Manager, Business Development

Company Overview

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 II. 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?

Team Culture

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. We are equally committed to creating a healthier environment and planet through our sustainability efforts.

Job Summary

The Manager, Technical Sales is primarily responsible for identifying and qualifying new opportunities and leading the launch of Integrated Systems in the EU. Strong research and analytical skill sets will be utilized to conduct targeted market research and associated analysis to identify new potential customers and emerging trends. The role requires establishing new customers for West and driving value by understanding the customer pipeline and aligning the appropriate Integrated Systems product. The Manager, Technical Sales is a self‑starter who possesses a natural ability to proactively chase new avenues for identifying and capturing new accounts across the West Integrated Systems portfolio, working with Business Development and Strategic Marketing on top‑of‑the‑funnel tactics. This person will quickly develop their ability to identify, manage, and grow new and existing businesses.

Essential Duties and Responsibilities

• Responsible for the Integrated Systems Platform sales, engaging with both customers and internal teams to drive strategic growth initiatives.
• Acquire and manage new business contracts and sales through conversion of prospective leads, with a focus on our Integrated Systems portfolio.
• Work closely with Industry Partners, and Emerging Bio commercial teams to move customer opportunities seamlessly through the project scoping, quotation and award process.
• Ensure that financial objectives are fully met.
• Lead the development of segment sales strategies to forge new relationships with prospective customers by uncovering opportunities through strong listening and interviewing skills, understanding their drug pipeline, and offering tailored solutions that align with their need.
• Understand and communicate emerging needs/trends for drug delivery support services not currently offered by West that align with our business growth strategy.
• Ensure customer activities are captured in CRM.
• Provide input and support to validate the monthly financial forecast for assigned target segment.
• Provide input and support to optimize marketing activities and sales materials to support offerings.
• Lead analyses of the competitive landscape for Integrated Systems and recommend improvements in positioning as needed.
• Act as SME and promote Integrated Systems offerings programs at appropriate industry events and trade shows.
• As SME, provide support in the training of customer‑facing groups on Integrated Systems offerings.
• Support and collaborate with the Business Operations and Project Managers to facilitate services team when two or more services are needed for a development agreement, proposal or program.
• Provide support for effective customer follow‑up from webinars and other West events, engage with customers through the leads process, collaborating with Marketing on product campaigns tailored to our customer portfolio.
• Perform data analytics for customers or platform portfolios to drive enhancements for product and service models in support of new accounts and how they will be appropriately serviced.
• Understand market trends including relevant competitors, technology and regulatory issues to keep customers informed.
• Utilize all service platforms, manage customers, training of the customers, and optimizing the use of support systems as well as working with other departments to improve the overall service model to these new accounts.

Education

• Bachelor’s degree in Bioscience, Biochemical, Chemistry, Engineering, Pharmaceutical or equivalent experience. MBA preferred.

Work Experience

• Minimum 8 years of relevant B2B technical sales experience in industries that require a high degree of technical knowledge and regulatory requirements.
• Experience in prefilled syringe products and/or services.

Preferred Knowledge, Skills and Abilities

• Knowledge or experience with ERP tools like SAP with Sales and Distribution.
• Exhibit strong competency in sales process and strategic account planning by regularly achieving business results that accurately mirror or exceed forecast.
• Ability to strategically prioritize and suitably adapt and improve on strategic approach as and when necessary to focus on high value and likely to win opportunities/accounts.
• Demonstrates knowledge of market segment, trends and internal customer issues that may influence a customer's priorities, tactics, and business approaches. Remains current on competitors, new technology and regulatory issues to maintain West’s scientific leadership position in the market.
• Anticipates risks and devises contingency plans to meet them. Understands situation from many perspectives and makes decisions accordingly.
• Resourceful and is comfortable navigating through internal resources by collaborating cross‑functionally and can utilize resources effectively.
• Working knowledge of MS Office.
• Familiarity with CRM systems is a plus.
• Previous experience with cold calls and/or developing strategies to connect with and onboard new customers is strongly preferred.
• Natural ability to demonstrate creativity with innovative thinking to discover and implement enhancements to existing processes.
• Strong communication skills. Highly proficient in written and spoken English (other languages appreciated).
• Customer‑Focused Attitude: A customer‑centric approach with a genuine desire to ensure customer satisfaction and build lasting relationships.
• Strong people skills – approachable, good listener, empathetic.
• Self‑Starter with ability to work independently in a global environment as well as in team settings for project and/or process specific needs.
• Be aware of all relevant SOPs as per Company policy as they relate to the role covered by this Job Description.
• Fully compliant with the company’s safety and quality policies at all times.

Travel Requirements

40% Up to 104 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

• Work is performed in an office environment. 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.
• 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 and have critical decision‑making skills.

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.

Funzione lavorativa

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