Area Sales Manager

About WhiteCrow

We are global talent research, insight, and sourcing specialists with offices in the UK, USA, Singapore, Malaysia, Hong Kong, Dubai, and India. Our international reach has helped us to understand and penetrate specialist markets at a global level. In addition to this, our service is also extended to complement our client’s in-house talent acquisition teams.

About our client

Our client is the world’s only integrated pharma manufacturing solutions company. Capsules + Films & Foils + Engineering + Inspection and Track & Trace systems, they do it all. They have a presence in over 100 countries with its products and services, employing more than 3,200 members that strive to provide world-class technology across multiple domains. They offer a complete range of solutions beginning with empty capsules; granulation and tablet coating; capsule filling; tabletting; packaging films; blister packing and carton packing to the end-of-line solutions and track and trace systems.

As a Area Sales Manager, you will be responsible for...

• Strategic Planning and Execution
• Designing and implementing pricing strategies tailored to accounts and key customers.
• Identifying and prioritizing market-focused products to drive value growth for the organization.
• Developing a deep understanding of the needs and expectations of accounts and key customers.
• Crafting a Key Account Management strategy aligned with company's Packaging Materials overarching business objectives.

Core Functional Responsibilities

• Developing the annual budget in collaboration with sales leaders, ensuring achievement of targeted sales volume and value.
• Planning and conducting proactive customer visits and meetings to deepen understanding of customer requirements and build strong relationships.
• Providing timely techno-commercial information and clarifications to address customer inquiries.
• Regularly updating customers on new product offerings and enhancements in the product range.
• Devising alternative solutions to address supply challenges for specific orders.
• Identifying and pursuing potential business opportunities, converting them into sustained revenue streams.
• Implementing corrective and preventive actions to resolve and avoid customer complaints effectively.
• Recommending pricing strategies tailored to customer needs, ensuring approval and seamless implementation.
• Gathering and analyzing customer and competitor data, including pricing, credit terms, volumes, business share, and quality assessments.
• Maintaining the budgeted ASP (Average Selling Price) to achieve the overall contribution outlined in the budget. Internal Process
• Developing detailed, customer-specific plans to achieve targeted price realization and contribution. Ensuring timely collection of payments from customers in alignment with agreed terms.
• Coordinating with the Group Sales team to promote combo deals, fostering deeper customer relationships.
• Working closely with internal stakeholders across company's Films & Foils to ensure seamless fulfillment of customer requirements.

Key Result Areas

• Improvement in Share of wallet of all Accounts.
• Achieve Budgeted Sales value, volume and ASP’s for the allotted markets.
• Achieve Budgeted business growth in New products in the allotted markets.
• Achieve Budgeted DSO’s for the allotted Accounts
• Customer retention rate.
• Net Promoter Score.
• Improvement in Share of wallet of all Accounts.
• Achieve Budgeted Sales value, volume and ASP’s for the allotted markets.
• Achieve Budgeted business growth in New products in the allotted markets.
• Achieve Budgeted DSO’s for the allotted Accounts.
• Customer retention rate.
• Net Promoter Score

What you already have...

• Bachelor's Degree preferably in Business Administration, Marketing, Engineering or a related field.
• Master’s Degree in Business Administration (MBA) with a specialization in Sales, Marketing, or Strategy.
• OR Relevant experience or certifications in Key Account Management, Sales Leadership, or Market Analysis (e.g., Certified Key Account Manager, Sales Management Certification).
• 5–8 years of experience in Sales or Business Development, preferably in the packaging, manufacturing, pharmaceutical, or related B2B sectors.
• Familiarity with the markets, including regional business
• Experience working with multi-cultural teams and customers across the assigned territories.
• Experience in techno-commercial roles, with the ability to understand and communicate technical product specifications and benefits.
• Demonstrated success in handling cross-border

Locations:

• France and Spain