Strategic Account Manager, Oceania

Envirotainer transports life-saving pharmaceuticals around the world with innovative temperature-controlled solutions. With 40 years leading the industry, the world's largest pharmaceutical companies trust us to deliver. We offer the widest choice of cold chain solutions and a range of shipment monitoring services, all backed by our extensive global network to get your product to where it needs to be, precisely when it needs to be there. When it comes to sustainability, we lead by example. Our ambitious science-based targets guide us, so we can reduce not only our emissions but our customers', too. Our transparent reporting, data-driven approach, and precise CO2 calculations allow us to measure our environmental impact all the way down to emissions per vial. From research and development all the way to commercial distribution, we can deliver large quantities down to single patient samples. So no matter what the pharma industry produces, we can ensure the safety and efficacy of medicines for every phase of the pharmaceutical life cycle.

Envirotainer was founded in Sweden in 1985. We have employees worldwide and sales representation in 20 countries, with the headquarter in Stockholm, Sweden.

For more information, please visit www.envirotainer.com

Position: Strategic Account Manager, Oceania

Department: Commercial

Reports to: VP Regional Sales, APAC

Purpose of position

The position is to help drive the growth of Envirotainer by building a strong and broad base of long-term, high-quality relationships between Envirotainer key persons and the Pharma shippers for selected accounts in a greater geographical area within the region. The Strategic Account Manager (SAM) works closely with Global Key Account Managers for Pharma, Airlines and Forwarders and other Strategic Account Managers, Head office and Management in the development of shipper relationships, and its business.

The SAM’s main tasks are to develop account plans to fulfill growth, revenue and volume trip goals in collaboration with others in the Envirotainer organization and identify the best ways to meet shipper needs and achieve corporate objectives and thereby position Envirotainer as a key partner to the pharmaceutical companies. The SAM also identifies new customer prospects and qualify leads. Although the ultimate focus of the Strategic Account Manager lies with the pharmaceutical shipper accounts, the Strategic Account Manager must also build strong local relationships with relevant Airlines and Forwarders.

The position reports to VP Regional of Sales APAC and you are part of the Regional Sales team.

Responsibilities

Functional responsibilities

Account management

• Perform regular business reviews with assigned local accounts (shipper, airline and forwarder).
• Ensure accurate monthly forecasting by working with all stakeholder groups (forwarders, airlines and shippers).
• Perform regular account analysis to identify trend, deviations from forecast and budget and new leads, opportunities and risks.
• Identify and escalate any customer complaints or risks to relevant internal stakeholders for resolution.
• Take lead in managing local RFQs using the Envirotainer process for managing RFQ/RFP opportunities.
• Generate budget and prognosis by analyzing ongoing business and opportunity pipeline to estimate future volumes.
• Actively participate in account team work and execute on assigned tasks in account plan managed by GKAM, GPM or other SAM.
• Manage assigned target accounts by creating and executing on account strategy and plan.
• Keep account information in Salesforce correct and current for assigned local accounts (shipper, airline and forwarder).

Lead generation

• Proactively select and participate in relevant local industry events, conferences and key local sales channel customer events.
• Drive marketing activities with support from Marketing.
• Generate leads from new or existing accounts via NPIs, new plants, new markets and by scouting local news and industry trade newsletters.

Prospecting with new or existing pharma or other accounts for new business

• Qualify leads and discover customer needs.
• Penetrate the account and identify new contacts across departments.
• Proactively sell Envirotainer’s value proposition to all stakeholder groups and educate for future needs (Envirotainer company introduction, portfolio, services etc.).
• Perform commercial training of local sales channels.
• Provide container demonstrations to stakeholders for commercial reasons and benefits, mainly to shippers.

Pipeline management

• Actively manage trip and conversion opportunities through pipeline for assigned local accounts and follow the Envirotainer process to manage trip opportunities
  • Ensure understanding of key decision criteria (the need behind the need).
  • Support customer through quotation approval.
  • Ensure a commercial offer that covers the opportunity.
  • Support the customer in detailed shipment planning and follow up on ordering according to agreed forecast.
• Engage with relevant decision makers and external and internal stakeholders to identify and fulfill needs to win opportunity.
• When relevant identify and utilize an opportunity team and take responsibility for communicating and driving the discussions to win an opportunity.
• Drive inbound business growth by providing support at destination to other SAM to win or develop opportunities and ongoing business (e.g. where decision making lies with the consignee).

Continuous improvement

• Track and act on stipulated performance metrics that capture both leading and lagging indicators.
• Feedback opportunities and risks regularly to manager.
• Seek feedback from peers to drive improvement of processes used by Sales.

Demands on the position

Professional capabilities

• Experienced and proven success in business-to-business sales of advanced products, systems or services
• Strong general business experience and acumen
• Highly motivated, structured worker and a self-starter
• Sales driven, thrives on “hunting” leads and developing new opportunities
• Excellent verbal and written communication and presentation skills
• Motivated by activity-based metrics and milestones
• Highly developed customer and service orientation, broad cultural understanding
• Self-secure appearance and ability to assert oneself
• Excellent computer skills in Microsoft Office and internet usage; strong affinity to usage and requirement specifications of IT tools; working knowledge of Salesforce would be an advantage.

Interpersonal skills

Our core values are essential to us; Trustworthiness, Passion, Agility and Team spirit. To be successful in your role at Envirotainer you need to demonstrate the following interpersonal skills;

• Professional, and act with integrity and take responsibility for your work and actions
• Open, honest and transparent in your communication
• Pragmatic, creative and solution-oriented approach to how you perform work within the areas of your responsibility
• Strive to be agile and to act fast
• Well-developed customer and service orientation towards colleagues and partners

Relevant work experience and education

• 5-8 years of proven and successful business management experience
• Professional experience from Transportation, Logistics and/or Pharma of Life Science industry
• Bachelor’s degree or 8 years of related business experience in the specific industries referenced
• Experience of consultative selling would be beneficial
• Experience and proven success in the Sales Management of Global/Corporate/Key Accounts
• Experience working for a multinational, multicultural, global company
• Documented sales success – sales budget achievements, sales performance awards or similar

Location

Australia, Melbourne or Sydney. Homebased.

Business travel is required in this position 40-60% (domestic and international; drive time; air travel; overnight stays in hotels).

Contact person

Jonathon Haydn-Evans

VP Regional Sales APAC

[email protected]