Area Sales Manager

Works independently under close supervision, responsible for developing and selling to new customers, channel partners/distributors and cross/up/repeat sales. Maintain existing relationships with organizations distributing products, services and/or solutions. Deliver product demonstrations, sales closure and presentations to customers, channel partners/distributors. Performs other duties as assigned with or without accommodation.

Position Summary:

Demand generation in the field through techno commercial sales promotion for Avantor Microbiology and Cleanroom products by meeting end-users in an assigned territory regularly and thereby strengthening the Brand Image amongst the customers.

ESSENTIAL FUNCTIONS:
• Develops and executes a territory plan to achieve revenue targets and control expenses. Strategies/Implements KAM Specific action plans by mapping Department wise opportunities within the assigned accounts/territory.
• Establishes high-level customer and distributor relationship/intimacy by way of technical and business skills/competencies and situational fluency. Develops and maintains relationship with all the business stake holders – Purchase, Regulatory and End User..
• Regular feedback to organization on market development, new opportunities, competitor's activity. Develops new customers and performs other tasks as assigned by the reporting manager.
• Supports sales management plans by maintaining effective customer relations and assuring continued market penetration and profitability by making in – depth calls to end Users to achieve sales objectives.
• Understands current customer processes and applications and communicates customer technology product requirements to internal stakeholders. Introduces new products and services to the accounts. Resolves customer service related issues. Identify and prospect potential Avantor customers. Determine who the key decision makers and influencers are and effectively merchandize the value of Avantor service and product offerings in alignment with the prospect's key business needs and drivers.
• Using judgment and business know-how, negotiate deals to closure balancing aggressive sales techniques with solid financial considerations – leverages understanding of customer share growth versus profitable growth.
• Demonstrates effective employee relationships built on trust, teamwork, and accountability.

Performance Indicators

Quantitative Targets
• Achievement of Sales Budget
• +0-Day Sales Pipeline
• Contribution margin
• Number of plants covered – number of new accounts, lost accounts
• Profitability
• Innovation projects
• Regular contact to Senior