Sales Manager – Pharma OSD Sales (APAC excl. China)

Responsibilities / Tasks

Job Description:

All activities associated to generate enquiry in the defined area, maintaining customer relation, final negotiating and winning the project.

• Developing regional strategy aligned with Sales Director.

• Responsible for new machine sale around India. Also provide supports in regions in Asia Pacific (excl. China) based on discussion with manager & business requirements.

• Minimum 5 years of experience in similar function.

• Accountable & responsible for complete sales process with external customers & GEA internally.

• Reporting all sales activities, enquiries, visit reports & contact details.

• Develop network and connections between of customers and GEA management.

• Presenting at exhibitions and conferences, as well as seminars & doing respective arrangements as per business requirements

• Improve Pharma APAC market position and drive effectiveness through customer relationship management

• Take responsibility and ownership for the team activities & new initiatives

• Responsibility to ensure all necessary contracts and commercial processes are followed & acceptable to GEA after contractual sign off. Manage and mitigate risk.

• Responsible for managing & finalizing the contracts (legal and compliance vetting) / agreements with customers, on time payment collection process, dealing with guarantees & letter of credit – in interest of GEA

• Stay in office when required to work closely for internal communications, management reporting.

• The role involves extensive travel, up to 60% of the time. With the changing business climate, the online sales process will take more prominence. Therefore, it is vital to liaise with customers face to face through video/Teams Meetings or otherwise wherever possible

• Strong financial and operational performance required with key GEA financial KPI delivery on annual budgets for sales

• Align closely with the Service business with After sales services & execution to ensure drive the business growth.

• Align with all OSD CTC to take technical support and to sale all principal technologies for OSD business in to the region

• Ensure the organization has a high customer centric focus but with a view to delivering profitable returns for GEA,) and customer satisfaction

• Establish and inspirationally lead and develop high performance “can do” approach

• Customer meeting for feedback on GEA position.

• To achieve regional OI budget
• Develop pipeline and create new customers
• Based upon available information from customer make case by case sales strategy to work on the project & win it.
• Regular forecasting of all sales prospects / activities.
• Discuss in detail with customer to find out their correct requirement, status of budget approval, team involved, site location & expected time for finalization.

Share / presents GEA technology, advantages with customer to investigate more about customer requirement.
• Due to in-depth Project Management background, actively tries to find workable solution to propose customer to have win-win situation.

• Communicates with Customers, Respective Agents, Country Sales Organization externally.
• Communication with GEA CTCs to understand the technologies and achieve the targets
• Negotiations short term sales strategy for sales & defends interest of all key stake holders.
• Internal communication with Head of Asia Pacific Sales, Sales Support Managers, Head of Project Execution, Project Managers, Design department, other GEA Companies.

• Decides on technical solutions to be offered to customer.
• Key decision-making during negotiations with customers.
• Participate in implementation of industrial best practices & standards

Your Profile / Qualifications

• Bachelor’s degree in Chemical Engineering, Master’s in business management (Marketing)

• Minimum 5 to 10 years of experience of working in industry.
• Broad experience of working in sales especially around pharmaceutical industry with proven track-record will be highly preferred.
• In-depth technical knowledge on Granulation lines, Material handling & containment solutions.
• Capable of handling activities relating to Sales Manager viz. Generating pipelines by visiting various customers, evaluating enquiries, understanding URS, process equipment, Process flows, Technical & scope clarifications, etc.
• Ability to present to wider audience.
• Good Negotiation & commercial skills.

• Sales professional
• English (proficient)
• Analytical capabilities, problem-solving skills
• Strong Customer orientation
• Adapts well to changes in assignments and priorities
• Team player, strong bottom line and target orientation with a strong people orientation
• Excellent communication
• An entrepreneurial mindset, taking ownership of the work, assignments, successes and mistakes.
• High performance and result orientation
• Interpersonal skills (power of persuasion, conviction and well-argued reasoning, & build up relationships with relevant decision makers and stakeholders)
• Personal drive and the ability to think and act independently
• Excellent Communication & inter-personal skills.
• Ability to work with cross functional teams (internal & external).

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