Sales Director, Retail Planning

Ortho Consulting Group; Madrid; Presencial; EUR 90.000 - 120.000; Jornada completa

Descripción de la vacante

Ortho Consulting Group en Madrid busca un Key Account Manager para impulsar ventas de instrumentos de laboratorio, reactivos y servicios técnicos a clientes farmacéuticos y biotecnológicos. Se espera liderazgo de cuentas clave y crecimiento sostenido de ingresos en el mercado español.

El candidato ideal tiene 10+ años en ventas B2B o KAM en entornos de laboratorio, con experiencia en ciclos complejos, presupuestos y contratos. Inglés fluido; trabajo en un entorno multinacional.

Formación

• Se requiere dominio del proceso de ventas B2B en entornos de laboratorio.
• Inglés fluido; otros idiomas son una ventaja.
• Capacidad para gestionar procesos de venta complejos en organizaciones matriciales.

Responsabilidades

• Liderar todo el ciclo de ventas: identificación de oportunidades, calificación, posicionamiento de soluciones, negociación y cierre.
• Gestionar ingresos, margen y pipeline para cuentas clave.
• Coordinar recursos internos para apoyar ventas y ganar contratos.
• Mantener pipeline de ventas sólido y previsiones precisas.
• Identificar ingresos recurrentes mediante contratos de servicio y consumibles.

Conocimientos

Fluent English

Ventas estratégicas

Gestión de cuentas clave

Educación

Bachiller/Grado en ciencias de la vida, química, farmacia, ingeniería o similar

Descripción del empleo

Descripción del trabajo

About the Company

Results-oriented Key Account Manager to drive sales of laboratory instruments, reagents, consumables and technical service solutions to pharmaceutical and biotech customers in the Spanish market. The role is fully focused on commercial performance, strategic account development and revenue growth. The position operates in collaboration with other departments as Technical Support, Procurement, Customer Service and Marketing Services.

The Key Account Manager will be responsible for driving sales and managing key accounts in the pharmaceutical and biotech segments.

• Own full sales responsibility (revenue, margin, pipeline) for accounts mainly in pharmaceutical and biotech segment.
• Drive sales of laboratory instruments, reagents, consumables and technical service contracts supporting R&D and Quality Control laboratories.
• Develop and execute strategic account plans to increase penetration and share of wallet across product and service portfolios.
• Lead the entire sales cycle: opportunity identification, qualification, solution positioning, negotiation and closing.
• Manage complex negotiations, tenders and framework agreements at local and regional level.
• Coordinate internal resources (Product Specialists, Customer Support, Field Service Engineers, Marketing, Quality) to support sales activities and win deals.
• Maintain a strong and accurate sales pipeline and forecasting discipline using salesforce CRM.
• Identify recurring revenue opportunities through service contracts, maintenance agreements, Capex and consumables replenishment.
• Monitor market trends, customer needs and competitor activity to proactively adapt sales strategies.
• Ensure compliance with corporate policies, quality standards, regulatory and ethical requirements.

Bachelor’s degree in Life Sciences, Chemistry, Pharmacy, Engineering or a related field.

About 10 years of experience in B2B sales or Key Account Management within laboratory instrumentation, reagents, consumables or technical services.

• Track record in capital equipment sales combined with recurring revenue streams (consumables and service).
• Strong understanding of laboratory workflows in pharmaceutical R&D and Quality Control environments.
• Ability to manage complex, multi-stakeholder sales processes in matrix organizations.
• Strong commercial and financial acumen (pricing, margin management, deal structuring).
• Fluent in English; additional languages are a plus.

The ideal candidate is a pure sales professional with deep knowledge of laboratory solutions, capable of selling high-value instruments alongside reagents, consumables and service contracts. They excel in multinational environments, manage complexity without formal authority.