Senior Account Manager

2 meses atrás

Lisboa, Portugal Hovione Tempo inteiro

Join a Market Leader:
Hovione is an independent family owned international group of companies. From the beginning, we have set ourselves above and apart through our innovative technological and productive capabilities, reaching a top spot in the world market as an integrated Contract Development and Manufacturing Company dedicated to helping Pharmaceutical Customers bring new and off-patent drugs to market.

Our people are the main asset for our continued success. Reaching over 1950 team members, from 36 different nationalities, that are located across Asia, Europe and North America (Portugal, US, Macao, Ireland, China, Hong Kong, Japan, India, and Switzerland), including 4 production sites.

Working at Hovione means reaching for innovation and excellence in everything we do: for our clients, our partners and, above all, our patients. That is why we are In it for life.

You will be responsible to:
Responsible for overall sales, promoting and supporting the organisation’s services portfolio. Activities include developing and implementing sales strategies; managing and growing existing customer relationships; and monitoring customer and competitor activity and industry trends.

Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers at an assigned group of customer accounts that may include major customers within a geographic or industry focus. Identifies, develops and typically closes new sales opportunities with those existing customers. Creates demand for the organization’s products and services by raising their profile with and increasing their visibility within existing customers. Achieves revenue targets by increasing revenue spend per account. Supports the negotiation of highly complex and long-term contracts. May conduct regular status and strategy meetings with the customer’s senior management to understand their needs and link them to the organization's product/ service strategies.
- Achieve results through others through permanently assigned transversal management accountability
- Provide leadership to multiple small transversal teams or a medium-sized transversal team
- Accountable for the performance and results of their team(s)
- Adapt departmental plans and priorities to address commercial challenges, receiving mínimal managerial guidance
- Support more senior managers in the development of departmental plans
- Decisions are guided by policies, procedures and departmental plans
- Identify and resolve moderately complex problems based on the analysis of information
- Autonomous and self-driven
- Proven team-player
- Achieve the sales targets and ensure project deliver for the portfolio of customer accounts under responsibility
- Manage the client interface of assigned accounts and provide outstanding commercial service through fast, trustworthy and knowledgeable responses to customer demands, and/or coordinating others in responding to customers
- Lead relationships with colleagues in different countries and job functions to ensure customer needs are met
- Create, execute and coordinate account management and development plans for the accounts under responsibility
- Participate in negotiations of CDAs, Master Service Agreements and Commercial Supply Agreements for allocated accounts in close collaboration with the Regional and/or Senior Director of the area
- Coordinate with the global regulatory, production, quality, supply chain and R&D groups to provide a superior level of customer service and technical support
- Develop and accumulate strong and extensive Hovione service expertise, sharing knowledge of offerings and cross-selling as appropriate
- Analyze data, including demand forecasting, within Hovione´s Customer Relationship Management system for Europe to ensure accurate forecasting and reporting
- Identify complex market trends and demands and proposing ideas for new products and services.
- Identify new critical opportunities for the existing product and / or services portfolio and linking with the Business Development team as appropriate
- Monitor customer account and market activity and provide concise and insightful analysis on customer dynamics, market developments and competitor activity
- Optimize the relationship with established clients through both strategic and tactical means including (but not limited to) Key Account Plans, Account Growth Plans, Periodic Business Reviews, client visits and Satisfaction Survey Action Plans
- Attend and represent Hovione at key Trade Shows
- Coordinate the TM's in order to ensure all TMs are aligned and motivated towards achieving Hovione's goals, values and culture by promoting their personal and professional development whilst maximizing productivity
- Monitor own´s budget, by controlling budget evolution, identifying any deviations between the real and the foreseen and taking corrective measures
- Ensure compliance with GMP and HSE guidelines, int

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