Sales Manager/Senior Sales Manager

Thieme Medical Publishers, an award-winning international medical and science publisher with offices in Stuttgart, New York, India, and Brazil, seeks an energetic, enthusiastic, and proactive Sales professional, who will work in the Corporate sales department. The role involves working with various pharmaceutical companies, promoting Thieme's product portfolio, and customized medical communication solutions for them.
 
We are looking for an experienced & dynamic individual, with a go-getter attitude, who has a will to work under pressure in a fast-growing business vertical.
The role would be responsible for driving the growth of sales and developing new business opportunities through pharmaceutical clients. He/ She would play a key role in aligning the global stakeholders on strategies and products related to the pharma business.

• Candidate should have good verbal, written, and interpersonal communication skills with a good understanding of the pharmaceutical product/therapeutic terms and Industry processes
• Promote and sell Thieme's customized products portfolio and should have knowledge and skills in selling content, books, and journals to match the needs of the pharmaceutical companies
• Promote and execute customized medical communication solutions such as Case Reports, Compendiums, Newsletters, Seminars, Advisory Boards, expert panel management, and Scientific event management including medical conferences, launch events, CME program planning & development, and satellite symposia to pharmaceutical companies
• Market Research (Brand research & monitoring, customer research, industry research, competition tracking, etc) and increase brand awareness
• Client Presentation, Deal Negotiation, prepare a request for proposals, Follow Up process & negotiate the terms of the agreement as well as closing the sales as per Thieme norms and processes
• Participate in Seminars /Exhibitions/Conferences related to pharmaceutical companies or medical societies
• Strictly ensure achievement of sales target revenue/growth and collection
• Reports regularly on sales activity, CRM management, revenue forecasts, and closure timelines
• Capture market insights, and client requirements & position customized product solutions accordingly.
• Managing Product specific marketing and promotion as per the requirement and needs of different therapeutic segments of pharmaceutical companies
• Customer Satisfaction as measured by retention and upsell
• Facilitate up-front client engagement to establish project scope, deliverables, timeline, client requirements for communication, invoicing, etc., and ensure client expectations are met for quality, schedule, and budget
• Keep up to date with the competitor and customer environment
• To align our products and plans as per the marketing launch plan for brand communication, product launches, and product life cycle activities for various pharma industry
• Strong relationship with pharma/Industry key stakeholders and other KOLs at the decision-making level
• Work collaboratively with Sales team/ project & editorial team/ channel partners to secure and deliver the projects on time driving high customer satisfaction and meeting revenue targets
• Devise long-term three-to-five-year sales direction and vision for pharma customers, while prioritizing the coverage of pharmaceutical companies leveraging Sales Team and Channel partners
• Share and build grounds -up upon customer insights with the marketing/ publishing team for developing the new product roadmap and viable products that can be introduced to the pharma market
• Devise & implements Market Coverage, Product Promotion & sales strategy along with the Marketing Manager, especially for digital solutions
• Maintain current knowledge about Thieme Group business to optimize the overall business potential of clients

Prudent Customer Orientation

• Have a solution selling focus and suggest a combination of products to solve customer pain points, focus, and marketing budget
• Understand the organization's strategy around their customers and how to partner with them in their journey
• Understand the customer buying process and build sales touch points at each level of the hierarchy
• Forge deep connections with some KOL doctors/ societies (if need be) to be able to understand how the market trends are moving and leverage them to drive product usage and brand

• Sales/BD experience (5 years) in Sales in Publishing/Pharma Industry/Medical communication
• Post Graduate preferably with a science or Pharma degree and/or business degree
• Knowledge of customized products/Medical Affairs
• Medical terminology knowledge
• Result oriented
• Knowledge of print and digital products and their sales
• Excellent analytical & presentation skills
• Strong client management/hands-on account experience
• Ability to match sales strategy with market segment and product strategy - in line with broader company objective
• Passionate about sales and developing excellent structures, processes, and people.
• Strong interpersonal, communication (verbal and written), presentation and coaching skills towards team
• High level of consulting skills required, including experience in building productive cross functional relationships.
• Dynamic personality ready to deal with conflict constructively with a responsive rather than reactive attitude.
• Ready to work on current application value-added technologies including mobile, cloud, social media, analytic and business intelligence, etc.
• Proven business judgment, negotiation, and decision-making skills.
• Demonstrated ability to build positive working relationships with all levels of management.
• Ability to manage multiple stakeholders in challenging scenarios.

NOTE: Designation and salary as per relevant experience and skill set