Role Overview:
ABEC’s Headquarters in Bethlehem, PA serves a global market. To support our growth, ABEC is seeking a Regional Manager who will be responsible for top-line sales growth in the Eastern US in our Stainless Steel and Integrated Solutions Business Unit. The Regional Manager will be ABEC’s primary customer interface in the region for that Business Unit, and will lead the sales of custom projects based on ABEC’s large scale biopharma manufacturing capabilities. As such, the Regional Manager has the communication and analytical skills needed to sell total solutions in addition to individual equipment sets.
Specific Responsibilities:
The individual will be responsible for selling upstream and downstream process solutions to the Biopharmaceutical Industry in Eastern USA. As such, the Regional Manager has the communication and analytical skills needed to sell total solutions in addition to individual equipment sets.
Develop and execute sales plans to achieve revenue targets and market share growth in the territory through the sales of total solutions incorporating ABEC products such as bioreactors, fermenters, mixing systems, downstream equipment systems, and new products.Identify, qualify, and pursue new business opportunities with biologic producers (biologics, vaccines, CMOs, cell and gene companies, etc.).Maintain and deepen relationships with existing clients, ensuring high levels of satisfaction and repeat business coupled with a strong drive to find and grow new customers. Identify, prospect, and secure new business to support revenue growth in Eastern USA. Develop and implement sales strategies for new account prospects, focusing primarily on existing customers, prospects and new business opportunities. Work with ABEC Business Development team to plan, conduct, and follow up on sales calls. Maintain a close working relationship with the Bethlehem, Pennsylvania office to drive activity/results through the leveraging and consistent application of corporate best practice sales processes and initiatives. Closely co-ordinate with colleagues across the organization to ensure alignment on specific account strategies.Identifies prospects and develops sales strategies to secure new business. This includes sales calls, competitive analysis, coordination of presentations and proposals, and all follow-up activity coordinated within that plan/approach. Represent ABEC at industry events, conferences, and trade shows to promote the brand, generate leads, and showcase ABEC solutions.Providing regular reporting of activities including forecasts and call reports.Providing input and analysis of market and industry trends.Other duties as assigned. Ability to travel when required.Will play an active role in identifying and driving Continuous Improvement (CI) opportunity.Qualifications:
The ideal candidate will have a Bachelor’s degree in Science or Engineering, plus a proven record of successful consultative sales experience, including strategic selling and negotiation. Successful related work experience in a services industry may be considered. Minimum of 5 years outside direct sales success using consultative and solution oriented sales approaches. Knowledge in one or all of the following industries: Engineering, manufacturing, biopharmaceuticals. Ability to call on and influence the decision makers in an organization for the areas represented (operations, quality, business unit, product development, procurement, engineering, etc.). Demonstrated success working in fast-paced, highly competitive, deadline oriented environment. Self-motivated individual who exhibits sense of urgency and professionalism in all sales and service related activity. Exceptional communication, presentation, follow-up, negotiation, and closing skills. Strong emphasis on the ability to listen and present appropriate solutions. Travel is required for this position-estimated at 60% to 80%.Fluent English speaking.Remote/hybrid role – ideally close to a biopharma manufacturing hub on the East Coast. Awareness of and prior experience with implementing Continuous Improvement (CI) a plus.Prior Lean/Six Sigma experience a plus.Preferred:
Familiarity with CRM systems, sales analytics, and pipeline management.