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English below
Le/la Directeur/directrice de comptes - Pharma est responsable de la vente d’ingrédients pharmaceutique actif (IPA), de solvants et d’excipients dans l’industrie pharmaceutique dans la région du Québec. Si vous recherchez un poste stimulant dans un environnement axé sur le travail d’équipe, ce poste est fait pour vous!
Ce que vous ferez
- Développer des ventes rentables dans un territoire assigné en augmentant les ventes auprès des clients actuels et en démontrant un engagement envers la prospection et le développement de nouveaux marchés.
- Adopter une approche de vente consultative axée sur l’établissement de relations à long terme et fondées sur la valeur avec les comptes, en les développant pour générer davantage d’affaires et en maximisant les marges tout en réduisant le temps et les coûts de gestion.
- Renforcer la position d’Univar Solutions au sein de chaque compte grâce à une vente consultative approfondie à tous les niveaux.
- Prospecter des nouveaux clients, effectuer des appels de vente et développer activement la taille de votre territoire.
- Gérer les d’opportunités – maintenir une vue claire et à jour de votre pipeline de ventes et de la santé du territoire.
- Accroître la taille du territoire conformément aux objectifs d’Univar Solutions.
- Se concentrer sur la fidélisation des clients et l’amélioration de leur satisfaction.
- Fournir un soutien et des services de conseil aux clients pour accroître notre valeur.
- Définir les prix et les niveaux de service, ainsi que maintenir et coordonner les devis clients ou fournir les informations nécessaires aux succursales locales.
- Coordonner avec les équipes locales, y compris les achats et les opérations, pour assurer des niveaux de stock adéquats et la satisfaction des clients.
- Communiquer clairement avec les parties prenantes internes et les contacts clients pour assurer un service efficace.
- Servir de contact initial pour les opportunités de distribution chimique internationale.
- Établir des relations clients efficaces par des appels commerciaux et des interactions pertinentes.
- Assurer une saisie et une mise à jour précises des données dans SFDC.
- Faire preuve d’un engagement envers la sécurité, personnelle et collective.
- Autres tâches selon les besoins.
Ce dont vous aurez besoin
- Minimum de 2 à 5 ans d’expérience dans un poste de vente avec un historique de succès avéré.
- Une expérience dans la distribution de produits chimiques est un atout.
- Connaissance et expérience des processus d’achat et de fabrication pharmaceutiques souhaitées.
- Expérience avec des cycles de vente longs ou des projets cycliques.
- Capacité démontrée à développer un vaste réseau de contacts.
- Expérience démontrée en tant que leader efficace et joueur d’équipe.
- Forte motivation pour les résultats.
- Bilinguisme essentiel – maîtrise de l’anglais et du français.
- Excellentes compétences interpersonnelles et en communication, avec la capacité de développer des relations solides avec les clients et les collègues.
- Excellentes compétences informatiques, y compris MS Outlook, Word, PowerPoint, ainsi que les plateformes CRM comme Salesforce.com et Tableau.
- Capacité à gérer efficacement le temps et les ressources pour atteindre les objectifs.
- Solide sens des affaires, y compris la compréhension des relations entre fabricants, distributeurs et utilisateurs finaux de produits chimiques.
- Excellentes capacités d’écoute et attitude axée sur la résolution de problèmes pour identifier les besoins et motivations, surmonter les objections et conclure une vente.
- Compétences en négociation permettant à Univar de valoriser ses produits et services sans recourir à une vente basée uniquement sur le prix.
Ce que nous offrons
- Programme de travail flexible.
- Voiture de fonction.
- Programmes de formation et de développement rémunérés à tous les niveaux
- Opportunités d’avancement de carrière et de mentorat à l’échelle mondiale.
- Allocation pour la formation.
- Salaire compétitif, avantages incluant: assurance médicale et dentaire payée par l’employeur, couverture invalidité court et long terme, régime de retraite avec contributions équivalentes de l’employeur.
- Réseaux de ressources pour les employés promouvant la diversité, l’équité et l’inclusion au sein de l’entreprise.
Lieu de travail
Poste en télétravail pour les candidats situés à Montréal ou dans les environs, QC.
Account Manager - Pharma Ingredients
The Account Manager - Pharma Ingredients is responsible for selling API’s, Solvents and Excipients into the pharmaceutical industry within the region of Quebec. If you are looking for an exciting role in a team-orientated environment this is the job for you!
What you’ll do
- Build profitable sales in an assigned territory through additional sales with current customers and demonstrates commitment to prospecting and new business development.
- Employ a consultative sales approach that focuses on building a long term, value-based relationship with accounts, penetrating them for further business and maximizing the margin they create while reducing the time and costs in managing them.
- Enhance Univar Solutions Canada position within each account using consultative and in-depth selling at all levels within the account.
- Prospect for new business; conduct sales calls and actively grow the size of your territory.
- Opportunity pipeline ownership - Maintain a clear updated view of your sales pipeline and health of the territory.
- Grow size of territory in accordance with Univar targets.
- Focus on customer retention and improving overall customer satisfaction.
- Provide customer support and consultant services to increase our overall value to the customer.
- Set pricing and service levels, as well as maintain and coordinate customer quotations or provide necessary information to allow local branches to do so.
- Coordinate with local teams including Purchasing and Operations to insure proper inventory levels and overall customer satisfaction.
- Communicate clearly as needed to insure local internal stakeholders and customer contacts are aware of account activity and any actions required to successfully service the customer.
- Serve as initial contact for international chemical distribution opportunities.
- Build effective customer relationships through business calls and effective customer interaction.
- Ensure proper SFDC data input, maintenance, and accuracy of data
- Demonstrate commitment to safety, both personal and of your colleagues.
What you’ll need
- Minimum of 3+ years of sales experience in the Pharmaceutical Ingredients (raw chemicals) industry. (Experience with APIs and Excipients is valued)
- Experience in manufacturing, distribution, industrial, or chemical industry sales is preferred.
- Bachelor’s degree or equivalent experience (Technical Science, Chemistry preferred but not required).
- Experience with longer sales cycles or cyclical project.
- Demonstrated ability to cultivate an extensive network of contacts.
- Demonstrated experience as both an effective leader and team player.
- Demonstrated competitive drive for results Bilingual is essential-fluent in both English and French.
- Strong inter-personal and communication skills and the ability to develop strong, successful business relationships with customers as well as internal teammates.
- Excellent computer skills including MS Outlook, Word, and PowerPoint as well as CRM platforms such as Salesforce.com and Tableau.
- Ability to manage time and resources effectively to achieve goals.
- Strong business acumen, including an understand of the business relationship between manufacturers, distributors and end-users of chemical products and services.
- Well-honed listening skills and a problem-solving attitude to uncover needs and motivations to overcome objections to close a sale.
- Effective negotiation skills that allow Univar to realize appropriate value for products and services, rather than resorting to price-based selling.
What we offer
- Flexible work program.
- Company car.
- Paid training and development programs at every level.
- Global career advancement and mentoring opportunities.
- Education allowance.
- Competitive salary, benefits to include; employer paid medical & dental, short term and long term disability coverage, pension with employer matched contributions.
- Employee Resource Networks that are advocating for advancing diversity, equity, and inclusion within the company.
Where you will work
This is a home-based opportunity — Covered territory: Quebec. Preference for candidates located in Montreal/Dorval area.
Univar Solutions is a leading, global distributor of chemicals and ingredients essential to the safety, health, and wellbeing of our daily lives from life-saving medicines and vitamins to hand sanitizers and industrial materials used for cleaning, construction, and more. Our global team of more than 9,500 employees support our vision to redefine distribution and be the most valued chemical and ingredient distributor on the planet!
We offer a Total Rewards package that includes market aligned pay and incentives as well as a diverse benefits offering to support our employees’ physical, emotional, and financial wellbeing.
Univar Solutions supports sustainable solutions for the world around us so that we can do our part to help keep our communities healthy, fed, clean, and safe!
We are committed to a diverse workforce and a culture of inclusion. Together, we are building a culture that acknowledges the unique experiences, perspectives and expertise of individuals and provides the development and growth opportunities to empower us to redefine our industry.
Univar Solutions is an equal opportunity employer. All qualified applicants will receive consideration for employment and will not be discriminated against based on their race, gender, sexual orientation, gender identity, religion, national origin, age, disability, veteran status, or other protected classification. We are committed to working with and providing reasonable accommodations to individuals with disabilities. If you require a reasonable accommodation due to a disability during the hiring process, please contact us at [email protected].
Univar Solutions does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms (collectively Recruiting Firms). Recruiting Firms must enter into a Master Services Agreement (MSA) with Univar Solutions prior to submitting any information relating to a potential candidate. All searches must be initiated by Univar Solutions' Talent Acquisition team and candidates must be submitted via Applicant Tracking System (ATS) by approved vendors who have been expressly requested to make a submission for a specific job opening. No placement fees will be paid to any firm unless the aforementioned conditions have been met. Contacting our hiring managers directly is prohibited.
