Solution Sales Manager

Ideas need initiative.


Werum IT Solutions is the world’s leading supplier of manufacturing execution systems (MES) and manufacturing IT solutions for the pharmaceutical and biopharmaceutical industries. Werum’s PAS-X software product is run by more than half of the world’s top 30 pharmaceutical and biotech companies as well as many mid-sized drug manufacturers. Founded in 1969, Werum is headquartered in Lüneburg, Germany, and has locations in Europe, America, and Asia. Werum is part of the Körber Group’s Business Area Pharma Systems.


 
The Business Area Pharma Systems provides high quality solutions for the production, inspection and packaging of pharmaceutical products and units seven internationally successful companies under one roof.


The Körber Group is an international technology group with around 10,000 employees all over the world. It unites technologically leading companies with 140 production, service, and sales companies and offers its customers solutions, products, and services in the Business Areas of Automation, Logistics Systems, Pharma Systems, Tissue, Tobacco, Corporate Ventures and Körber Digital.

For our location in Parsippany we are looking for

Solution Sales Manager

Tasks:

Role Description

The primary purpose of the Solution Sales Manager is to achieve their overall revenue goal.  In order to achieve this goal, the Solution Sales Manager must create a complete territory business plan that supports their quota and development of pipeline opportunity. Based on the business plan the Solution Sales Manager is responsible to identify and qualify opportunities, develop and drive strategy. The Solution Sales Manager will drive opportunity planning and demonstrate value to customers both individually and by engaging other internal resources and executive management.

 

Tasks and Expectations

  • Account and Customer Relationship Management, Sales and Software License, Services and Maintenance Revenue.
  • Annual Revenue - Achieve / exceed quota targets.
  • Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.   Develop relationships in new customers and leverage to drive strategy through organization.
  • Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (solutions, project and company expertise)
  • Monitors and maintains pipeline to ensure delivery of sales goals
  • Applies an in-depth understanding of Werum’s products, services and solutions
  • Stays current and informed on all new programs, campaigns and offerings
  • Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles toward achievement of goals
  • Participation in customer meetings/workshops throughout the sales cycle
  • Being the single point of contact during the sales process
  • Continuous improvement of Werum’s presentations and software demonstrations
  • Preparation and participation in sales shows and conferences

Qualifications:

  • Superior listening skills, excellent verbal and written communication skills, strong presentation skills;
  • Self-motivated, energetic and enthusiastic personality;
  • Strong relationship-building skills;
  • Ability to quickly learn software functionality and new hardware requirements for demonstration & consulting purposes.
  • Strong problem solving skills.
  • Ability to travel up to 50%

Education and Experience:

  • A Bachelor’s Degree in business, engineering or technology
  • Familiarity with GMP / Pharma environment and Pharmaceutical process knowledge is a plus
  • Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market
  • Demonstrate success negotiating complex contracts
  • Demonstrated knowledge on consultative selling methodologies
  • Experience leading/managing in a team sales environment