Technical Sales Manager

Hovione is an independent family owned international group of companies. From the beginning, we have set ourselves above and apart through our innovative technological and productive capabilities, reaching a top spot in the world market as an integrated Contract Development and Manufacturing Company dedicated to helping Pharmaceutical Customers bring new and off-patent drugs to market.

Our people are the main asset for our continued success. Reaching over 1950 team members, from 36 different nationalities, that are located across Asia, Europe and North America (Portugal, US, Macao, Ireland, China, Hong Kong, Japan, India, and Switzerland), including 4 production sites.

Working at Hovione means reaching for innovation and excellence in everything we do: for our clients, our partners and, above all, our patients. That is why we are In it for life.

Responsible for overall sales, promoting and supporting the organisation’s products and services. Activities include developing and implementing sales strategies; identifying potential customers; managing existing customer relationships; and monitoring customer and competitor activity and industry trends.                                                                                                                                             

Promotes and sells a portfolio of products and/or services and solutions directly to current and new end customers. Informs customers of new product/service introduction and prices. Creates, monitors and revises lead generation plans to ensure a substantive sales opportunity pipeline. Negotiates, with autonomy, highly complex contracts.

• Accountable for the results of a small team of professionals or a large/complex operational or business support team
• Accountable for the performance and results of the team
• Adapt departmental plans and priorities to meet short-term, operational objectives and ensure they are delivered within annual budget.
• Decisions are guided by policies and departmental plans.
• Identify and solve technical and operational problems and understand the broader impact these problems might have across the department.
• Prospect for new customers and projects through professional means, including (but not limited to) existing networks, trade shows, introductions and LinkedIn.
• Develop, maintain and improve, as applicable, relationships with key contacts and technical decision makers at all prospective customers to ensure visibility of project opportunities as and when they arise.
• Follow-up on all new business technical enquiries.
• Establish relationships with colleagues in different countries and job functions to ensure enquiries from new or potential customer are responded to accurately and promptly.
• Support negotiations of Master Service Agreements for allocated accounts in close collaboration with the Senior Business Development manager of the area.
• Support the development of competitiveness mitigation strategies, which include (but are not limited to) investigating collaboration agreements, partnering approaches and other potential in-licensing deals.
• Apply strategic-thinking and forward planning to the area projects and implement the necessary actions to promote faultless execution.
• Ensure the information flow among relevant stakeholders.
• Be part of problem-solving processes as required by the team.
• Identify market trends and demands and proposing ideas for new products and services.
• Identify new opportunities for the existing product and / or services portfolio and linking with the Account Management team as appropriate.
• Monitor customer account and market activity and provide concise and insightful analysis on customer dynamics, market developments and competitor activity.
• Prepare reports and data analytics.
• Attend and represent Hovione at key Trade Shows.
• Represent Hovione at conferences and presents webinars and other technical sales activities.
• Develop and accumulate strong Hovione product and service expertise, sharing knowledge of offerings and cross-selling as appropriate.
• Coordinate the TMs assigned to his/her area of responsibility, namely in terms of recruitment, integration, training needs and performance management in accordance with the company's HR policies, in order to ensure all TMs are aligned and motivated towards achieving Hovione's goals, values and culture by promoting their personal and professional development whilst maximizing productivity.
• Develop and propose for superior approval the activity plan and related budget for the Area under responsibility in line with the unit's strategy, in order to align activities with Sales strategic objectives.
• Monitor own´s budget, by controlling budget evolution, identifying any deviations between the real and the foreseen and taking corrective measures.
• Ensure compliance with GMP and HSE guidelines, internal and external requirements as well as promote the implementation and maintenance of Hovione´s policies, systems and procedures (COPs, HBR, SOPs and others) within his/ her TMs.
• Carry out assigned tasks and duties in a safe manner, in accordance with instructions, and to comply with environmental, health & safety rules/procedures, regulations and codes of practice.

• Master´s degree in Chemistry, Engineering (e.g. Chemical, Mechanical, Biological), Materials Sciences, Pharmaceutical Technology, or related field
  
• Typically requires 5 years of relevant experience in Research & Development and/or Operations in the pharmaceutical sector
• Experience in leading others in project context
• Effective time management skills and the ability to multitask.
• Track record of overachieving targets
• Experience in budget planning and forecasting
• Experience in secondary pharmaceutical activities (desired)
• Experience in pharmaceutical product development and manufacturing (desired)
• Possess knowledge of Chemical Engineering, Chemistry, Organic Chemistry, drug delivery or of drug product unit operations and practices and is able to effectively share them with others
• Possess solid knowledge of pharmaceutical product development
• Possess solid knowledge of pharmaceutical cGMP and regulatory requirements
• Good communication skills (verbal and written)
• Skilled at managing processes and tools
• Fluency in English is a requirement
• Must have the Knowledge, Experience and Skills to conduct their tasks in accordance with the rules and procedures set down.