Senior Manager, Commerical Lead EMEA (f/m/d)

Senior Manager Commercial Lead EMEA Region

Location: flexible

 

Job model – hybrid

 

Reporting to the VP Global Commercial, you will develop, implement and realize the EMEA region sales strategy and plan for HNC Biomedical, within the Biomedical Strategy and in line with dsm-firmenich and functional guidelines. Alongside people management responsibility (Commercial Development Managers located in the EMEA region) and the EMEA strategic commercial growth strategy, this role will additionally be responsible for Commercial Development (Sales and Account Management) activities for in the aforementioned territory.

 

At dsm-firmenich, being a force for good is not optional. Diversity, Equity & Inclusion is a shared responsibility woven into our daily work, benefiting to our People, Customers & Communities and driving business value. Equal access to opportunities is a given, belonging is a shared feeling, authenticity is celebrated

 

Your key responsibilities

• Develop and implement EMEA sales strategy, plan and operations, in line with the sales & marketing policy of the HNC Biomedical, to achieve the sales objectives
• Monitor the execution of the sales plans and take corrective actions when necessary, in order to achieve agreed objectives
• Develop, implement and realize a Key Account strategy and plan, in order to realize the planned business results and achieve long term customer relationship objectives
• Build and maintain a strong relation with existing and potential key customers and keep abreast of competitive activities with customers, in order to fully understand customer needs, to realize acquisition and retention of customers and improvements in customer satisfaction
• Provide and share relevant market information and recommendations with business partners based on customer and outside orientation, in order to support decision making regarding business strategy, new product and market development and portfolio
• Develop, define, negotiate and conclude with customers long term sales contracts including terms and conditions and conduct value added business alliances, in order to realize the sales objectives and mutually agreed Customer Services Levels (CSL)
• Develop and maintain an external network of peers, competitors, customers in own market area and look after the interest of the dsm-firmenich organization, leading to a positive image of company and insight in developments and trends
• Verify that all commercial and contractual customer agreements are in line with dsm-firmenich legal and financial policies in order to comply with requirements
• Contract, manage and evaluate agents and distributors, in line with agreed specifications in order to provide optimal services
• Contribute to develop and implement the Biomedical strategy including the business or marketing & sales strategy, in co-operation with the GLT/ Commercial LT members and implement the sales part of the strategy
• Develop, implement and manage a cost effective and efficient sales organization, standard working processes and systems, in order to enable optimal business performance
• Ensure formulation, approval and management of the yearly cost budget for the own organization, in order to have the right finances available
• Ensure definition and implementation of performance indicators and ensure periodical reporting of actual performance against these indicators, to facilitate (timely) decision taking

 

We bring

A rich history and a promising future of bold scientific innovation and passionate creation with our customers;
A space to grow by encouraging and supporting curiosity and an open mindset;
A culture that prioritizes safety and well-being, both physically and mentally;
A flexible work environment that empowers people to take accountability for their work and own the outcome;
A firm belief that working together with our customers is the key to achieving great things;
An eagerness to be one team and learn from each other to bring progress to life and create a better future;

 

You bring

• Minimum of 8 years of relevant experience in sales, sales operations, customer service, or other customer-facing operational/business analyst roles
• Academic degree in Business Administration or related field required.
• Excellent know how in commercial excellence (e.g. sales operations/ performance management, KPI controlling, quality & training, sales force effectiveness)
• Understanding of the challenges in providing a superior customer experience in diverse EMEA markets
• Experience leading large scale process improvement projects
• Knowledge of medical device/biomaterials/CMO industries, markets, customers, products and competing c