Director Sales, Industry Partners

Job Description:

This is a fully remote role

Who We Are:

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

In this role the job holder will be responsible for developing, leading and executing account (customer) strategies that lead to increased sales, profit, and market share growth consistent with the account potential. The Director has a deep understanding of the customers which inspires account strategies that will outperform competitors and position West for sustained success by delivering valued solutions. The expectations for the Director in this role are that he defines in collaboration with his direct manager and execute on a growth strategy for the Industry Partners and working with his direct team, deliver strong, profitable growth for his customer base and that of his direct team. This will be achieved through
effective team leadership, customer engagement and management, account penetration and effective cross-functional engagement. In addition, the responsibility includes identification and capturing of new business and having a thorough understanding of our customers’ value chain and generate customer insights to best position West to secure new businesses and meet our short and long-term strategic plans.

Essential Duties and Responsibilities

• Leads multi-discipline teams to sell large business solutions, entering into multi-year agreements
• Develops and gains agreement (internally and externally) on compelling deal structures matching customer and West’s long- term strategic objectives
• Demonstrates knowledge of historical markets/trends and internal customer issues that may influence a customer's priorities, tactics and business approaches. Remains current on competitors, technology and regulatory issues to keep West and the customer at the industry's cutting edge
• Communicates (verbally and in writing) effectively at all levels internally and externally (across global entities)
• Considers a wide range of factors (internally and externally) when developing vision and strategy; able to shape and design strategy taking into consideration change or trends in the industry or customer strategy
• Serves as a role model for most of the desired personal characteristics (ethical, passionate about the business, high energy/ hard working, respect for others, shares credit, projects selfconfidence)
• Understands the different business cultures across the regions & thinks & behaves accordingly
• Anticipates risks and devises contingency plans to meet them
• Understands situation from many perspectives and makes decisions accordingly
• Plans own account management approach and has input into colleagues' approaches. Strongly focuses on activities that achieve the vision and have the biggest pay-off
• Responsible for developing and leading the creation and execution of Account Strategic Plans that specifically target opportunities which will ensure customer satisfaction and profitable growth of the business
• Responsible for organizing and leading the Global Account team including regional/local key Account Managers and representatives from the different functions involved in the key account strategy and interacting with the customer (Quality Assurance, RA, Operations, R&D etc.)
• Manages performance, coaches and develops his team members and work closely with them to deliver strong and profitable growth as well as the service and support expected by customers
• active participation to develop winning segment strategies and execute them successfully with his team members. Effective execution will also require strong collaboration internally with various functional stakeholder groups, including Strategic Marketing, Product Management, Operations, Supply Chain, etc. to ensure that the appropriate product and/or service offering developed for our CMO partners is well defined and that we have a clear plan on how to execute and go to market
• Maintaining and building West’s relationships with the customers at all levels of their organizations
• Accountable for the contract negotiation teams and directing the discussion regarding business terms with the Client Business Manager. The Director will be responsible for ensuring that all functional areas of the company are aware of the contractual obligations and will monitor adherence to key terms as required. The Director is also accountable to achieve goals in terms of annual price increase for his customer portfolio and those of his team members.
• Ensure that all forecasts, funnel information, account plans, customer contact lists and trip reports are updated in CRM and other administrative requirements are current for himself and his team members

Education

• Bachelor's Degree in relevant relevant scientific, engineering, or business fields
• Master's Degree in Business or Business-related field (MBA or equivalent) preferred

Work Experience

• 10+ years’ work experience in a variety of functions and industries, including significant experience in the pharmaceutical/biotechnology industry or its suppliers’ industries, ideally in a business-to-business environment
• experience in both direct and matrix management

Preferred Knowledge, Skills and Abilities

• Strong written and verbal communication in English; excellent Microsoft PowerPoint, Excel, and Word skills as communication tools
• Commitment to leading, supporting, and working in diverse teams
• Agile leadership capabilities to both lead and participate in high-performing teams
• Must be able to communicate effectively, speak in front of groups, express & exchange ideas and understand direction
• Strong analytical skills with the ability to collect, organize, analyze, and disseminate significant amounts of information with attention to detail and accuracy in a fast-paced environment
• Able to operate with significant autonomy, self-starter and a decision maker
• Able to perform well in high-stress, time-sensitive work environment, including scrutiny by executive-level management
• Maintain the ability to work well with others in a variety of situations
• Able to multi-task, work under time constraints, problem solve, and prioritize
• Able to learn and apply new information or new skills

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Travel Requirements

20%: Up to 52 business days per year

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.