Sales Manager Middle East 

US supplier of highly sophisticated lab automation and sample handling in early drug discovery            

Reporting:                   Director, Europe Sales

The Client: 

The US based semiconductor client is growing strongly for about 35 years on an annual sales volume today of about $ 500 million. Management decided a few years back to diversify into life sciences, specifically in the area of sample and compound handling in cold chains. The company also is offering cytometers, other high-throughput instrumentation, blood fractionation devices. In the meantime, the life science business turns around about $ 60 million p.a. and claims a market share in excess of 40%. The rapid market entry was facilitated by 3 critical acquisitions demonstrating strong financial commitment. 

The market for such sample and compound handling in early drug discovery is growing in excess of 20% p.a., driven by increasingly complex high throughput screening in early phases of development.  Specifically, the combination of sample and compound handling in rather cold environments presents a special technical challenge to the engineers. The company provides other instrumentation to the life science laboratory as well. The company is well established with Big Pharma and sees additional growth potential in large national research institutes. 

The company in Europe maintains sites in England & Switzerland. 

Role:

The Client is represented in key European markets with Technical Service Professionals and with 'Technical Consultants'. Management found, though, that additional professionals focussing just on sales and opportunity analysis help exploit the market opportunity. Hence, the company looks for additional such Sales Managers across European regions and the Middle East. 

The tasks are classic given it is about Sales of capital intense and sophisticated equipment: 

• direct sale of the company's automation and related services to the clients in Pharma and the large national research institutes
• continuous analysis of current and future client needs derived from the information provided by clients regarding their R&D strategies and priorities
• prospecting for new clients; continuous analysis of those
• making use of shows, symposia and conferences to represent the technical possibilities of the company
• generating interest, processing the enquiries and presenting custom solutions in close cooperation with England and US HQ
• proactive management of enquiry to order
• systematic client relationship management by 
  • maintaining a high level of competence both technically and application wise
  • repeated client approaches
  • continuous and reliable client handling 
• Contribution to the company's strategic planning by presenting the interests of the Middle East clients
• monitoring and reporting on market and competitor activities and provide relevant reports and information as requested
• support key account management, help ensure commitments made are being executed on; identify new opportunities; own and resolve open issues or client concerns with existing equipment

The ideal candidate...

• has a science degree in one of the typical life sciences like biology, biochemistry, biotechnology, Medicinal Chenistry, Pharmacie
• has work experience in early discovery and high-througput screening or has worked for a supplier to this industry
• knows some of the key players in the field conducting high-throughput screening
• is familiar with capital intense instrumentation worth in excess of EUR 500 K

Obviously, communication skills help, so does the ability to build good personal relationships with highly technical scientists and lab managers. The ideal candidate must be able to communicate the information coming from the client within the company and back to the client. 

The client is not decided yet where the ideal candidate is being located, in Europe or in the Middle East. 

Qualifications Summary:

• minimum of 5 to 10 years in a similar position ...
• promoting capital intense instruments...
• to technically challenging clients ...
• to research sites of the life sciences. 
• A technical or science degree
• good communication skills 

Other:

This position is ideal for someone being intrigued by sophisticated engineering and international networking. Not only is the Client paying salaries in excess of EUR 80 K p.a. it also provides strong financial incentives to perform well.

 

hier bewerben! please apply here