Manager, Territory Sales

1 week ago

Greenwood SC United States Lonza Full time
United States, Greenwood (South Carolina)

Territory Sales Manager – HEC Nutrition

Remote Opportunity - Ideal candidate will be located on the West Coast of the United States

Today, Lonza is a global leader in life sciences operating across five continents. While we work in science, there’s no magic formula to how we do it. Our greatest scientific solution is talented people working together, devising ideas that help businesses to help people. In exchange, we let our people own their careers. Their ideas, big and small, genuinely improve the world. And that’s the kind of work we want to be part of.

The Territory Sales Manager (TSM) oversees sales for Lonza's Hard Empty Capsules business in the health & Nutrition market within a specified territory in North America. The TSM manages current customers and actively seeks new prospects. The TSM also works closely with customer service, technical services, quality, and business development to meet customer needs and achieve annual sales targets. He/She is also responsible for gathering market information and updating the organization on market conditions and competitors

Key Responsibilities:

  • Visit prospects/customers to understand customer needs, then partner with operations management to fulfill customer needs and exceed their expectations.
  • Introduce all aspects of CHI product and dosage forms solutions to potential customers through prospect Procurement, R&D and Marketing groups, with support from Business Development, Marketing and Sales.
  • Maintain up to date Account (Growth) Management Plans.
  • Establish visit frequencies with customers to accomplish annual growth objectives
  • Visit customers to resolve customer concerns and ensure written meeting reports are kept in a timely and accurate fashion.
  • Provide market feedback to colleagues and regional management regarding competitive activities (i.e. pricing, quality, new product introductions, sales force changes, etc.)
  • Attend trade shows and conventions to represent CHI, build pipeline of new customers, gain market insights, discuss product and dosage form solutions offerings.
  • Provide forecast for customer accounts
  • Develop multiple department multi-level contacts at key customers

Key Requirements:

  • Bachelor’s degree in business, life sciences or technical discipline required.
  • Significant sales experience (business-to-business sales strongly preferred) to include contacts with Purchasing, Production, R&D, Marketing and Quality
  • Experience in the health & nutrition industry, or in a related industry, is preferred
  • Ability to multi-task and manage resources to maximize territory performance
  • Experienced making presentations with both external and internal customers
  • Must be capable of making on the spot sales decisions through negotiations with customers that can have a major impact on the CHI business
  • Must manage the team selling approach serving as the leader among the Customer Service Representatives and the Field Service Engineers in support of all territory account functions
  • Must have interpersonal effectiveness and patience in handling all aspects of external and internal customer interactions and have demonstrated the ability to be a team player
  • Must be able to travel to accounts/sales meetings domestically (up to 50%); occasional international travel may be required

Every day, Lonza’s products and services have a positive impact on millions of people. For us, this is not only a great privilege, but also a great responsibility. How we achieve our business results is just as important as the achievements themselves. At Lonza, we respect and protect our people and our environment. Any success we achieve is no success at all if not achieved ethically.

People come to Lonza for the challenge and creativity of solving complex problems and developing new ideas in life sciences. In return, we offer the satisfaction that comes with improving lives all around the world. The satisfaction that comes with making a meaningful difference.

Lonza is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a qualified individual with disability, protected veteran status, or any other characteristic protected by law.

Reference: R63623

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