Customer Development Manager – Pharmaceutical

The Pharma Customer Development Manager is responsible for the development of the company’s market position to achieve profitable growth. The role contributes to long-term strategic goals, builds customer relationships, identifies business opportunities, negotiates and closes business deals.

The primary focus is to approach new customers by networking, cold calling, online campaigns or other means of generating interest. This role involves planning customer visits and Video meetings that will convince potential customers to engage and create successful business relationships with Caldic.

The Customer Development Manager must develop a rapport with new targets for sales; provide a level of support to the customer continually improving business relationships.

Although this is primarily a new business development position, a part of the role may include the management of some selected existing customers.

Job Position

The Customer Development Manager reports directly to the Industrial Sales Leader.

Job Responsibilities

• Growing sales, profit, and volume by identifying and winning new business
• Accountable for Sales Revenue and Material Margin for selected existing customers
• Set strategies and targets for long-term growth of top customers
• Responsible for prices and quotation for own customer pool
• Ensure the promotion and sales of the whole product portfolio offers (build a balanced portfolio of initiatives)
• Ownership of customers for selected accounts incl. lead generation, initial customer contact and customer visits (face to face / TEAMS), contract management (incl. negotiations and quotations) and deal closure
• Responsible for elaborating and following of account planning for key customers (e.g., A1)
• Plan and forecast segment sales in joint meetings with marketing, share information with supply chain
• Gain and analyze complete market insight, indicators and trends of the assigned market segment and its (potential) customers
• Maintain a healthy opportunity pipeline to achieve year on year growth and achieve our strategic plan

Key Measures 

• Profit, revenue and volume (growth)
• Generation and follow up of opportunities (number, MM value, success rate)
• CRM adoption – Opportunity pipeline and Meeting reports
• Planning and conducting customer visits (Face and Teams)
• Increase number of buying customers
• Number of new products (sales and promotion)
• Account Plan for top customers with a strategy to grow
• Compile and register product customer potentials (market intelligence)
• Reduce no of customers buying only one product
• Track and re-target lost customers
• Identify new product opportunities for the PM team