Sales Manager

Ortho Consulting Group; Vitoria; Presencial; EUR 70.000 - 110.000; Jornada completa

Descripción de la vacante

Ortho Consulting Group is seeking a results-driven Key Account Manager to lead sales of laboratory instruments, reagents, consumables and service solutions to pharmaceutical and biotech customers in Spain.

You will own the full sales cycle, build strategic account plans, coordinate internal resources, and drive revenue growth while maintaining compliance and quality standards.

Formación

• Track record in capital equipment sales with recurring revenue streams (consumables and service).
• Strong understanding of laboratory workflows in pharma R&D and QC environments.
• Excellent negotiation, closing and account development skills.

Responsabilidades

• Own full sales responsibility (revenue, margin, pipeline) for key accounts in pharma/biotech.
• Drive sales of instruments, reagents, consumables and service contracts.
• Develop and execute strategic account plans to increase penetration and share of wallet.

Conocimientos

Capital equipment sales

Account development

Negotiation & closing

Multi-stakeholder selling

Educación

Bachelor’s degree in Life Sciences or related field

Herramientas

Salesforce CRM

Descripción del empleo

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.

About the Role

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

Responsibilities

• 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.
• Build strong relationships with key customer stakeholders, including Laboratory Managers, R&D and QC Heads, QA, Procurement and Technical Decision Makers.
• 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.

Qualifications

• 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.

Required Skills

• 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.
• Excellent negotiation, closing and account development skills.
• Ability to manage complex, multi-stakeholder sales processes in matrix organizations.
• Strong commercial and financial acumen (pricing, margin management, deal structuring).

Preferred Skills

• 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.

Pay range and compensation package

Not specified.

Equal Opportunity Statement

We are committed to diversity and inclusivity in our hiring practices.