Market Development Sales Representative

Greenwood, South Carolina

Market Development Sales Representative

Today Lonza is a global leader in life sciences. We are more than 15,000 employees in more than 100 locations around the world. 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.

This position will be responsible to manage the Market Development territory in the pharmaceutical industry, and to drive sales revenue by initiating and/or nurturing contact with incoming leads and current Market Development accounts. They will report activities/results of customer contacts to management, keeping them informed of market conditions and competitive activities. In addition, the Inside Sales Manager will collaborate closely with Account Solution Representatives, Sales Managers, Field Service Engineers, Quality Personnel, and Business Development colleagues to ensure customer needs are being properly fulfilled and territory sales targets are achieved by driving continued growth.

Key responsibilities:

  • Make prospect/customer calls and/or visits to move development projects forward, and to solicit and receive orders
  • Proactively profile customer needs, and then influence Capsugel management to adjust procedurally to fulfill customer needs
  • Develop and execute a selling strategy that exceeds business plan as determined by Management
  • Work with customers, in coordination with internal teams, to satisfactorily resolve customer complaints and requests, and supply written visit reports in a timely and accurate fashion
  • Establish call/visit frequencies with customers to accomplish targeted sales objectives
  • Provide market feedback to management about competitive activities, i.e. pricing, quality, new product introductions, sales force changes, etc.
  • Introduce capsule dosage forms to potential capsule users through prospect R&D and Marketing groups, with assistance from Business Development, Marketing and Sales
  • Attend trade shows and conventions to represent Capsugel and support Marketing efforts
  • Provide forecast to management of customer’s capsule needs
  • Develop multiple department multi-level contacts at key customers
  • Manage incoming pharmaceutical leads, following up on new business opportunities by promoting our products and services
  • Work with marketing to create campaigns to generate and nurture leads
  • Work closely with Business Development to target new customers
  • Coordinate involvement of Lonza management with customer management to solidify customer/supplier relationships and agreements where applicable

Key requirements:

  • Bachelor’s Degree in science-based discipline required. MBA preferred
  • Must be fluent in English
  • Ability to multi-task and manage resources to maximize territory performance
  • Proficient in SFDC and SAP/Report retrieval
  • Must be able to occasionally travel, both domestically and internationally, 10-25%. Some overnight travel required

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.

Reference: R20590