Job SummaryThe Sr. Manager, Strategic Account Growth, Contract Manufacturing, Emerging Pharma will manage both an existing portfolio of accounts and grow new business at select strategic accounts within defined Specialty Drug Delivery, Diagnostic, and Medical Device market segments. The position requires expanding the business profitability through successful selling and promotion of core and value-added products and services. Team selling and involvement of assigned internal resources aligned to the appropriate customer touch points are critical to effective management of these accounts. The Sr. Account Manager is a driven self-starter with an established track record in engaging, leading, growing and managing a complex book of accounts.
Essential Duties and Responsibilities- Proactively managing assigned customers' base business including developing specific account plans
- Achieving sales growth and margin objectives for assigned account / segment
- Developing, implementing, and achieving strategic account growth plans including winning specific products identified in the customer's pipeline.
- Facilitate communication between West internal resources and the customer including resolving conflicts
- Develop and manage customer contacts at all levels. Build, create relationships with senior level contacts and decision makers within various customer functions. Continually grow senior level interactions and broaden relationships including other functional groups between the customer and West.
- As appropriate, ensure relationships are developed between the customer's senior management and West senior management teams
- Understand the customer's business and product development strategies ensuring that West is positioned as the preferred choice for new products. Develop West solutions, utilizing cross selling of multiple products and services, to help customers to achieve their business goals.
- Lead and manage the price value proposition at customers. Develop an understanding of customer needs and apply West solutions. Lead the contract negotiation process for development and supply agreements.
- Support Business Development in building value into CM Drug Delivery programs, including contracting mechanisms and value-add services
- Customer and market segment(s) knowledge
- Lead the organization's engagement with assigned accounts and market segment companies
- Participation in the segment team and meaningful input into segment strategic growth plans
- Organize and drive customer quarterly business reviews to include, but not limited to, quality metrics, delivery metrics, forecasting (demand planning) pipeline review, future opportunities, etc.
- Lead and manage account team with global interaction, as required, to ensure coordination at the customer and aligning internal resources so that account service and growth objectives are met
- Interact as needed with multiple global sites to assist and coordinate activities between the parent company and manufacturing divisions.
- Performs other duties as assigned based on business needs.
- Conforms with and abides by all regulations, policies, work procedures, instruction, and all safety rules.
Education- Bachelor's Degree required
Work Experience- Minimum 10 years Of experience required
Preferred Knowledge, Skills and Abilities- Able to be aware of all relevant SOPs as per Company policy as they are related to the position covered by this Job Description
- Support and contribute to Lean Sigma programs and activities towards delivery of the set target
- Able to comply with the company's safety and quality policy at all times
Travel Requirements40% Up to 104 business days per year
Physical RequirementsSedentary-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- Must be able to work in a sedentary work environment.
- Must be able to communicate effectively, speak in front of groups, express and exchange ideas and understand direction.
- 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.
