Pharmaceutical & Food - Business Development Manager (Southwest)

Yoh is hiring a Business Development Manager (Pharma/Food) for our San Diego, CA client. In this role, you will build and strengthen long-term business relationships with customers in the Pharma and Food Science Industry.  They are seeking a highly motivated and independent professional to work in close collaboration with assigned In-House Sales Specialist to identify where to best focus field sales activities to progress opportunities though the sales pipeline and find opportunities.  You will understand the customer's needs, pain points, and objections, and then tailor the sales approach to effectively address their concerns.  You will develop and maintain a high level of domain knowledge relating to industry trends, market conditions and competitors' products so you can effectively position the company's solutions within the Pharmaceutical and Food sector.

Industry: Pharmaceutical and Food Science
Location: San Diego, CA
Compensation: $100k base with additional $50k commission at plan
Type: Direct Hire

Job Functions

• Build and strengthen long-term business relationships with customers.
• Engage with qualified opportunities and guide them through the stages of the sales process to achieve the Sector sales target for the defined territory.
• Work in close collaboration with assigned In-House Sales Specialist to identify where you can best focus your field sales activities to progress opportunities though the sales pipeline and find opportunities
• Understand the customer's needs, pain points, and objections, and then tailor the sales approach to effectively address their concerns.
• Negotiate terms, pricing, and contractual agreements to reach mutually beneficial outcomes for both the customer and the company.
• Develop and maintain a high level of domain knowledge relating to industry trends, market conditions and competitors' products so you can effectively position the company's solutions within the Pharmaceutical and Food sector.
• Collaborate with the sales team, marketing, and other internal stakeholders to coordinate sales efforts, resolve customer issues, and ensure a smooth transition from opportunity to order.
• Develop accurate forecast of expected sales and order intakes based on up-to-date information documented in the company's CRM system.
• Represent company and manage the booth & field team at trade shows, workshops, and seminars within your territory, always promoting a professional image
• Develop and maintain a high level of domain knowledge relating to industry trends, market conditions and competitors' products so you can effectively position the company's solutions within the Pharmaceutical and Food sector.
• Provide timely feedback to the marketing team and regional sales management regarding customer preferences, market trends, and competitive intelligence to support marketing strategies.
• Support the Large and Strategic Account Management programs.
• Identify and communicate to regional sales management areas or changes that can improve our sales processes.
• Contribute to the (sector) team effort to grow the global (sector) business.
• Proactively engage with operations to delivery of solutions to meet customer expectations.

Education/Experience

• BSc/MSc/PhD degree in pharmaceutical sciences, chemistry, or biochemistry. An additional bachelor's or higher degree in business or marketing considered a plus.
• Proven experience in sales in a business-to-business environment, preferably in the pharmaceutical or food industries and with demonstrable growth.
• Excellent influencing, communication and presentation skills and the ability to interact with colleagues and customers at all levels both in-person and remotely.
• Proficiency in Salesforce or other sales-related tools to manage leads, track progress, and generate reports.
• Demonstrated understanding of basic finance and accounting, as well as legal terms & conditions.
• Written and spoken English fluency. Additional language fluencies considered a plus.
• Able to demonstrate a high level of integrity and ethics, going above and beyond to do the right thing every time.
• Actively contribute towards a culture of openness
• Excellent interpersonal skills, with the ability to build rapport and establish trust with customers.
• Strong organizational, planning and time management skills.
• Strong interpersonal skills and a good listener.
• Action oriented and self-driven, with the ability to work independently and as part of a team in a fast-paced sales environment.
• Adaptive to a dynamic and changing environment.
• Mature disposition, positive attitude, and strong sense of commitment.
• Experience of applying the Miller Heiman approach to strategic selling.
• Solid understanding of sales techniques, negotiation strategies, and closing deals.
• High level of understanding of the product development workflows within Pharmaceutical and Food market segments, as well as the company's products supporting those domains.
• Understanding of the principles of value-based selling, ideally using the Miller Heiman approach.
• Well informed and connected to the targeted market industry and R&D.
• Commercial and competitor awareness.

#IND-SPG

Note: Any pay ranges displayed are estimations.  Actual pay is determined by an applicant's experience, technical expertise, and other qualifications as listed in the job description.  All qualified applicants are welcome to apply.

Yoh, a Day & Zimmermann company, is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Visit https://www.yoh.com/applicants-with-disabilities to contact us if you are an individual with a disability and require accommodation in the application process.

Founded in 1940, Yoh operates from 75 locations throughout North America and is headquartered in Philadelphia, PA. Yoh was the nation’s first technology staffing firm. As a business unit of Day & Zimmermann, Yoh has a flourishing global footprint, as our parent company operates from more than 150 worldwide locations.
Company Website: https://www.yoh.com/