Territory Sales Manager

Job summary

Manage and grow the nutraceutical hard capsule business across the US East Coast and Eastern Canada to achieve sales targets and increase market share. Collaborate with cross-functional teams to fulfill customer needs and provide market intelligence on competitors and local trends.

Job details

ACG is a global organization and one of the world’s only fully integrated pharmaceutical and nutraceutical manufacturing solutions companies, headquartered in Mumbai, India. We offer a comprehensive portfolio spanning hard capsules, equipment, films and foils, and packaging solutions. In North America, we operate an office in New Jersey supporting the broader Americas region, along with remote teams in Canada and warehousing locations across both the U.S. and Canada. Job Objective: This position will be responsible to manage and grow the Nutraceutical in US East Coast and Eastern Canada for the hard capsule business with existing and new customers to deliver the sales targets, maintain and increase market share. The incumbent will report activities/results of customer contacts to management and maintain accurate CRM input and information, keeping them informed of market conditions and competitive activities. In addition, the Territory Sales Manager will collaborate closely with Customer Service Representatives, Sales Managers, Field Service Engineers, Quality Personnel, and Business Development colleagues to ensure customer needs are being properly fulfilled and territory sales targets are achieved by driving continued growth. Primary Responsibilities: Aim for market leadership and increase business share in the territory segment to grow the business Monitors monthly sales, establish forecasts in line with annual budget targets for the territory and achieve targeted sales volumes Establish, maintain, and expand customer base in the territory segment Identify and actively search for new prospects, analyse the sales potential and plan sales activities for commercial development Interact with R&D and marketing teams of Dietary Supplement Brands/Buyers and identify the products they would like to develop Support pricing initiatives and collection from the customers as per the credit limits Develop and manage an efficient sales network to improve sales performance, focus on strengthening relationship building Regularly visit customers for sales & business development Attend trade shows and conventions to represent the company and support marketing efforts outside of standard business hours. Gather detailed information on customer and prospect operations, including production volumes, equipment types, and capacity constraints, to build strategy. Identify additional opportunities for bundled solutions and cross-selling across ACG’s business pillars. Develop multiple department multi-level contacts at key customers Engage and host targeted customers and prospects, as appropriate, to strengthen and maintain business relationships. Coordinate management involvement with customer management to strengthen customer/supplier relationships as required Provide market intelligence and local trends to understand competitors and market dynamics Propose innovative ideas, entrepreneurial thinking, and offer recommendations to enhance market presence and improve overall service levels at ACG Ensure the customer database/CRM systems are accurately updated, and documentation for all existing and new business opportunities is shared Maintain up-to-date territory plans and prepare for quarterly review updates. Prepare weekly highlight reports, entering all visits and relevant communication with customers in the CRM as required Any other additional responsibility could be assigned to the role holder from time to time as a standalone project or regular work. The same would be suitably represented in the primary responsibilities and agreed between the incumbent, reporting manager and HR. Key Result Areas: Sales volume Target Growth % year on year Sales revenue Target Growth % year on year Repeat order rate , monthly target volume Customer retention rate Conversion rate (% of new leads converted in that territory) % of sales & revenue generated from new products Requirements: 5+ years in B2B Sales and/or Business Development with prior experience in the Nutra industry B.Sc. or equivalent MBA (Desired) Having a strong network in the Nutra industry Willing to travel extensively – minimum 50% of the time

What you’ll do

Manage and grow the nutraceutical hard capsule business across the US East Coast and Eastern Canada to achieve sales targets and increase market share. Collaborate with cross-functional teams to fulfill customer needs and provide market intelligence on competitors and local trends.

Requirements

Requires over 5 years of B2B sales or business development experience specifically within the nutraceutical industry. A Bachelor of Science is required, an MBA is desired, and the candidate must be willing to travel at least 50% of the time.

Listed skills

• CRM Management · Preferred
• Account Management · Preferred
• Relationship Building · Preferred
• Business development · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• B2B Sales
• Business Development
• Account Management
• CRM Management
• Sales Forecasting
• Market Analysis
• Relationship Building
• Cross-selling
• Strategic Planning
• Nutraceutical Industry Knowledge
• Lead Conversion
• Pricing Strategy

Job areas

• Sales
• Manufacturing
• Healthcare
• Management & Leadership
• Science & Research