Sales & Account Manager - UK-based in Haywards Heath

Adelphi Healthcare Packaging specialises in providing primary packaging components for the pharmaceutical, biotech, veterinary, and healthcare industries. Based in the UK, the company collaborates with leading manufacturers such as SCHOTT Pharma, West Pharmaceutical Services, and Aero Pump to meet global demands. With over 50 years of experience, Adelphi supports product development and commercialization by offering expert guidance in selecting containers, closures, and drug delivery devices. Adelphi also supplies a wide range of specialised packaging in small quantities, reducing time to market for products.

Our business has shown strong growth over the years but we are looking for strong talent to further support our mission-driven vision in a highly fluctuating market environment. We are looking for an experienced individual to become our Sales & Account Manager for Adelphi Healthcare Packaging (AHP). This role will directly report to the Sales Director and will collaborate strongly with other key leaders, for the best and highest interests of the employees, shareholders, community, and those impacted by our business. International and UK travel will be necessary.

As a Sales & Account Manager, you will play a key role in driving our company's growth by nurturing established accounts and identifying new business opportunities. Working closely with customers in the pharmaceutical packaging industry, your primary goal will be to help our customers achieve success in their drug development ambitions. This role provides a high degree of autonomy, enabling you to shape your working day, develop customer relationships, and contribute directly to company leadership through account reporting, project progress updates, and customer insights. You will collaborate with cross-functional teams, including marketing, quality assurance, procurement, and customer service, to deliver exceptional solutions and service to our customers.

Key areas of responsibility:

• Manage Existing Accounts
• Develop and implement strategies to drive account growth by identifying opportunities for upselling and cross-selling.
• Prepare and present pricing, ensuring accuracy and alignment with customer needs.
• Manage customer relationships - follow up on quotes, proposals, and customer queries to build trust and strengthen relationships.
• Provide account performance reports and detailed sales forecasts to leadership.
• Develop and execute pricing strategies and lead negotiations to achieve mutually beneficial outcomes.
• Conduct customer visits where necessary to enhance engagement and communication.
• Proactively manage customer expectations regarding stock levels, delivery timelines, and overall service.
• Maintain professional curiosity, actively seeking to understand customers' evolving needs.

New Customer Acquisition

• Identify, Target and Win New Customers
• Proactively perform customer outreach through calls, social media platforms, emails, and meetings to generate leads.
• Investigate and monitor market trends to understand customer behaviour, industry developments, and competitive landscape.
• Conduct market research to identify opportunities and build targeted outreach strategies.
• Represent the company at industry events, conferences, and trade shows to build brand visibility and network with potential customers.

Technical Support

• Present tailored solutions to customers by clearly explaining technical product details and demonstrating their value.
• Develop in-depth knowledge of Adelphi and its Partners product portfolio.
• Propose innovative and effective solutions that meet customer requirements and exceed expectations.
• Identify opportunities to upsell by highlighting complementary products or services.

Maintain Customer Data

• Ensure the accurate and timely update of CRM systems to track customer interactions and pipeline progress.
• Set up and maintain new customer accounts, ensuring compliance with company processes.
• Keep organised records of customer conversations, meetings, and agreements for future reference.
• Maintain both hard copy and electronic files to ensure easy access and proper documentation.

Requirements:

• Minimum 5 years' experience in sales / account management
• Proven generation of sales through customer development
• Proven track record of winning new business
• Computer literate
• Excellent communication and interpersonal skills
• Willingness to learn and work collaboratively with cross-functional teams
• Foreign travel (customer visits, exhibitions, external audits, training, etc) may be required, including the potential need to be able to travel for a few days on occasion.
• Identifies and navigates overlaps between sales, marketing and business development to find solutions for the best relationship and business outcomes.
• Maintain a high degree of accuracy and attention to detail

What's on offer:

• Competitive base salary
• 24 days holiday (plus bank holidays)
• Pension Plan contributions
• Private Healthcare

Adelphi's core values are:

• Nurturing the next generation: for example, we are involved in local projects such as Youth Entrepreneurs Academy and the Young Green Briton Challenge. We sponsor various local junior sporting activities and welcome young people into the business for work experience, apprenticeships, site tours and one of our directors is a STEM Ambassador.
• Charity and community: for example, we have a charity partner of the year chosen by our employees. We give a significant amount of money each year to various local charities all relating to the arts, youth and sustainability. Our parent company Adelphi Holdings provides affordable housing to key workers and employees. We have supported local businesses by improving/rebuilding workspace to high standards. We are members of local business associations where we network and share ideas.
• Sustainability: for example, we are actively involved in the Sustainable Business Partnership and Let's Go Net Zero initiatives. We are actively working towards Net Zero by 2050 using carefully selected resources to assist us on our journey. We are working towards a B Corp certification that reflects our own values of nurturing people and planet as well as profit.