Dir, Commercial Development

Job Description:

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 Director, Commercial Development, will report to Sr. Director Business Development and Marketing, and will be responsible for developing commercial strategies to drive robust market penetration for West Services, and leverage inbound/outbound interactions to develop, document, and appropriately transition early-pipeline customer opportunities with pharmaceutical and drug delivery device companies to sales and business development teams, leading to profitable revenue growth that is aligned with divisional and organizational financial objectives. 

Essential Duties and Responsibilities

Develop and implement commercial development strategies and processes to identify high-quality and actionable targets, leads, across (bio) pharmaceutical and novel device companies, requiring services for combination product development, device manufacturing, and drug packaging. 

Leverage CRM to track targets, leads, opportunities and report on pipeline progression, delivering actionable recommendations. Leverage data to inform strategic decisions and work of CM Business Development, Sales, and Commercial Operations teams. 

Refine and support repeatable business development/sales processes that drive desired commercial outcomes and identify improvements where and when required. Drive the rhythm of the business on a continuous basis to identify business issues and ensure actions are in place to course correct results. 

Work cross functionally and collaborate with other Operating Units (Elastomers, Devices, and Integrated Systems) at West Pharmaceuticals, to identify targets, opportunities from broader West pipeline; develop integrated sales strategies that resonate with customers and position West as partner of choice in injectable drug packaging products and services. 

Maintain understanding and expertise in combination products, drug development and packaging processes, regulations and standards, and leverage knowledge to drive commercial strategy. 

Additional Responsibilities

Experience developing, optimizing and managing sales funnel utilizing CRM and digital marketing systems. 
Experience with multi-channel sales models and track record of working effectively with sales teams including inside sales, and field sales teams. 
Firsthand knowledge and understanding of drug substance manufacturing and drug product fill-finish process, and customer requirements for outsourced CDMO services for injectable drugs. 
Background with a good technical understanding and knowledge of Combination products, medical device qualification, packing and delivery systems, primary packaging, regulatory requirements. 
Experience managing and mentoring a high performance team of direct and indirect reports. 
Strong interpersonal skills: able to connect with others and effectively influence and manage key relationships across diverse organizational levels, business units and customers. 
Excellent communication/negotiation skills and strong customer focus. 
Self-starter, highly motivated and ability to work independent with little or no daily supervision. 
Ability to thrive in a fast-paced and complex environment and to navigate through a variety of organizational changes. 
Ability to effectively work in a virtual environment in a global organization.
Skills and competencies: strategic thinking, communication, presentation, analytical, technical, prioritization, coaching and development of teams. 
Excellent English language skills (written/oral). 
Able to comply with the company’s safety and quality policy at all times. 

Education

• Bachelor's Degree in Biomedical engineering, biotechnology, or related field 
• MBA or relevant management certification

Work Experience

• Minimum 10 years experience in pharmaceutical/medical device sales or biotechnology industry with first hand experience working in a CDMO.
• Direct experience in Commercial development or inside sales roles with demonstrated progressive scope/responsibilities.

Preferred Knowledge, Skills and Abilities

• Excellent communication/negotiation skills and strong customer focus.
• Self-starter, highly motivated and ability to work independent with little or no daily supervision.
• Background includes a good technical understanding and knowledge of Combination products, medical device qualification, primary packaging, Regulatory requirements and Program Management.
• Ability to prioritize and deliver high quality, accurate work within the required timeline.
• Formulation and implementation of strategic direction.
• Team player actively contributing to positive team spirit.
• Excellent verbal and written communication skills.
• Excellent customer and partner relationship management skills.
• Able to be aware of all relevant SOPs as per Company policy as they are related to the position covered by this Job Description.
• Able to comply with the company’s safety and quality policies at all times.

License and Certifications

Travel Requirements

30%: Up to 78 business days per year

Physical Requirements

Sedentary-Exerting up to 10lbs/4kgs of force occasionally, and/or negligible amount of force frequently or constantly to lift, carry, push, pull, or otherwise move objects, including the human body. Sedentary work involves sitting most of the time.

Additional Requirements

• Must be able to communicate effectively with written and oral skills, make quick decisions, interpret data, read and write, speak in front of groups, express and exchange ideas, understand direction and adhere to procedures.
• Organizational skills will enable planning, prioritization and 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.

West is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sex, gender identity, sexual orientation, age, marital status, veteran status, or disability status.  If you have a special need that requires accommodation in order to apply to West, please send an email to Apply.Accommodation@westpharma.com.  Where permitted by law, an offer of employment with West Pharmaceutical Services, or any of its subsidiary or affiliate companies, is contingent upon the satisfactory completion of background screening and/or a pre-employment drug screening.