Job Listing: Territory Manager (Chemicals) - Southwestern -

Required Skills

Develop strategic and tactical sales plans to pursue aggressively incremental growth of our Analytical Reagents, Bioreagents and Discovery Chemicals businesses in the assigned territory.
Schedule and conduct formal sales activities, including capabilities-based presentations; focus groups; technical seminars; and new product launches to drive sales.
Continuously research, prioritize, and achieve largest opportunities for incremental sales growth of chemicals business in the assigned territory.
Use strong customer focus and personal motivation to develop and maintain new chemicals business in assigned territory, including new distributors/resellers and direct customers.
Represent and promote our clients' value proposition at all levels within your accounts, and in the industry.
Develop a clear customer segmentation plan which will prioritize focus on accounts where our client's value proposition will be most successful.
Effectively manage the internal resources available for achievement of incremental growth of the chemicals business in the assigned territory.
Participate in establishing short- and long-term sales forecasts and goals in assigned territory.
Provide market intelligence and appropriate detail regarding account sales position as requested.
Direct daily sales activities to ensure customer focus, prompt customer response, and customer follow-up where required.
Provide appropriate call reports and activity summaries to business and sales management outlining call details, follow-up actions, and potential 'red flags'.
Maintain and develop contact information for mailing lists and promotional activities.
Coordinate and interface with colleagues to develop appropriate synergies and to promote the growth of our overall chemicals business.
Mine and share opportunities for products and services outside the Chemicals portfolio including Custom Synthesis, Bulk Chemicals, Multicompendial, Nucleic Acid products and Biology products; share leads and follow-up as appropriate to contribute to overall International sales growth.
Manage fixed costs within your territory to budget, including Travel and Entertainment, Promotional and Sampling spends.
Review and recommend cost supports and/or rebates for distribution partners in line with account and territory strategy; review and approve with finance as needed.
Manage sales activities with appropriate distribution partner contacts to ensure consistent sales approach, leverage synergies and to avoid customer confusion.
Execute joint calls with distribution representatives as needed to provide sales and product training, and further technical sales activities.
Communicate general vision and strategy of our client to customers, and appropriate distribution partner contacts.
Perform other duties as assigned.

Non-Negotiable Hiring Criteria:

Requires a strong technical background should have some familiarity with:
Bench Testing and analysis applications such as HPLC, GC, AA, and ICP
Life science applications such as capillary electrophoresis, immunoassay development, PCR
Modern synthetic chemistry (including chiral, combinatorial, and organometallic chemistry)
Essential to have effective selling, entrepreneurial, interpersonal, motivational, organizational, planning, teamwork, and strategizing skills
Must have a thorough knowledge of the biotechnology, biopharmaceutical, chemical, laboratory distribution, and pharmaceutical industries
Must have a detailed understanding of product profitability and general business financials
Must be able to use effectively modern computer software (Internet, Microsoft Office, and Windows 2000)
Must possess leadership, communication, and follow-up skills (that is, must possess a "cradle-to-grave" attitude in terms of accounts in the given territory)
Requires the ability to communicate within all levels of the organization in various formats

Key Words - Outside Sales Representative, Key Account Territory Manager

Salary and Benefits

70,000.00 - 90,000.00 DOE

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