Life Sciences Sales Manager Job Opening

EP Minerals, a U.S. Silica company, mines, processes and markets quality diatomite, perlite and clay products. We are one of the top producers and distributors of diatomaceous earth and Bentonite clay worldwide. Our products are used as filter aids, absorbents, functional additives and soil amendments. EP Minerals products are used in a wide array of applications including food & beverage, swimming pool, biofuel, landscape, sports turf, insecticides, energy, paints, plastics, automotive, and many others. EP Minerals also produces patented water purification media and arsenic removal products. Our business is global and we ship direct to nearly 100 countries worldwide. Our substantial ore reserves, multiple manufacturing sites, rich new product pipeline and global distribution network position us for continuous growth well into the future.

The Life Science Sales Manager holds a high visibility position that reports to the VP of Global Sales and Marketing and is responsible for the development of sales to Key Accounts for the Life Science Strategic Business Unit. Key Accounts include ones that use cGMP quality components in pharmaceutical manufacturing and those in related nutraceutical, food and drink industries. Moderate to heavy travel is required.

Job Duties:

• Works closely with senior leadership to develop and implement long-term sales strategies to systematically grow sales at assigned key accounts including global bio-pharmaceutical accounts
• Attends appropriate industry conferences, screens industry literature, uses professional social media, and business referrals to find and develop long-term relationships with new prospects in the bio-pharmaceutical industry or related high-end nutraceutical, food and drink industries
• Discovers and defines the needs and wants of decision makers and influencers, including Category Management, R&D, Procurement, Manufacturing, Quality Assurance, and Quality Control
• Uses excellent questioning and listening skills, scientific knowledge, know-how about bio-pharmaceutical manufacturing, and understanding of regulatory change control processes to guide customer requirements documentation
• Supports Category Managers and internal champions at key accounts with the development of business cases and justification for adoption of new products and manufacturing processes
• Develops and delivers compelling technical presentations to key accounts, and at appropriate scientific conferences, which highlight the value of the Life Science SBU products and services portfolio
• Coordinates product demonstrations and training when requested with the Global Director of Technical support
• Actively follows up and manages the timely delivery of regulatory support documentation and samples for initial materials clearance testing, and pilot-scale, and production-scale manufacturing
• Generates and effectively delivers product, service and pricing proposals that maximize value both for customer, and the Life Science Strategic Business Unit
• Grows sales volume, and sell price increases at existing and new accounts
• Develops and maintains a strategic sales plan for each customer
• Provides accurate weekly updates on the status of each customer considering or qualifying Life Science SBU products and services, and monthly forecast updates for current customers
• Maintains and updates records of all sales and prospecting activities including sales calls, and follow-up
• Monitors, records and reports public information about competitor activities including pricing and promotional programs

Requirements

Qualifications:

The successful candidate has a strong technical background combined with sales aptitude. A high level of social/emotional intelligence, and confidence in connecting with new people and forming long-term relationships, including internal and external customers, prospects, and contacts is a must.

Education:

• BSc or PhD in a life science, MBA, or other formal business training or sales experience a plus

Job Skills:

• At least 15 years of experience in selling components, or other products, used in biopharmaceutical manufacturing or biopharmaceutical manufacturing experience and a strong desire to sell
• Some knowledge of protein purification technologies, and or biologics filtration an advantage
• Superior sales record
• Desire to generate new business via cold-calling, and developing new relationships
• Excellent written and verbal communication skills
• Strong computer skills with MS Office software suite, and some knowledge of Salesforce or other sales management software
• Strong work ethic and ability to work independently or in collaboration

Ability:

• Good understanding of cGMP manufacturing and regulatory change control processes
• Confidence in presentation of products and services to small or medium size groups
• Able to travel to assigned and new accounts as needed
• Ability to meet critical deadlines

Accomplishments at 90 days will include:

• A demonstrated strong technical understanding of the value provided by the Life Science SBU products and services as they apply to bio-pharmaceutical manufacturing, and other industry segments that could benefit from use of specialized engineered minerals
• Has a good level of knowledge of our manufacturing and operational capabilities

Accomplishments at 180 days will include:

• Making significant progress towards establishing relationships with key decision makers at assigned Key Accounts
• Has developed and presented a key account strategy to the Sn. Director Life Science SBU and Executives for each assigned account
• Has developed strong relationships with internal colleagues and external service providers who support the activities of the Life Science SBU