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Business Development Manager - Southern Europe

Date: Dec 8, 2018

LOCATION: Leighton Buzzard, BDF, GB

Company: Pelican Products, Inc.

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Business Development Manager Southern Europe

 

Overview:

 

The Business Development Manager reports to The Sales Director of Peli BioThermal Ltd, located in the UK.  The main accountabilities are to successfully lead the attainment of revenue objectives and client acquisition/satisfaction in the assigned territory/account portfolio by focusing on developing the business within Pharmaceutical and Biotechnology industries within the geographical area of EMEA with particular focus on the South European 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 and engineering 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.

  1. Plan and prioritize personal sales activities and customer/prospect contact towards achieving agreed business aims, including costs and sales - by managing time and productivity.
  2. Plan and manage personal business portfolio/territory/business according to an agreed market development strategy.
  3. Set accurate expectations in the market and always maintain high levels of client satisfaction.
  4. Learn and leverage the use of the Peli BioThermal sales engagement process, as well as the sales call execution model.
  5. Professionally manage and communicate the sales engagement from initial lead through close.
  6. Use customer and prospect contact activities, tools and systems, and update relevant information held in these systems including the forecasting tools.
  7. Prepare and present professional and accurate proposals and quotes that thoroughly present the value of our offering.
  8. Work closely and support a productive team environment with assigned Customer Services.
  9. Attend training and develop technical knowledge, techniques and skills.
  10. Sell consultatively and make recommendations to clients of the various solutions the company offers.
  11. Monitor and report on market and competitor activities and provide relevant reports and information.
  12. Provide strong communication of client requirements and a team approach with sales leadership and the remainder of the sales and operations team.
  13. Provide accurate forecasting based on facts associated with the sales engagement.

 

What You’ll Need:

 

  1. Bachelor 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.
  2. Experience in selling to small and large, complex organizations, “total solutions”, comprised of product and supporting services.
  3. Have the ability to close a sale effectively.
  4. Strong negotiation skills.
  5. Extensive experience in all aspects of Client Relationship Management (Account Management), and/or “Cold Chain Logistics”.
  6. Demonstrate exceptional communication skills, both written and oral. Verbal and written fluency in English and French or Spanish.
  7. Proven ability to achieve sales quotas by being goal orientated and able to work on their own initiative.
  8. Expected travel, primarily EMEA based, of up to 75% to be successful.

 

Bonus Points For:

 

  • Background in technical Packaging, Clinical Trials, or Pharmaceutical Logistics desirable.
  • Fluency in a second European language in addition to English an advantage.
  • Formal training in a mastering the complex sale

 

 

 

Why Join PeliBioThermal ? Here’s a glimpse of Peli’s Perks

 

  • Generous pension contributions with a competitive match
  • Established reputable brand offering premium products – you’ll be proud to represent Peli!
  • 26 days holiday plus bank holidays
  • Life Insurance
  • Free On Site Parking
  • Free Tea, Coffee and fresh fruit provided to all employees
  • Employee discount program on Pelican Products
  • Lucrative employee referral program – get paid to work with your trusted network.
  • And more…

 

ABOUT PELI BIOTHERMAL:

 

Peli BioThermal is a global leader in providing the life sciences industry with the most comprehensive suite of patented and award winning thermal protection packaging solutions for the safe transport of pharmaceuticals, clinical trials, diagnostics, tissue, vaccines and blood supplies. Our specialized design, engineering and lab testing services ensure clients are fitted with cold chain performance solutions that best fit their purpose. And Pelican BioThermal’ s Credo Prevision track-and-trace software, which allows clients to monitor temperature-controlled packaging inventories throughout the entire end-to-end distribution cycle, ensures clients meet increasing global regulatory demands, manage challenging shipping lanes and unforeseen delays while reliably and confidently tracking critical, high-value payloads around the world.  

 

 

Next Steps of the Selection Process:

 

  • Our hiring team reviews applications and select candidates.
  • We’ll invite candidates to complete a one-way video interview on Spark Hire.
  • After the submitted one-way video interviews are reviewed, we’ll invite a final number of candidates for in-person interview(s).

 

 

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.

 


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