ACCOUNT MANAGER UK/IRELAND- BIOSCIENCE - KERRY

Kerry is looking for people with ambition, vision and a commitment to excellence in a dynamic business environment to achieve and sustain growth on a long-term basis.

About Kerry:

Job Description
Account Manager UK/Ireland- Bioscience

Kerry develops, manufactures and delivers technology-based ingredients, flavors and integrated solutions for the food, beverage and pharmaceutical industry with sales approaching $7 billion annually and more than 10,000 products supplied to customers in more than 140 countries.

Pharma, Nutrition and Functional Ingredients business presents a remarkable combination of technical capabilities, innovative applications, and consumer insight understanding. PNFI supports Kerry’s alignment with industry trends such as nutrition, clean label and food safety while the vast portfolio of advanced technologies serves the food, animal nutrition, biotech, fermentation and pharmaceutical markets. Customers come to us for our innovative ideas and integrated solutions, assured that Kerry is where it all comes together for our customers.

Kerry is an innovative, fast-moving and dynamic organization which has grown steadily for 40 years. Smart, creative, and determined people have made us who we are today, and we recognize that building a globally mobile talent pipeline is a key element in our continued growth. We are looking for people with ambition, vision and a commitment to excellence in a dynamic business environment to achieve and sustain this growth on a long-term basis. If you are ready for a fast-paced and exciting role where your career potential is virtually unlimited, Kerry is where it all comes together for you.

About the Role:
Purpose of the position

To meet or exceed set sales targets, through growing existing accounts and creating additional business or new accounts.
The AM will utilize sales planning and pipeline management through SFDC and other tools. He/she will also be required to work closely with colleagues from other business units and functions such as Finance, Customer Support, Quality Services, TSS, Marketing, Operations etc.
This position will have the responsibility for direct customer management, as well as providing technical sales service and support, for the Bioscience business in the assigned region. The role includes providing technical support to customers and responsibilities for customer relationships and new business development within the geography. As Account Manager, the primary responsibilities involve implementing the approved business development strategy for cell nutrition end users while maintaining at least organic market growth rates on current customer formulations. As Technical Service Support, this person must understand our products and capabilities technically in order to support sales and work with the Global TSS members in Europe and Americas to provide efficient and effective customer solutions.
This role is responsible for development and support of new business, technically and commercially; and for communicating market needs for the territory to the business management team. This includes interaction with customers to present products and applications data with the objective of demonstrating the high value of the extensive Sheffield Pharma Ingredients' range. Consequently, in conjunction with the leadership team, the individual is expected to execute a key customer development strategy within the region to achieve growth rates beyond market projections.

The primary work setting will be throughout the region with a heavy focus on customer interaction. Travel is required.

Region ; UK, Ireland, Scandinavia & Netherlands

Key Responsibilities:
Key responsibilities of the role are summarized below and are subject to change according to business needs:

  • Drive and implement the corporate strategy within the client portfolio
  • Drive business from targeted accounts through a combination of face-to-face visits, teleconferences (internal and external), technical discussions and symposiums
  • Map key contacts, decision makers, organizational structure, procedures, policies, and molecule/new product pipelines within Target Accounts
  • Identify, qualify, and close profitable opportunities for our Cell Nutrition offering. Utilize Cross- selling and Up-selling in order to achieve the target
  • Lead all open sales opportunities and act as a focal for internal and external interactions Successfully manage and deliver against individual and team sales targets with specified area of responsibility (e.g. region, key accounts)
  • Understand customer’s business, their needs and goals and identify potential new business Identify market and competitor activity, product and industry developments and feedback this information to Sales Leadership.
  • Use market intelligence to open up new channels of sales
  • Measure and communicate progress against annual targets via accurate and timely reporting and forecasting. Identify gaps and develop a remediation plan as needed
  • Identify general areas for improvements to maximize customer satisfaction & efficiencies, streamline processes, increase sales, improve delivery and product availability etc.
  • Work collaboratively with all colleagues globally to best position Kerry as their global business partner
  • Comply with guidelines surrounding Company systems and other relevant policies
  • Drive negotiation of commercial agreements and contracts
  • To carry out specific additional tasks delegated by line manager
  • Maintaining and developing existing base business.
  • Targeting and winning new customers.
  • Providing Technical expertise to the region.

Person Specification
Qualifications, Skills and Experience:

  • University degree in Microbiology, Biochemistry or similar
  • Ability to interact effectively with customers (on a strategic, relationship, negotiation and technical level).
  • Strong Commercial effectiveness – ability to understand customer needs, decide strategy and then negotiate large and/or complex deals including implementation of contracts
  • Ability to communicate customer and market needs to colleagues
  • Ability to work effectively with colleagues to provide customer technical solutions.
  • Able to work autonomously and collaboratively as part of a team.
  • Previous experience with SFDC
  • Previous experience with selling or supporting Pharma components required. (Sales and /or Technical) Fermentation, cell culture or vaccine experience a plus. Must be capable of independently implementing strategy, influencing others and customer negotiation. Experienced PC user
  • Full driving license
  • Fluent in written and spoken English
     

Competencies Required:

  • Vision and Strategic Thinking
  • Customer Engagement
  • Competitive and Marketplace Understanding
  • Consultative selling style


Location: Home based role in either UK, Scandinavia, Ireland or the Netherlands

Reporting to: Global Sales Director

Closing Date: 30th September 2018

Interested in applying? Please send a CV and brief covering letter to Dr Jeremy Gillespie, Director Global Sales, Cell Nutrition (jeremy.gillespie@kerry.com)