Regional Sales Manager Dach H/F - Janvier Labs

Janvier Group is an international leader in the field of biomedical research, recognized for its expertise in research models and preclinical services. Founded in 1960, the Janvier Group is one of the world's leading organizations in its sector, renowned for the quality of its research models and associated services, delivered in compliance with some of the highest standards and regulations in the industry. Historically, its subsidiary Janvier Labs has relied on the largest and most advanced production facility in Europe. Today, with more than 500 employees, the Janvier Group serves over 3,500 clients across Europe and worldwide.

Aligned with our core values of respect, commitment, and ethics, Janvier Labs is strongly committed to gender equality in the workplace and to promoting social diversity and inclusion.

You will report directly to the European Sales Director and will have direct management responsibility.

This is a hybrid role, combining leadership of the DACH sales team with hands-on commercial responsibilities in the field, including managing your own portfolio of client accounts.

Mission:

• Analyse, validate and present to Sales Management the annual action plans and annual budgets of their entity, and their regular follow-up.
• Ensure the implementation of action plans by territory/customer and the achievement of objectives.
• Lead and motivate team members in line with the defined sales strategy
• Control the profitability of sales activities and of the defined product mix
• Make proposals to strengthen the company's competitive position and address its weaknesses; know the competition and assess our market share with customers
• Carry out the sales mission on their own dedicated accounts in order to meet their budget
• Accompany their team in the field at customer meetings or conferences, where they will represent the company
• Make proposals to Sales Management as part of the continuous improvement of processes

Main activities:

Analyse, validate and present to Sales Management the annual action plans and budgets of their entity, and their periodic follow-up. Knows and uses information on JANVIER SAS customers and the characteristics of its external market.

• Defines the priorities of the sales action plan in line with Sales Management strategy and with market needs, requests and trends, for all Janvier products.
• At the request of Sales Management, prepares longer-term or strategic plans for developing sales in their area.
• Together with their teams, ensures that the products sold meet customer expectations and overall profitability requirements.

Ensure the implementation of sales action plans and the achievement of the team's objectives

Seeks to develop the customer base with a focus on profitability (retention, segmentation, prospecting).

• Provides their team with the key information needed to build sales action plans.
• Uses and helps develop activity-tracking tools.
• Implements the necessary corrective measures within their remit, or makes proposals or escalates in other cases.
• Together with their teams, encourages innovation within the team.
• Attends conferences in their area when their presence is required, representing the company with care for its brand image

Lead and Motivate the Sales Force

Decides between delegation and direct responsibility for all tasks within the scope of a sales department.

• Plans, organises and conducts individual reviews with team members.
• Provides commercial support to the sales force in the field as often as needed, and at least one field tour every two months with each team member.
• Organises and takes part in meetings with the sales teams to share information effectively, make the best decisions and ensure the company's interests are well understood.
• Ensures the sales team has the necessary material resources and sufficient knowledge to meet the objectives set.
• Ensures smooth interfaces between the sales team and the company's other departments.
• Carries out annual, half-yearly and monthly reviews.

Control the profitability of sales activities.

• Grants commercial exceptions within the limits of their delegated authority.
• Complies with, and ensures compliance with, commercial exceptions.

Make proposals to strengthen the company's competitive position and address its weaknesses.

• Is responsible for the completeness and accuracy of the information entered by their team in the CRM database.
• Ensures the quality of customer complaint handling in their area.
• Analyses the market and its trends and reports on them periodically.
• Actively contributes to the flow of information between sales teams and across the company.
• Fosters and contributes to the skills development of team members.

Carry out the sales mission on their dedicated accounts.

• Defines, presents, implements, analyses and, where necessary, adjusts their sales action plan in agreement with Sales Management.
• Does everything possible to achieve the objectives set, with a focus on profitability, sustainability, reliability and quality.
• Is responsible for the company's brand image and its promotion.

Most frequent working relationships:

Functional links with the Administration and Accounting, Production, Transport, Quality and Veterinary departments.

Essential requirements:

• A strong combination of sales and biotech expertise (at least 10 years of experience selling products for biomedical research, ideally in the preclinical sector)
• A minimum of 2 years of people management experience
• Fluent English (minimum C1 level)
• At least an intermediate level (B2) of German proficiency
• Willingness to travel internationally across Europe (primarily Germany, Austria, Switzerland and France)
• Expected personal attributes: humility, facilitative leadership, approachability, perseverance, courage, integrity, active listening skills, and a proactive, solution-oriented mindset