Manager, Business Development

 

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 2. 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?  

 

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Job Summary

The Manager, Technical Sales is primarily responsible for the identification and qualification of new opportunities and leads 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 to West and driving value by understanding the customer pipeline and aligning the appropriate Integrated Systems product.  Develop additional strategies to continue to expand the West reach with new accounts as well as continued enhancements or development of new processes to drive efficiency with all service models. The Manager, Technical Sales is a self-starter who possesses a natural ability to proactively chase new avenues for identifying and capturing new accounts to the West Integrated Systems portfolio, as well as 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.
• Acts as SME and promotes Integrated Systems offerings programs at appropriate industry events and trade shows.
• As SME, will 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, Ph