Job Details

MARKET STRATEGY:

Support the Head of Sales CC in the development of the strategic content by providing customer and market information; Translate the Strategy CC into Market Strategy at level Customer and at level Product Groups considering the 4Ps of the Marketing Mix. Collect Market, Competition, and Product as well as Customer information in order to develop the appropriate customer strategies. Review the commercial and customer satisfaction results for the assigned customer portfolio and adjust customer tactics accordingly. Based upon the foregoing, develop the Strategic Account Management Model (SAM PLAN) for assigned customer and/or customer portfolio Manage and execute the Strategic Account Management Model for CC (IS) within the assigned customer portfolio through the definition of customer focused actions.

CUSTOMER PORTFOLIO MANAGEMENT: 

Manage the existing and develop new business within the assigned account portfolio Utilize the Strategic Account Management Instruments as well the Market Strategy Instruments and transform them into actions focused upon the assigned customer portfolio. Ensure the flawless collaboration and communication with the other departments involved in the value chain CC. In alignment with the Pillar Marketing Container Closures, execute the appropriate Marketing Strategies by using the provided Tools. Collaborate with the Pillar New Business Development for the development and realization of business opportunities within the current customer portfolio and targeted Product Portfolio. Collaborate effectively with the operations and the other in the value Chain CC involved Departments in order to ensure a flawless supply of product and service towards the assigned customers targeting the realization of the defined DSS Intern but also Customer Oriented initiatives. Negotiate commercial agreements, compliant with the segments targets. Secure periodic and proactive report of the activities within the assigned customer portfolio towards the Head of Sales CC.

CUSTOMER RELATIONSHIP MANAGEMENT: 

Establish customer proximity and the flawless execution of the interaction with the customers leading to the highest customer satisfaction. In close collaboration with the relevant Customer Service Representative, guarantee an outstanding and reliable.

SERVICE EXPERIENCE:

Leading to the highest customer satisfaction. Organize and perform customer visits where needed. In general, travel to customers will be occasional.

At the customer: Prepare the meeting, discuss with customer, provide presentations if needed. Write and distribute customer visit reports.
On site (incl. support of Quality Audits): prepare the meeting, discuss with customer, organize/support plant tour, provide presentations if needed.
Write and distribute customer visit reports. Determine tactics and develop actions supporting the achievement of the segments customer satisfaction targets.

BUDGET SETTING AND ACHIEVEMENT: 

Ensure the appropriate setting of the annual budget targets and Strategic Planning Period (SPP) figures for the assigned customer portfolio, compliant with the segments targets (Price setting vs. Margin targets). Ensure the achievement of the planned budget and Strategic Planning Period figures for the assigned customer portfolio and determine tactics supporting achievement of financial objectives through the Monitoring of relevant financial objectives (KPI) and Forecast Management (For deviating forecasts, determine corrective actions supporting the achievement of financial objectives). While setting and monitoring achievement of the budget and SPP figures, ensure a correct application of the available Sales Instruments (example: BSC Tool Pricing Tool Qlickview Arkieva ..)

Thorough knowledge of our products, company processes and guidelines,
(global) customers and markets.
Thorough knowledge of requirements regarding quality, guidelines, registrations and other regularities of the global pharmaceutical industry.
Practical Knowledge in the areas financial, commercial and marketing Thorough knowledge of basic office and company specific software (SAP Business Warehouse).
Proficient knowledge of the English language.
Additional languages is an asset (may vary depending on the assigned geographical area)