Business Development Manager (BDM_11.2022)

FAMAR is a European contract manufacturing and development partner for the pharmaceutical and health & beauty industry. Building on our 70 years’ expertise, we deliver flexible solutions, from development to production and distribution. Driven by our customer-care mindset, we offer services covering the majority of pharmaceutical forms, while providing a particularly strong expertise in Liquids, Ointments and Creams. Through the outstanding knowledge and commitment of our 1850 employees and with a network of 6 production sites, we supply a wide range of 1800 products in 125 international markets 

We seek to recruit a:

Business Development Manager

The Business Development Manager (“BDM”)  is in charge of the identification, pursuit and generation of new business opportunities, through new customers (prospects) or existing customers, with the target to contribute to the profitable organic growth of the company.

Reporting to a Business Development Director, the job holder will also work closely with all corporate functions and Business Units within the Famar network

 Main Accountabilities / Responsibilities:

 The BDM is responsible for:

 New Business and Sales

• Elaborate a strategy for his/her business segment, in cooperation with Business Development Director and with the Sales Operations & Marketing Department.
• Identify and contact prospects & customers via all available means (phone, email, v-meeting, physical meetings / traveling).
• Proactively seek new business opportunities
• Provoke Requests for Information and Request for Quotation, drive the quotation process, propose prices in alignment with Business Development Director, following internal processes, submit commercial offers and follow-up until closing new deal.
• Identify and report prospect/customers’ needs and strategies, and suggest appropriate technologies and services.
• Identify and report the prospect/customers’ needs in terms of new technologies and/or services; provide input to Famar’s network strategy.
• Co-operate with Business Development R&D for business opportunities which include development services
• Elaborate and deploy focused selling initiatives

 Customer Relationship management

• Build long-term trusting relationships with customers, in cooperation with BUs Customer Development Management and other Famar functions
• Ensure professional and efficient transfers of agreed business, in cooperation with BUs and Group Technical Transfer team, in line with customers’ requirements and with expected profitability for Famar

 Contract Management

• Define contracts’ strategy for new business in alignment to general customer strategy, in cooperation with Legal and Contract Management.
• Coordinate internally (with Legal and all relevant reviewers and approvers) and act as the Lead negotiator towards the customer for all legal documents for new business. Achieve signing the documents in targeted timelines.
• In cooperation with BUs Customer Development Management and other Famar functions, make sure that Famar capitalizes all value deriving from the legal documents.

Reporting

• Report to the Business Development Director on weekly/monthly/quarterly prospection and sales results
• Define and measure KPIs
• Define, track and report action plans
• Use CRM tools as applicable

 Adherence and compliance

• Good fit to Famar corporate values
• Understand and respect Famar policies, procedures and ways of working
• Understand GMP (Good Manufacturing Practices)
• Follow Safety rules

Candidate’s Profile:

• Degree in Technical or Business field , Post graduate degree in Business
• Fluency in English, Spanish, Italian, German, as well as any additional European language is an asset
• Experience in similar position within Pharma or OTC sector
• Experience in negotiations and demonstrated deals made
• Hands-on experience with multiple sales techniques (including cold calls)
• Excellent communication and negotiation skills
• Ability to deliver engaging presentations
• Understanding of sales performance metrics
• Experience with CRM software
• PC literacy (MS Office, Word, Excel, PowerPoint); advanced familiarity with MS Excel (analyzing spreadsheets and charts)