At West, we’re a dedicated team that is connected by a purpose to improve patient lives that has been at the center of our Company for more than a century. Our story began when Herman O. West solved the problem of supplying penicillin in mass quantities to the US Government during World War 2. Through our work to deliver thousands of life-saving and life-enhancing injectable medicines to millions of patients daily, West’s indelible mark on the healthcare industry has just begun. A name started our story. How will yours help write our future?
There’s no better place to join an inclusive community of professionals with opportunities for lifelong learning, growth and development. Supported by benefit programs, we empower the physical, mental, emotional and financial health of our team members and their families.
We believe in giving back to help those in need in the communities where we live and work. And are equally committed to creating a healthier environment and planet through our sustainability efforts.
Job Summary:
The Sr. Account Manager will manage existing and grow new business at select key accounts within specific market segments. The position requires growing the business profitability through successful selling and promotion of both core and high value products and services. The Sr. Account Manager requires a thorough understanding of the assigned accounts’ business objectives, products and related market activities, and the corresponding impact of West’s ability to influence the customer’s success. Team selling and involvement of West resources aligned to the appropriate customer touch points are critical for effective management of these accounts and, potentially, distributors. The Sr. Account Manager is a self-starter with an established ability to manage and grow business with a complex book of accounts.
Essential Duties and Responsibilities:
- Customer and market segment(s) knowledge.
- Developing, implementing and achieving strategic account growth plans.
- Proactively managing base business with assigned customers.
- Achieving sales growth objectives across the platform of West Pharm Systems products and services.
- Communication and coordination of account strategies with other sales teams as well as global counterparts.
- Participation in the Industry Partners team and meaningful input into market unit strategic growth plans
- Actively work and align with Marketing, TCS, and Services/Solutions to seed and grow the business.
- Lead and manage a regional account team (if applicable) with global interaction, as required, to ensure coordination at the customer and to align internal resources so that account service and growth objectives are met.
- Lead intense involvement with other West commercial teams to drive synergies between sponsor companies and the contract manufacturing segment.
- Interact as needed with multiple global accounts to assist and coordinate activities between the parent company & their other divisions.
- Lead and manage the price value proposition at customers. Develop an understanding of customer needs and apply West solutions. Lead the contract negotiation process for supply agreements with the VP of Commercial Development (or someone designated by them).
- Develop and manage customer contacts at all levels. Build and create relationships with senior level contacts and decision makers within various customer functions. Continually grow interaction outside of customer sourcing organizations. Continually broaden relationships to include other functional groups within West and the customer. As appropriate, assure that relationships are developed between the customer’s senior management and West senior management teams.
- Facilitate communication between West internal resources and the customer.
- Understand the customer’s business and product development strategies by segment to assure that West is positioned as the preferred choice for new products. Develop West solutions, utilizing cross selling of multiple products and services, to help customers to achieve their business goals.
- Organize and conduct customer quarterly business reviews to include, but not limited to, quality metrics, delivery metrics, forecasting (demand planning) pipeline review, future opportunities, etc.
- Other duties as assigned.
Basic Qualifications:
- Bachelor’s Degree in Business or equivalent experience
- Minimum 8 years of experience as Account Manager/Business Development Manager/Sales Team Manager supplying Drug Product Manufacturers
Preferred Knowledge, Skills and Abilities:
- Minimum 5 years of experience with injectable Drug Products
- Knowledge of rubber/elastomer technology or pharmaceutical/medical device industry would be an added advantage
- Ability to synergize and drive collaboration and facilitate conflict resolution between cross functional team members and execute sales growth strategy
- Driven by passion for customers to make a difference and possess change management experience
- Possess strong business and financial acumen
- Disciplined with the ability to work independently; self-motivated and results-oriented
- Is resourceful and able to influence and navigate effectively in a matrix environment
- Mature and able to maintain poise under pressure
- Excellent interpersonal and communication skills
- Ensure high ethical standards are always maintained and full compliance with all applicable laws, regulations, industry codes and internal policies and procedures
- Presentation skills: Experienced user of Excel, PowerPoint, Power BI, SAP, CRM
- Able to comply with the company’s safety and quality policies at all times
Travel Requirements:
- Must be able to travel up to 40% of the time, including internationally
Physical and Mental Requirements:
- Sedentary - exerting force occasionally, and/or negligible amount of force frequently or constantly carry, push, pull, or otherwise move objects, including the human body. Sedentary work involves sitting most of the time. Jobs are sedentary if walking and standing are required only occasionally, and all other sedentary criteria are met
- Able to routinely use standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines
- Must be able to communicate effectively with written and oral skills, make quick decisions, interpret data, read & write, speak in front of groups, express & exchange ideas, understand direction and adhere to procedures
- Organizational skills will enable planning, prioritization & achievement of goals especially of importance for the successful execution of related activities
- Position operates in a professional office environment. May stand or sit for extended periods of time
- Read and interpret data, information and documents
- Must maintain the ability to work well with others in a variety of situations
- Must be able to multi-task, work under time constraints, problem solve, and prioritize
- Ability to make independent and sound judgments
- Observe and interpret situations, analyze and solve problems #LI-CS1
West embraces diversity and equality of opportunity. We foster an environment where all individuals are safe, treated fairly, valued and respected. We do not discriminate on the basis of race, religion, color, national origin, gender, sex, gender identity, sexual orientation, age, marital status, veteran status, disability status or other applicable legally protected characteristics. Where permitted by law, employment with West Pharmaceutical Services, Inc. or any of its subsidiary or affiliate companies, is contingent upon the satisfactory completion of post-offer background screening and/or drug screening.
