Focus Account Sales Team Manager Pharmaceuticals & Chemicals - Europe
At Motorola Solutions, we're guided by a shared purpose - helping people be their best in the moments that matter - and we're living up to our purpose every day by solving for safer. Because people can only be their best when they not only feel safe, but are safe. We're solving for safer - safer communities, safer schools, safer hospitals, safer businesses - safer everywhere. We're building integrated technologies that help protect people, property and places. We're connecting public safety agencies and enterprises - enabling the collaboration that's critical for a more proactive approach to safety and security. We're committed to solving for safer every day because the work we do here matters.
At Motorola Solutions we unify voice, data, video and analytics in one integrated ecosystem to enable individuals, businesses and communities to work together in more powerful ways. To help people make better decisions, act confidently and be their best in the moments that matter. Bring your passion, potential and talents to Motorola Solutions and connect with a career that matters.
The Focus Account Manager Pharmaceuticals & Chemicals - Europe will report to the Senior Sales Director Strategic Accounts International and work closely with the regional sales leaders of the assigned territory. The role encompasses promoting and selling multiple Video and Security Brands from Motorola Solutions, including Avigilon, Pelco, Indigovision, Openpath, Ava, Videotec and any further brands in the VS&A (Video Security & Access Control) division in the future as appropriate.
Motorola Solutions Video Security & Access Control division engages with key pharmaceutical & chemical industry accounts and stakeholders globally.
The role in question is responsible for developing, supporting, advising, and managing these relationships, ensuring a unified engagement with the respective Motorola Solutions local sales teams, to further position the portfolio and solution offerings of Motorola Solutions, increasing the respective sales and market share.
The role is a highly varied role and requires skills in several core functions including, general management tasks, business-to-business account management, and sales activities.
The core objective of this position is to increase funnel growth and sales of our video security and access control solutions portfolio by creating and shaping demand while increasing relationships within the pharmaceutical and chemical market sectors, working closely with Motorola Solutions' regional account teams and channel partners.
Additional responsibilities include, but are not limited to the following:
Responsible for establishing strategic business development initiatives that drive corporate growth through product expansion, partnerships and alliances with a selected list of F.A.S.T Accounts.
Analyze market data to identify trends/opportunities, develop strategic direction from market information, and create compelling market analysis presentations.
Effectively present Motorola Solutions’ value proposition and demonstrate key attributes of our video security and access control portfolio.
Sales functions include forecasting, project registration, pipeline management through CRM, proof of concepts, demonstration, and market positioning presentations.
Business development and Identification of new opportunities across the respective pharmaceutical & chemical accounts landscape.
Business-to-business functions including training as required, to best position Motorola Solutions video security and access control product enabling them to confidently ensure compliance with respective corporate policies and expectations.
Ensure delivery of respective revenue quota together with any MBOs assigned.
Attend team conference calls and meetings as prescribed.
Work with and educate regional Sales Team members on how to engage with the pharmaceutical and chemical markets effectively and with maximum results.
Help in identifying all prospective new business opportunities in the assigned pharmaceutical and chemical accounts to maximize the impact of regional Sales Team efforts within the assigned territories.
Identify “product gaps” that need to be addressed by Product Management in order to gain greater exposure/standardization assigned sector.
Prepare reports and provide to your reporting line and Product Management on gaps and fiscal impact of gaps to the organization.
Interface and work with relevant 3rd party technology providers in the assigned account landscape to develop relationships for technology integrations.
Attend trade shows and professionally participate in booth duty within the Motorola Solutions Video Security & Access Control attendance at various marketing events as determined necessary.
Conduct all required sales calls, schedule “local” promotional work and track sales activities with all channels using Motorola Solutions VS&A’s Salesforce.com lead and project tracking software database. Update regularly.
Develop standardized vertical market presentations and sales tools outlining Motorola Solutions VS&A value proposition as appropriate.
Work with application engineers for proofs of concept and relevant solution designs.
Submit regular forecasts and activity reports to management.
Strong understanding of the video surveillance & access control market in mid to premium brand space, with an aptitude for selling solutions with a minimum of five years experience with a proven successful Sales/Business Development Management track record at all levels.
A self-motivated and focused individual with a passion for technology and an aptitude for customer satisfaction.
Pharmaceutical and chemical Industry experience and established and relevant contacts/connections.
Excellent verbal and written communication skills in English and at a minimum 1 additional European language. Any additional languages an advantage.
Strong negotiation skills, being comfortable with negotiation at all levels.
Excellent presentation skills verbal and written, able to communicate complex solutions in an informative way, and adapt to a varied audience.
Pleasant & friendly style of verbal and written communication.
Excellent knowledge of networking principles, IP communication, CCTV, and access control.
Excellent IT skills, in Office/Google and other essential platforms.
The Focus Account Manager Pharmaceuticals & Chemicals shall have the responsibility to cover the following territory:
The person can be based anywhere in Europe.
Frequent international travel will be required during the execution of the duties of the Focus Account Manager Pharmaceuticals & Chemicals (Europe) expected to be in excess of 50%.
It is expected and required that the Focus Account Manager Pharmaceuticals & Chemicals (Europe) has a valid driving license and has no individual or personal restrictions on travel and access to countries and jurisdictions within the defined territory.
Motorola Solutions VS&A may allocate additional or other duties of work as informed to the Focus Account Manager Pharmaceuticals & Chemicals (Europe), from time to time and as necessary to meet the business needs.