Sr. Account Manager, Sales, MNA

 

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?  

 

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

Job Summary:

The Senior Account Manager will be tasked with the strategic initiative to expand West’s sales and marketing share and manage accounts. The position requires growing the business profitability through successful selling and promotion of both core and value-added products and services. The Senior Account Manager will develop a thorough understanding of both new and assigned accounts’ business objectives, products and related market activities.   Team selling and involvement of West resources aligned to the appropriate customer touch points are critical to effective account management.

 

Essential Duties and Responsibilities:

• Research emerging pharmaceutical companies who would benefit from West’s product and services offering.  Identify key decision makers in prospect organizations.
• Develop new and existing customers through promotion of West products and services.  The ability to uncover opportunities through strong listening and interviewing skills. Critical thinking is a must.
• Cross functional dialogue and interaction within both West and the customer.  Working with teams to problem solve and message a potential West solution.
• Develop a strong technical understanding of West products and services. Work closely with Technical Customer Service to problem solve and learn.
• Engages in dialogue employing open-ended questions that uncover overall strategic objectives, organizational and/or unmet needs. Identifies ways that West can be a partner in accomplishing short- and long-term objectives.
• Develops and gains agreement (internally and externally) on compelling deal structures matching customer and West's long term strategic objectives.
• Demonstrates the benefits of the partnership with West by providing unmatched service and strategic support to enable the customer to achieve their specific business goals.
• Demonstrates a comprehensive understanding of the customer's challenges and strategic objectives. Draws from experience to provide advice regarding potential product opportunities and risks.
• Communicates (verbally and in writing) effectively internally & externally. Projects credible executive image with polish & poise. Handles questions well in highly visible, adversarial situations.
• Creates and coordinates collaboration between support functions and the customer recommending the ways in which West's offering could meet external customer needs.  
• Proactively fosters strategic partnerships with key decision makers by consistently seeking feedback to ensure West has met expectations; takes swift and decisive action to address any concerns or obstacles.
• Considers a wide range of factors (internally and externally) whe