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Avantor, Inc. Directeur/Directrice Regional des Ventes / Regional Sales Director, Quebec and Maritimes in Canada

Job SummaryLe titulaire de ce poste assurera une direction et un soutien continus aux représentants des ventes externes et une gestion efficace d’une région afin d’atteindre des objectifs de ventes, de profits et de dépenses pour les territoires assignés.This position will provide ongoing leadership and support to the outside sales associates, ensuring effective territory management and achievement of assigned sales, profit and expense goals covering the territory assigned.

PRINCIPALES TÂCHES ET RESPONSABILITÉS (énumérer par ordre d’importance)

  • Formation continuelle de nos représentants de vente sur nos produits et sur les compétences de vente à travers des réunions mensuelles et des jours de rencontre.

  • Établir des objectifs claires et mesurables pour l’équipe de vente et évaluer le progrès de l’équipe vers la réalisation et l’atteinte de leur objectifs.

  • Assurer un lien commun entre les équipes internes de ventes commerciales, de services gérés et de logistique afin de répondre aux besoins de nos clients.

  • Collaborer avec tous nos vendeurs pour identifier nos objectifs communs et mesurer le progrès réalisé vers l’atteinte de ces objectifs.

  • Faciliter l’échange d’information entre les représentants de ventes externes et les leaders en vente and en marketing pour mieux répondre aux changements de conditions du marché commercial.

  • Aider les représentants à vendre "vers le haut" à travers des entreprises de leurs clients.

  • Préparer des prévisions de ventes et de marge pour les territoires et analyser les données de ventes pour la région. Veiller à la réalisation du plan en ajustant les marges pour réaliser les ventes et atteindre les objectifs. Surveiller et gérer les ventes de produits clés.

  • Planification et communication constante entre nos clients internes et nos vendeurs de produits médicaux et scientifiques.

  • S’acquitter d’autres tâches assignées.

QUALIFICATIONS (études/formation, expérience et certifications)

  • Diplôme universitaire requis. Préférence en matière scientifique. MBA un atout.

  • Entre 5 à 8 ans d’expérience en vente dans le domaine de distribution de produits médicaux ou scientifiques

  • Expérience avérée du succès et de responsabilité.

CONNAISSANCES ET APTITUDES (nécessaires pour exécuter le travail avec compétence)

  • Parfaitement bilingue (français/anglais), à l’oral et à l’écrit

  • Capaciter de maitriser les données de vente et de tirer parti du contenu.

  • Expérience avérée du leadership – responsable de la gestion d’une équipe de gestionnaires de territoire

  • Expérience dans l’établissement de relations avec des clients de haut niveau.

  • Expérience de l’élaboration et de la mise en œuvre de comptes.

  • Solides compétences de négociation.

  • Compétences axées de service à la clientèle (interne et externe).

  • Bonnes compétences de présentation.

  • Capacité d’établir des priorités et de gérer plusieurs projets.

  • Solides compétences de communication.

CONDITIONS DE TRAVAIL ENVIRONNEMENTALES ET EFFORT PHYSIQUE (Postes types)

En général, le travail prend place dans un bureau avec un éclairage normal et un niveau de ventilation, de bruit and de température agréable ou normal.

Les taches de chaque poste sont différentes. Des exemples de précédents sont utilisés pour résoudre les problèmes imprévus du travail. De nouvelles solutions peuvent être élaborées pour résoudre les problèmes.

Un volume de travail et des délais fréquents imposent des contraintes de routine.

Un effort physique minime est requis. Le travail est en général sédentaire, mais demande parfois de marcher, de se tenir debout, de se pencher, d’atteindre, de soulever, ou de transporter des objets qui pèsent la plupart du temps moins de 10 lb.

MAJOR JOB DUTIES AND RESPONSIBILITIES (List in order of importance)

  • Continually trains salesforce on products and on selling skills through monthly meetings and travel days in the field.

  • Sets clear and measurable performance expectations of sales force. Provides continuous feedback on their progress toward those objectives.

  • Ensures a coordinated effort between VWR's sales, managed services and logistics teams in meeting the needs of our customers.

  • Works with our vendors to establish joint objectives and measures progress toward those objectives.

  • Is an avenue for information to travel from the field to the management and the marketing teams. This is critical in facilitating change and reaction to market conditions.

  • Helps sales force sell "up" through their customers' organizations.

  • Prepares sales and gross margin forecasts for region territories and analyzes and monitors sales data for the region. Ensures plan achievement by making appropriate gross margin adjustments to achieve sales and gross margin. Monitors and manages key product sales.

  • Successfully interfaces with internal customers and service providers such as Inside Sales, quotations, pricing, credit, Life Science Specialist and the Logistics team in Mississauga.

  • Performs other duties as assigned.

QUALIFICATIONS (Education/Training, Experience and Certifications)

  • University degree is required; Science preferred; MBA an asset.

  • 5-8+ years of Sales experience in medical or scientific products distribution-related business with a demonstrated track record of success and increasing responsibility.

KNOWLEDGE SKILLS AND ABILITIES (Those necessary to perform the job competently)

  • Fluently bilingual (English/French), verbal and written

  • Ability to understand financial sheets and how to leverage the contents.

  • Proven leadership experience – responsible for managing a team of Territory Managers

  • Experience in establishing high-level customer relationships.

  • Experience in account development and implementation.

  • Strong negotiation skills.

  • Strong customer focus (internal and external).

  • Good presentation skills.

  • Good coaching skills.

  • Able to prioritize and manage multiple projects.

  • Strong communication skills.

  • Good interpersonal skills.

  • Organization Skills.

  • Conflict Resolution skills.

  • Problem solving skills.

ENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT (Under Typical Positions)

Typically works in an office environment with adequate lighting and ventilation and a normal range of temperature and noise level.Work assignments are diversified. Examples of past precedent are used to resolve work problems. New alternatives may be developed to resolve problems.A frequent volume of work and deadlines impose strain on routine basis. Minimal physical effort is required. Work is mostly sedentary but does require walking, standing, bending, reaching, lifting or carrying objects that typically weigh less than 10 lbs.

DISCLAIMER:The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.Avantor is proud to be an equal opportunity employer.

EEO Statement

We are an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state/province, or local law.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at TalentManagement@avantorsciences.com and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

For more information about equal employment opportunity protections, please view the Equal Employment Opportunity is THE LAW Poster, EEO is the Law Poster Supplement, and Pay Transparency Non-Discrimination Provision using the links below.

EEO is the Law (https://media.vwr.com/emdocs/docs/EEO-is-the-law.pdf)

OFCCP EEO Supplement (https://media.vwr.com/emdocs/docs/OFCCP-EEO-Supplement.pdf)

PAY TRANSPARENCY NONDISCRIMINATION PROVISION

3rd party non-solicitation policy

By submitting candidates without having been formally assigned on and contracted for a specific job requisition by Avantor, or by failing to comply with the Avantor recruitment process, you forfeit any fee on the submitted candidates, regardless of your usual terms and conditions. Avantor works with a preferred supplier list and will take the initiative to engage with recruitment agencies based on its needs and will not be accepting any form of solicitation

Avantor®, a Fortune 500 company, is a leading global provider of mission-critical products and services to customers in the biopharma, healthcare, education & government, and advanced technologies & applied materials industries. Our portfolio is used in virtually every stage of the most important research, development and production activities in the industries we serve. One of our greatest strengths comes from having a global infrastructure that is strategically located to support the needs of our customers. Our global footprint enables us to serve more than 225,000 customer locations and gives us extensive access to research laboratories and scientists in more than 180 countries. We set science in motion to create a better world. For information visit, www.avantorsciences.com and find us on LinkedIn (https://www.linkedin.com/company/avantorinc/) , Twitter (https://twitter.com/Avantor_News) and Facebook (https://www.facebook.com/Avantorinc/) .

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