Pharmaceutical & Food Territory Manager – Business Development (Mid-West/Southeast US)

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About this position:

From forensics to nanotechnology, our analytical systems and solutions help the world’s top researchers do ground-breaking work on the small things that make big things possible. We’re after enquiring minds, imaginative thinkers, and proud geeks. Those who are irresistibly drawn to hard problems others can’t crack. Those who are always thinking ‘what if…’. Does this sound like you? Then read on….

Job Title: Pharmaceutical & Food Territory Manager – Business Development

Location: Mid-West/Southeast US

Are you looking for a position in which you can make an impact to a growing business? Do you want to do this in an ambitious, fast-growing, international company with a friendly and inclusive culture? Then this might be your chance to become a part of our Food and Pharma team!

This role is accountable for the delivery of Pharmaceutical & Food (P&F) and Concept Life Sciences (CLS) orders, sales and profitability targets for the territory across contract research organization and capital instrumentation businesses.

Main Purpose of Job

  • Leads a territory sales team for the P&F/CLS and coordinates approach with other teams in the region

  • Leads routine sales management processes including SIOP and Revenue Recognition and sets priorities to achieve objectives

  • Supports the relationship management of MP intermediaries such as FAS staff, service engineers/team, and after sales, in the territory and supports changes where necessary.

  • Leads deployment of sales methodologies (Miller-Heiman, Value Selling), provides input for continuous improvement

  • Wins the right way, demonstrating strong business ethics and health and safety leadership

Managerial Responsibilities:

  • Responsible for the growth and profitability of the territory for P&F and CLS, following Code of Business Ethics guidelines

  • Supports sales team acting as coach giving sound guidance and advice to team members, playing an active role in helping others achieve business and personal development goals

  • Develops effective sales strategies, plans and schedules to meet targets for sales, orders and profits and in accordance with the specific territory

  • Provides input into annual planning process with territory growth initiatives and plans

  • Identify strategic accounts from territory performance and assess innovation ventures

  • Ensure the sales team is staffed accordingly, with a strong focus on identifying the right profiles for specific positions adding technical capabilities and expertise to the team

  • Consistently assesses the talents and skill-sets of current and potential team members.

  • Take proactive steps to create future growth plans and/or business case for adding team members or training to address and resolve critical gaps in terms capability and competence

  • Execute performance evaluations for team members, as a part of the OCR process

  • Demonstrates an inclusive approach, the desire to work across teams and develop strong relationships across the organization

BDM Regional Responsibilities:

  • Responsible for the growth and profitability of the individual P&F/CLS territory, following CoBE guidelines

  • Identifies and develops incremental sales opportunities within the individual territory

  • Develops effective sales strategies, plans and schedules to meet targets for sales, orders and profits and in accordance with the individual territory

  • Diligence in maintaining CRM for pipeline activities for forecasting

  • Inputs into annual planning process with territory growth initiatives and plans

  • Manages/coordinates the input of the (applications) scientists support that will be needed pre- and post- sale.


  • Direct impact on Company turnover and profitability.

  • Impact on motivation of team members.

  • Direct impact on customer satisfaction.

  • Impact on motivation and performance of the team.


  • Wins the right way, works independently to achieve agreed objectives within the Code of Business Ethics.

  • Monthly/quarterly/annual achievement of goals and objectives

External Communication

  • Communicates both orally and in writing with distributors and customers at all levels.

Internal Communication

  • Three-month regional rolling forecasts and monthly territory reports to be submitted on the second working day of each month for production planning purposes.

  • SIOP and sales reporting according to schedule

  • Provides feedback on market opportunities and competitive activity.

  • Reports on product quality and customer complaints.

Environment and hours

Travel will be required, hours will vary according to demand including over-time which will be unpaid. Reasonable expenses will be reimbursed according to the Malvern Panalytical expenses policy



  • Minimum of Bachelors/first degree or equivalent in a relevant science or engineering subject. Chemistry, biology, biochemistry, or pharmaceutical science related is preferred. A management qualification such as an MBA would be desirable.


  • A Minimum of 5 years selling/marketing experience with laboratory instrumentation or contract services within the specified territory.

  • Proven track record in sales, sales management or general management in a business-to-business environment with demonstrable growth.

  • Experience of leadership and management with the ability to manage others across regional boundaries and time zones

  • Experience of target setting and managing, including incentive plans

Knowledge and Skills

  • Strong domain knowledge/expertise and market/industry awareness in bio/pharmaceutical development

  • Excellent communication and presentation skills and the ability to interact with colleagues and customers at all levels.

  • Ability to communicate in written and spoken English, as well as local language as applicable.

  • Wide knowledge and understanding of the market for laboratory instrumentation, equipment and services.

  • Able to demonstrate a strategic approach to business planning.

  • Able to demonstrate an understanding of basic finance and accounting information.

When you join?

  • Your career will take off with a comprehensive induction program. We then continue to support and develop our employees by improving their skills, knowledge and performance by in-house, on-the-job training, and external training.

  • We value entrepreneurship and commitment by offering real career possibilities.

  • You become part of a growing company where you can shape the future of our work processes.


Please click APPLY NOW to submit your CV and cover letter.

Posted 19 Days Ago
Job ID: 4941