In line with the companies Mission and Values the Account Manager will be responsible for the optimization of sales (existing customers and prospects) in line with corporate strategy and budget objectives and constraints. You will and manage short- and long-term customer portfolio, expanding market shares and increasing profitability of the region which covers the UK/Ireland and Nordic Countries. You will create commercial added value for Sterigenics and our customers whilst developing your sterilization / irradiation market knowledge. Your goal will be to meet or exceed annual sales targets.
Account Management and Business Development:
- Develop the customer base for Sterigenics in the UK, Ireland and Nordic Countries for sterilization services as well as other services (laboratories, validations, logistics, etc.). Maintain a pipe-line of new projects.
- Develop, on a proactive basis, appropriate business contacts at the higher level with customer and prospects of the region (general management, purchasing /supply chain management, Quality assurance Management, technical management).
- Manage the customer portfolio in line with the company strategy and the regional strategy (taking into account the plant capacities, profitability of customers, etc.) and of the budget objectives and constraints. Achieve commercial excellence in the management of the top 20 customers: regular contacts with key decision makers’ anticipations, continuous improvement of customer satisfaction and service level, compensation of revenue losses, etc.
- Map and monitor the capacities of the sterilization market in the region (in-house and competition). Proactive communication to the management about market opportunities and threats coming from changes in this area.
- Develop the turnover and optimize profitability for existing and new customers by using new solutions bringing added value (new processes, cycle optimization, turn times reduction ) as well as selling new services (regulatory consulting, labs, etc…).
- Continuous improvement of relations with customers, prospects and key opinion leaders of the region, in order monitor the trends and evolutions of the market, including competitor’s activities.
- Regular visit of key customers with the Director of Regional Accounts – Europe.
Sales objectives:
- Prepare the annual sales budget and forecasts in collaboration with the General Manager and the Director of Regional Accounts.
- Achieve or exceed the annual targets in terms of budget, projects and specific actions.
- Regular analysis of the sales trends and comparison with customer forecast.
- Communicate quickly and regularly consistent market information to the hierarchy and the internal stakeholders.
- Create commercial action plans in function of needs, discuss them with the hierarchy and implement them.
Management:
- Inform and mobilize internal competencies in order to answer in an optimal manner to the needs of the customers and their specific demands.
- Actively participate in meetings of the local management, in EMEAA commercial meetings and cross-functional workgroups.
Organization:
- Prepare and insure internal consistence of price for current and future customers.
- Follow up and coordinate or organize, if necessary, the customer orientated activities of the validation, customer service, Laboratory, Quality, Finance, etc
- Set up the commercial contracts and technical contracts (in collaboration with the concerned departments and EMEAA).
- Maintain customer files (in collaboration with the customer service).
- Follow-up claims in collaboration with QA Manager.
- Follow up the on defaults of payments in collaboration with the financial controller.
Academical background
Technical or commercial university (master) level needed, scientific background is a plus.
Experience
Industrial OEM Selling is an asset. Selling of high value services to the industry. Experience in a regulated environment (Pharma/medical) is an asset.
Soft skills
Sales orientated, achieving results, quality and long-term relationship, technical interest, independent and able to work both home office or in team, pragmatic, pro-active and enthusiast. Take ownership, analytical mind.
Languages
fluent in English, secondary European languages are beneficial (French, Italian, German)
The name Sotera Health was inspired by Soteria, the Greek goddess of safety, and reflects the Company’s unwavering commitment to its mission, Safeguarding Global Health®. Sotera Health Company is a leading global provider of mission-critical sterilization and lab testing and advisory services for the healthcare industry. With a combined tenure across our businesses of nearly 200 years and our industry recognized scientific and technological expertise, we help to ensure the safety of millions of patients and healthcare practitioners around the world every year. Across our 64 facilities worldwide, we have over 3,000 employees who are dedicated to safety and quality. We are a trusted partner to more than 5,800 customers in over 50 countries, including more than 40 of the top 50 medical device companies and 8 of the top 10 global pharmaceutical companies.Sotera Health goes to market through its three best-in-class businesses – Sterigenics®, Nordion® and Nelson Labs®. Sterigenics is a leading global provider of outsourced terminal sterilization and irradiation services for the medical device, pharmaceutical, food safety and advanced applications markets. Nordion is the leading global provider of Co-60 and gamma irradiators, which are key components to the gamma sterilization process. Nelson Labs is a global leader in outsourced microbiological and analytical chemistry testing and advisory services for the medical device and pharmaceutical industries. Learn more about Sotera Health at soterahealth.com.
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