Global Strategic Account Manager - Biotech

Danaher   •  

Westborough, MA

Industry: Manufacturing & Automotive

  •  

11 - 15 years

Posted 53 days ago


Description


From biotech concept through to design, biotech validation and production across all biotech applications, we help biotech therapy and biopharma development companies adapt to changing market conditions with innovative technologies and solutions.

Whether that means quickly developing a process for a new drug, helping our customers ensure regulatory compliance, or making existing processes easier, faster and better, we are ready to work with the leading drug and gene therapy developers and manufacturers to address their biotech needs.


The Global Strategic Account Manager role is critical to Pall's Biotech business in attaining and exceeding our strategic objectives


Responsibilities:

  • Grow Pall revenue and profits though accelerating % share of spend and level of drug specification at global strategic account(s)
  • Engage customer C-suites, top level manufacturing, top level process development as strategic partners
  • Network executive and c-suite decision makers at global accounts in order to drive business development and positive customer relationships – organize Pall business development effort in order to leverage key customer decision makers. This will require global travel – 25%
  • Ensure that Pall is providing highest level of "customer first" value in order to position as preferred supplier/partner – OTD, Quality, Technical support, product application and customer return on investment -10%
  • Win specification on drug pipelines and platforms by prioritizing resources and focusing use of global Product Management, R&D, SLS/BPS and field technical capabilities – 25%
  • Develop and execute comprehensive global account management plan both individually and with available Pall resources, including local/geographical commercial representation, negotiate contracts, grow wallet share and strategic WTS growth funnel opportunity, grow total solutions business around new builds and capacity expansion, provide customer access to new products via Pall R&D efforts – 25%
  • Provide direction, coaching and leadership on business line strategy implementation to field-based regional sales, account management, regional management, and technical teams in order to drive global account strategic plan – 15%



Qualifications



  • 10+ years large regional or global account management experience preferably in the Biotech market
  • Bachelor's degree in technical discipline or business management
  • Understanding of business financials along with ability to lead cross functional teams while providing compelling value propositions to customer
  • Thorough understanding of contract law, T&C's, IP considerations
  • High level of negotiation skill
  • Demonstrate leadership in order to drive overall organization to successfully implement overall customer strategy
  • Thorough understanding of selling across multiple cultures. Excellent communication skills and presentation abilities
  • Ability to lead and influence individuals that are not direct reports
  • Ability to sell internally and externally at all levels to all disciplines
  • Thorough understanding of Pall technology and applications
  • Extensive travel