment and handle multiple projects simultaneously.
• Must be able to travel, nationally and internationally, as necessary up to 30% of time to be successful, predominately within EMEA
About Us:
Peli BioThermal Ltd. offers the widest range of temperature-controlled packaging and service solutions to the global life sciences industry. The company is the recipient of two Queen's Awards for Enterprise: International Trade in 2018 and Innovation in 2017. The company's products ensure that delicate biological materials arrive intact and effective, despite exterior environments. Peli BioThermal is dedicated to developing innovative products designed to fulfil the complex needs of the global life sciences industry. The company's customers benefit from its extensive expertise in ensuring that temperature stability is maintained throughout the distribution chain. The company also offers a complete portfolio of services and software to support end-to-end temperature-controlled packaging asset management. For more information, visit pelibiothermal.com. All trademarks are registered and/or unregistered trademarks of Peli BioThermal Ltd., its parent, subsidiaries and/or affiliates.
Peli BioThermal LTD. is an Equal Employment Opportunity/Affirmative Action employer.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.