Responsibilities
Business Development: Develop and optimize system sales in Portugal and Spain, achieving quarterly and annual plan for orders, sales and operating profit (discount management).Commercial Strategy: Define and implement local sales strategies and tactics, ensuring timely and high-quality reporting (leads funnel and forecast, business reviews using company’s tools and Informatics).Team Management: Set commercial objectives, manage sales team productivity. Continuously optimize qualitative/quantitative indicators to guarantee the growth of revenue.Action Plans: Develop, validate, and execute team action plans, integrating the company's commercial strategy.Collaboration: Work closely with all relevant stakeholders (Chemistry, Service, Demand Generation) to develop and execute promotional activities, evaluate their impact, and propose corrective actions.Negotiation: Negotiate with purchasing departments of strategic accounts.Prospecting: Follow up on prospecting activities, field visits, and ongoing business to optimize territory coverage.Sales Support: Utilize company tools for training, customer documentation, and sales support.Customer Relations: Maintain professional relationships with customers to ensure loyalty, address critical issues promptly, and escalate when necessary.Leadership: Act as a proactive member of the South Europe leadership team.Management of the Sales Team
Leadership: Lead, motivate, coach, and develop a team of Account Managers and Sales Support teammates.Development: Act as a "multiplier" manager by ensuring individual development plans for each team member, with regular coaching activities.Training: Implement necessary tools and means for team success, providing specific training for individual development.Monitoring: Regularly follow up on activities to ensure the quality of the team's skills.Continuity: Ensure continuity in departmental activities during employee absences.Optimization: Assess the existing sales organization to determine optimal organizational design, strategic direction, and tactical implementation to meet revenue and growth goals.Communication: Maintain excellent internal communication with other divisions (Consumable Sales, Laboratory, Customer Service, Finance and Administration, and the European structure) to exchange necessary information for business development and customer satisfaction.Participation: Actively participate in sales and service meetings, staff meetings, and national, European, and international meetings to communicate the company's commercial strategy to the team. Qualifications
Skills and Qualifications:
Background and Education:
Professional background in Biochemistry, Chemistry, Engineering, or related fields.Minimum of a Master's degree (Master 2 or equivalent).Knowledge and Experience:
Strong leadership and management skills.Proven track record with at least 5 years of experience as an international commercial leader, including coaching and developing teams.In-depth product knowledge of Chromatography and Mass Spectrometry.Extensive market knowledge in Pharma, Food, Environmental, Omics, and Academic sectors.Excellent verbal and written communication skills.Fluent in Spanish and English, both verbal and written; additional European languages (Portuguese) are a plus.Willingness to travel up to 50%, including overnight stays.Proficient in Windows environment (Word, Excel, PowerPoint, Teams, Outlook).Familiarity with Sales Force and Power BI.Personal Attributes:
Ability to translate corporate growth strategies into tactical Business Plans with both a short term implementation view and a global long-term strategic vision.Passion for team management, recruitment, training, and development.Strong organizational skills with the ability to handle multiple tasks and priorities.Excellent business acumen and negotiation skills, capable of influencing purchase decisions.Ability to work under pressure and meet quarterly and annual objectives.Dynamic, proactive, and customer-oriented.Team spirit, excellent interpersonal skills, open-mindedness, and effective communication.Strong sense of organization, diligence, and common sense.Ability to manage and optimize administrative tasks.