Pharma Sales Specialist (m/f/d)

Requisition Number: 62665

Corning is vital to progress – in the industries we help shape and in the world we share.

We invent life-changing technologies using materials science. Our scientific and manufacturing expertise, boundless curiosity, and commitment to purposeful invention place us at the center of the way the world interacts, works, learns, and lives.

Our sustained investment in research, development, and invention means we’re always ready to solve the toughest challenges alongside our customers. 

As a leading developer, manufacturer, and global supplier of scientific laboratory products for 100 years, Corning’s Life Sciences segment collaborates with researchers seeking new approaches to increase efficiencies, reduce costs and compress timelines in the drug discovery process. Using unique expertise in the fields of materials science, surface science, optics, biochemistry and biology, the segment provides innovative solutions that improve productivity and enable breakthrough discoveries.

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For our location in Avon, France, with the possibility to work from home, we are looking for a

Pharma Sales Specialist - Remote (m/f/d)

Scope of the position:

• Selling Corning Life Sciences products portfolio and solutions/applications in the specified territory and segment, through distributors/Customers.
• Define & Execute Sales Strategy at Focus Accounts with a clear 5-year plan, in collaboration with Business Segment Lead to achieve revenue targets in defined Segment and territory being accountable for the entire Corning Life Sciences portfolio.

Responsibilities:

• Develops and executes account plans that provide the customer(s) with a fully integrated set of product, process, service, and technical solutions which draw on Corning’s total value proposition to meet specific business needs.
• Works in close collaboration with the Key Account team to leverage the Global Footprint of CLS
• Define critical KPI’s to achieve success at the Focus Accounts
• Maintains frequent contact with the customers (including distributors) to identify, build and strengthen the relationship, continually assess Corning’s effectiveness in meeting the customer’s needs, and ultimately maximize account penetration and customer retention.
• As a Pharma Specialist, it is expected these contacts will be expanded to Department heads, Site Leads and C-Level contacts to facilitate a Top-Down approach.
• Develop and execute sales and marketing plans with distributor(s), manages and enhances relationship and conducts regular reviews to drive sales and become a trusted point of contact for CLS.
• Build a pipeline of technical presentations for the Applications and Scientific Support Team to better position Corning at the Focus Accounts
• Continuously review and develop existing and new business opportunities to ensure total revenue and profitable growth.
• Use appropriate business reports and analyses to effectively develop and manage the business in their specified territory and segment. This includes but not limited to SFDC and Data Analytics and its reporting functionality to help review pipeline and accurately forecast.
• Proactively use and maintain company CRM to communicate with internal stakeholders and other functions for the management and success of the sales territory/segment.
• Provide timely business reports and analyses as appropriate.
• Persuade and communicate key points and influence customers and distributors as appropriate.
• Leads collaboration and coordinates cross-functional account services (e.g., Applications Group, Customer Experience, Supply Chain etc.) to drive the account and serve the customer with one, unified voice and to provide seamless support to achieve revenue targets.
• Maintain Corning Life Sciences product and solution/applications knowledge and leverage this knowledge to recognize opportunities.
• Collects market, customer, and competitor intelligence and insights and shares this knowledge with others, as appropriate, to inform sales, marketing, and technical strategies as well as the demand forecast and sales planning processes.
• Share opportunities for CLS to develop business in other Segments/ Market.
• Serves as an advocate for both Corning and the customer by creating value for both parties and balancing the needs and constraints of both parties.
• Leads monthly Business Review meetings for their Focus Accounts, creating and tracking action plans to drive growth.
• Serves as a Point of Contact for our MNC dealers to ensure an aligned approach working with our internal channel team.
• Work and align with the channel segment manager to develop and execute on programs and campaigns.
• Collecting feedback from the Pharma team to ensure an aligned strategic approach with our channel partners.

Requirements:

• Fluency in French & English
• Comply with Company procedures, policies and corporate values.
• BSc/BA or equivalent degree or experience
• Minimum 5 years in a Commercial Role

• Familiarity with Life sciences, products & applications selling through distribution.

• Knowledge and/or experience in sales, and/or commercial roles
• Proven product and commercial knowledge, sales success and experience preferred.
• Ability to establish rapport, identify opportunities and influence a decision.
• Strong problem-solving ability
• Excellent communication skills (written and oral)
• Strong meeting planning skills
• Negotiation skills and Business acumen
• Ability to target and prioritize key customers and distributors to achieve company objectives.
• Understand internal and external customer relationship-building dynamics.
• Microsoft Office Suite, advanced Excel, and Salesforce.com
• Valid driver license and safe driving record

Travel Requirements:

• Up to 50-75% National and International

Soft Skills:

• Ability to teach, influence and motivate.
• Proven ability to communicate across various levels within an organization.
• Excellent organizational skills

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. To request an accommodation, please contact us ataccommodations@corning.com.