Technical Sales Manager
SUMMARY: Embria Health Sciences, LLC, is looking for a professional to focus on developing and driving its international sales growth strategies while supplementing North American Sales efforts and providing technical support.
Technical support includes: Technical writing; development of technical sales presentations; reviewing technical marketing and sales collateral; answering customer and consumer inquiries regarding Quality and Operations.
The position entails actively developing, managing, supporting and growing international sales opportunities. These opportunities arise through distribution partnerships and relationships with manufacturing customers. This person is expected to significantly increase the number of international opportunities beyond Embria's current level of international sales.
This person must be able to understand the marketing, technical, regulatory and sales needs of international partners and help devise a strategy for satisfying those needs in coordination with available Embria resources. This professional would leverage their communication skills to provide scientific, technical, and regulatory education about Embria's products, sales goals, corporate values and branding. It is essential that this person is a self-starter who can work independently and still identify when other Embria professionals can provide assistance.
This individual's key responsibilities include assessing potential international opportunities, building strong relationships across different cultures, developing a strategic plan for international sales, managing and training the sales teams of partners, growing sales at strategic accounts, and performing oversight and reporting functions as it relates to client, account, and sales representative performance trends. Additionally, the Technical Sales Manager will leverage trade shows and other lead generation forums to meet sales targets, and frequently acts as the face of the company with external parties.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include but are not limited to the following. Other duties may be assigned as needed.
•Maintains good working relationships with existing customers and provides them with technical and marketing support to further sales of Embria products.
•Conducts product information meetings for existing and potential customer personnel.
•Contacts potential customers and sources of new business and informs them of Embria product offerings.
•Maintains CRM database of current customers, prospects and influencers.
•Conducts sales training for customer sales personnel.
•Maintains sales call and expense reports according to established procedures.
•Responsible for customer accounts receivable and personally contacts customers with accounts over 30 days past due and arranges for collection.
•Attends trade shows and conventions to represent the Company and keep abreast of the competition and the industry.
•Is constantly alert to competitor activities and products. Collects samples, literature, labels, etc. and forwards to the Company.
•Attends international expositions and conferences.
•Works with Embria Health Sciences personnel to develop and implement customer-marketing plans.
•Identifies advertising and promotional opportunities that may benefit the manager's sales efforts.
•Work directly with the Sales and Marketing Manager to develop Strategic Plan and annual goals.
•Technical support (see above)
•Support North American sales efforts as needed in terms of customer visits, trade show attendance, answering North American customer inquiries when necessary
•Preference is to live in the greater Des Moines/Ankeny, IA area in order to commute to Ankeny office whenever not travelling. However, if candidate lives outside the greater Des Moines/Ankeny, IA area, travel to Ankeny six times per year will be required.
•Reports directly to the Sales and Marketing Manager.
•Works closely with all Embria Health Sciences personnel.
•Appropriate contact with Diamond V personnel.
MEASURES OF PERFORMANCE
•Attainment of business plan goals.
•Customer satisfaction and product loyalty.
•Soundness of operational decisions.
•Effectiveness of working relationships with potential customers, customers, and others at the company. Includes communication, cooperation and team effort.
•Effectively network with Nutrition Industry professionals domestically and abroad.
Education, experience and skills:
College degree with additional MS or Ph.D. highly preferred. Minimum of 10 years technical sales experience required, with special consideration for Nutritional Industry or Dietary Supplement experience. Five years experience interacting with B2B customers either as primary salesperson or as support team for Sales Manager. Must have strong verbal communication and extensive presentation skills. Ability to understand complex technical information from research and translate said research into clear and concise, persuasive sales presentations. Ability to write clearly and understandably for business letters, memos, reports, etc. Ability to produce technical sales and marketing collateral and review sales and marketing collateral created by others. Ability to work independently, set priorities and organize work effectively. Must be a self-starter and work independently. Considerable mental concentration is required to work effectively under constant time pressures and with frequent interruption. Strong scientific background: ability to quickly learn and understand complex concepts about body systems and health and be able to communicate effectively with a diverse range of audiences ranging from scientists to sales teams to customer service representatives. Good analytical ability: Identify and analyze problems, with limited standard procedures; propose reasonable solutions, make logical decisions, carry out decisions made and follow up when appropriate. Aptitude for negotiation on behalf of Embria's interests with Embria's distributor partners. Mathematical skills: Ability to accurately apply concepts of mathematics and statistics to practical situations. Valid drivers license, good driving skills and insurable throughout the globe. Ability to maintain the integrity of highly confidential business information.
Physical, mental and environmental requirements:
Overnight travel is required up to 50% of the time. Extensive sedentary work involving sitting in a car, airplane or at a desk for extended periods of time. Walking, standing and exerting up to 50 pounds of force are required occasionally. Regularly required to use hands and fingers to grasp, and/or feel objects or controls. Talking, hearing, reading, writing, bending/stooping, and climbing stars are required. Required to use lap-top computer and technical presentation devices. Duties require close vision, distance vision and depth perception.