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Head of Commercial NA & Europe Contract Testing Services (all genders)
Merck KGaA, Darmstadt, GermanyDarmstadt, GermanyVor 30+ Tagen
StellenbeschreibungThe role is field based and can be located either at the US East Coast or anywhere in Europe As a member of Contract Testing Services (CTS) Leadership Team (LT) own the top line of the NA and EU P&L : Full responsibility for CTS Sales in two main regions, across all customer segments. Also contributes to CTS Strategy development and general decision making at CTS LT. Owns development of CTS Commercial Strategy in close alignment with Portfolio Management and CTS Strategy and responsible for implementing commercial elements of the CTS strategy (eg Pricing Strategy, Go-to market strategy). Develop Commercial Organization to capture business opportunities in existing and new customer segments and modalities. Drive competitive conversion and new services introduction.Lead, coach, inspire and further develop a global sales organization consisting of regional biosafety testing account managers teams in NA and EUStrategic Partnership account leadsStrategic Sales development and / or Segment Sales Specialists TeamsCommercial OperationsKey Responsibilities : Develop and drive CTS go to market strategy. Key player supporting collaboration approach within Life Science Services (LSS) and wider Life Sciences from CTS portfolio sales perspective. Aligns with other LSS and LS Sales leads for joint key customers. Reach or exceed quarterly and yearly sales targets.Develop and report accurate sales forecasts.Support the team to develop comprehensive sales plans within the regions.Track pricing and price increase success within the regions to protect business profitability.Develop relationships with high-level key decision-makers at target / Strategic Partnership Accounts within the North American and European regions.Support and coach Regional Sales Managers and / or Account Managers during specific situations requiring escalation.Drive teamwork and collaboration with and amongst territory account managers.Track and manage and performance of individual Regional Sales Managers (& Account Managers) and provide direct coaching or training as needed.Support operational planning for business during quarterly rolling Forecasts. Work collaboratively with business partners (S&OP, Orders Management, Project Management, Field Technology Management, Operations / Quality etc.)Support R&D roadmap development to ensure the commercial pillar is well represented. Who you are : Minimum Qualifications : Bachelor’s degree in Biology, Biochemistry, or related Life Science10+ years of commercial sales experience in the biotech industry with a small to large client base, including the use of CRM software, forecasting tools, and other sales-related programs and managing of mid-sized sales teams.Experience managing a sales team and sales managers selling services or products to pharma and biopharma companies, supporting biologic molecule productions.Profound knowledge of pharmaceutical and biotech drug production processes / unit operationsPreferred Qualifications : Ability to generate accurate business forecastsUnderstanding of pricing and the ability to articulate value or reasons behind pricingEffective negotiation skills; generates results with positive outcomes for both partiesStrong relationship building, develops credibility and gains trustSelf-motivated, assertive, takes initiative and works independentlyExceptionally strong conceptual skills – can see the big picture and can translate it compellingly in writing and speech; Ability to reduce complexity and create focus on core must-win initiatives Stakeholder management and influencing skills at executive level; Anticipates areas of conflict, including business issues that may impact organizational results, manages disagreement, and works toward resolution