1. Client Experience and Relationship Management:
Acts as the internal client advocate and leader of the business at the site, balancing and driving both the
client’s and Patheon's requirements and priorities.
Develops and manages the business relationship with existing accounts, through understanding the client’s
organization and business needs in addition to understanding the Patheon network perspective related to the
client's business to ensure overall approach is client versus site centric.
Identifies the decision structure related to product supply and third party manufacturing, and develops an
understanding for execution and implementation of supply agreements while ensuring the business
framework (forecasts, order horizon, communications, etc.) is optimized.
Ensures that expected service levels are being provided and that required planning and technical
information is being exchanged appropriately between organizations, through the coordination of
information flow, with regard to client’s requirements.
Leads engagement of the Voice of Customer (VOC) program, develops action plans and manages
Ensures resolution of significant issues with the client through coordination and collaboration of internal
functional resources to identify, propose and carry out an efficient plan to settle the issue, while protecting
Patheon interests and image.
Facilitates regular and ad hoc teleconferences and Business Review meetings.
Ensures client and Patheon are operating in compliance with MSA (Manufacturing Supply Agreement). Global Job Description : Business Manager
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2. Quotations and Supply Agreements:
Understands quotations process.
Prepares and submits commercial services proposals to customers.
Represents DPS site interests in negotiations of technology transfer and manufacturing supply agreements.
Coordinates the generation of quality agreements and assesses their commercial impact.
Completes commercial assessments and generates and negotiates quotations for technical changes and in
response to customer requests for additional services.
3. New Business Development:
Leverages relationship with existing customers to identify opportunities.
Partners with Sales to identify, assess and implement new business opportunities related to existing clients.
Facilitates effective internal communication of new project requirements, organizes and manages customer
site visits, and promotes Patheon and site capabilities.
4. Technical Excellence:
Oversees technology transfer projects to ensure 100% on-time launches.
Participates in Technology Transfer project team responsible for commercial aspects of the business.
Works closely with project managers to assume control of tech transfer projects upon validation.
Assesses ongoing business and provides technical solutions to the client to address process robustness or
Contributes to the identification and implementation of new initiatives with tools within Lean and Six
Sigma, Operational Excellence methods.
Participates in projects including representing Business Management as a member of process improvement
and capital project teams.
Assumes ownership of site projects relating to the customer (e.g. purchasing or pricing initiatives, task
forces) and follows through to completion.
5. Financial and Forecast Management:
Ensures client’s forecasts are represented accurately in S&OP process and are posted into 3-year planning
Assists in development of annual commercial revenue budget.
Seeks to understand changes, risks and opportunities to demand forecasts by exploring marketplace and
gathering business intelligence to create Demand and Business Plans.
Verifies congruency vs contractual commitments in forecasts.
Requests and implements pricing updates including annual pricing reviews, technical changes, etc. in
compliance with MSA terms.
Works with Finance to escalate collection of overdue invoices, resolves root issues, and in general
understands client’s financial processes.
Understands and implements the key milestones identified in the client contracts including pricing,
payment terms, term of contract, yield reconciliation, etc.
Maintains and tracks monthly revenue forecasting from project activities and supplementary services.
Ensures all projects achieve appropriate profit margins, through the request, analysis and recommendation
of existing and new project pricing and proposal strategies for commercial projects for the site.
Works closely with assigned accounts with the goal to improve forecast accuracy of client portfolio.
6. GMP & Health& Safety:
Ensures cGMP is applied in work area and complies with cGMP in all areas of the business.
Understands emergency procedures and safe systems of work.
Complies with all EH & S requirements.
Observes safety behavior in the working environment.
University Degree in Engineering, Science, Finance and/or Business required. Masters of Business
Administration (MBA) degreedesired.
Typically 5 years of previous related experience in project management, account management, sales or
marketing with internal or external client-facing responsibilities.
Pharmaceutical or Contract Manufacturing industry experienced preferred.
Equivalent combinations of education, training, and relevant work experience may be considered.
Ability to influence others to reach agreements and adopt a course of action.
Ability to adapt to a changing environment quickly and easily.
Ability to develop solutions that are mutually beneficial to the client and to Patheon.
Ability to function independently and as part of a team.
Ability to emphasize with another’s situation to be able to drive a greater level of understanding and
Ability to serve as the internal client advocate while balancing Patheon’s requirements and priorities.
Ability to identify market opportunities for new and existing clients and/or products. Take action
accordingly and dare to take risks.
Superior communication and presentation skills, verbal and written; fluent in the English language (+ local
language). Demonstration of active listening skills.
Communicating with clients and internal customers with challenging issues in a positive manner. Capable
of remaining calm while managing challenging issues and maintaining optimistic outlook.
Demonstrated commitment to our fundamental principles of Integrity, Respect and Excellence
Demonstrated success in the managing of multiple projects in a customer service environment.
Dynamic, self-motivated, pro-active approach to taking on challenging assignments.
Demonstrated analytical and organizational skills with the ability to impart this information to others within
the Business Management team
Experience with budgeting and forecastingrequired.
Operates with a sense of ownership and accountability.
Regular need to attend to and decipher sensory input that requires diligence and attention to interpret
effectively. This is typically because data is complex and/or technical.
Working knowledge of MS Office Applications (Word, Excel, PowerPoint, SharePoint) required.