Account Director, Pharma

BLUE OCEAN ROBOTICS ApS; Odense; On-site; DKK 641,437 - 833,868; Full time

Job summary

BLUE OCEAN ROBOTICS ApS is seeking a dynamic Account Director to spearhead the adoption of their UVD Robot Pharma solution within pharmaceutical and biomanufacturing environments. This field-based role involves strategic sales targeting major pharma manufacturers and engaging with diverse stakeholders from Procurement to Quality Assurance.

The ideal candidate will possess over 5 years of B2B sales experience, coupled with strong communications and negotiation abilities. This position will require regular travel within the Northeast US, providing an exciting opportunity to impact the industry.

Qualifications

• 5+ years of B2B sales experience within pharmaceutical, biotech, or life sciences.
• Proven track record in selling capital equipment, automation, or GMP-relevant technologies.
• Excellent communication, presentation, and negotiation skills with technical and executive audiences.

Responsibilities

• Own and grow strategic global accounts driving revenue growth.
• Develop and execute account plans for strategic customers.
• Manage the full sales cycle from prospecting to deal closure.

Skills

B2B sales experience

Communication skills

Negotiation skills

Knowledge of cGMP

CRM proficiency

Education

Bachelor's degree in business, life sciences, engineering, or related fields

Tools

Salesforce

HubSpot

Job description

Pharmaceutical Robots, Cleanroom Automation

Are you passionate about driving the adoption of advanced robotic solutions in pharmaceutical and biomanufacturing environments across the Northeast US? Do you thrive in complex, consultative CAPEX sales, where validation, compliance, and operational impact are key decision drivers? If so, this could be your opportunity to pursue your ambition.

Overview

Blue Ocean Robotics develops and sells professional service robots to the pharmaceutical and healthcare segments, and we are looking for a dynamic, result-driven Account Director to lead the adoption of our UVD Robot Pharma solution across pharmaceutical and biomanufacturing environments in the Northeast US.

You will own and drive strategic sales (both directly and via partners/distributors), targeting global strategic pharma manufacturers, CMOs/CDMOs, and biotech companies, engaging stakeholders across Procurement, Quality (QA), Validation, EHS, Manufacturing, and Facilities in the pharma segment.

This is a field-based role in the Northeast US, reporting to the VP of Sales in Denmark, with regular travel primarily to customer sites in the region.

Key Responsibilities

• Own and grow strategic global accounts driving revenue growth.
• Develop and execute account plans for strategic global customers in the pharma segment.
• Develop and maintain corporate-level relationships with large strategic accounts.
• Manage the full sales cycle from prospecting and lead qualification through technical validation, global contract negotiation on corporate level, CAPEX approval processes and deal closure including leasing and service-based models, and ensuring effective post-sale onboarding and implementation at customer sites in collaboration with Customer Support.
• Collaborate cross-functionally with technical service and marketing teams to ensure seamless implementation and customer satisfaction.
• Lead value-based selling by clearly articulating and quantifying impact on contamination control, batch risk reduction, labor efficiency, and regulatory compliance.
• Coordinate and deliver product demonstrations, pilot projects, and support validation.
• Partner with distributors and other strategic partners to extend market reach.
• Represent Blue Ocean Robotics at industry events and conferences.
• Maintain pipeline discipline and forecasting accuracy in CRM.
• Support post-sale success, ensuring adoption and expansion opportunities.

Qualifications & Experience

• Bachelor’s degree in business, life sciences, engineering, or related fields
• 5+ years of B2B sales experience within pharmaceutical, biotech, or life sciences
• Proven track record in selling capital equipment, automation, or GMP-relevant technologies
• Experienced managing complex long-cycle enterprise sales
• Excellent communication, presentation and negotiation skills with technical and executive audiences
• Strong understanding of cGMP, cleanroom environments, and validation processes (IQ/OQ/PQ)
• Experienced engaging both technical and executive stakeholders
• Strong skills in business case development, value-based selling and building relationships
• CRM proficiency (Salesforce, HubSpot, or similar)
• Experience with Annex 1, contamination control, and aseptic processes
• Exposure to robotics, automation, or digital solutions
• A strong, established network within pharma manufacturing or QA/engineering environments
• Experienced working with distributors and partners

Profile

• Self-motivated and results-driven, with a strong commitment to delivering exceptional sales outcomes and building customer trust at all organizational levels
• Structured and persistent in managing long sales cycles
• Credible and confident when engaging with QA, validation, technical stakeholders, and executives
• Commercially sharp, with strong value articulation skills
• Highly self-driven with a strong sense of ownership
• Comfortable operating in a fast-paced scale-up environment
• Entrepreneurial mindset with a proactive approach to business development and customer success
• Based in the Northeast US and willing to travel 40-60 days per year