Sr. Specialist Sales & Marketing Dev.

 

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:

As the Market Development Marketing Generalist, Services and Solutions, this role develops and implements lead targeting, prospecting, reporting and customer engagement tools and processes that positions West as a market leader in contract manufacturing and combination product development. Helps to ensure West’s Services and Solutions achieve its sales growth through improved customers targeting and research.

 

Essential Duties and Responsibilities:

 

Market Development & Targeting

• Works with Services & Solutions Sales and Business Development leaders to establish annual customer targeting goals for Services opportunities with Contract Manufacturing, and Containment and Delivery Systems.
• Support commercial teams to ensure effective execution of Services offerings and achievement of business objectives. 
• Assesses competitors by analyzing and summarizing competitor information and trends and identifying sales opportunities.
• Prepares enablement tools, customer presentations and reports for account managers and business development, providing technical information and explanations. Ensures proper entry into the CRM and develops tracking and reporting methodologies

 

Market Research & Sales Enablement

• Collaborates with sales and marketing operations teams (market analytics, intel and translation) for effective utilization of market research tools and databases.
• Perform market research to identify and qualify potential business leads utilizing data from data warehouses (IQVIA, LinkedIn, etc) and business activities (customer meetings, conferences, etc.).
• Develops prospect lists by researching sources and determining potential for prospective customers.
• Develops customer pipeline analysis reports and works with strategic marketing to develop customer specific sales positioning and customer facing materials.
• .

 

Prospecting & Lead Development

• Builds targeted lists for direct sales campaigns. Updates CRM with detailed and accurate information.
• Triages new sales opportunities through inbound lead follow-up and sources and qualifies new leads through outbound cold calls and emails.
• Develops accounts by checking customer’s buying history, suggesting related and new services/solutions for further sales engagement.
• Works with marketing and business development to develop communication campaigns and maintains a follow up schedule to ensure lead nurturing and appropriate handoff.

 

Reporting & Database Maintenance

• Develops lead scoring methodology and works with sales and business development to ensure lead follow up and optimal sales engagement.
• Prepares sales prospect reports and develops tools and reporting processes to monitor outcomes.
• Works with digital marketing team to ensure incoming leads are scrubbed, entered, and de-duped to ensure database quality, as wells as added to appropriate targeting/lead nurturing campaigns.

 

 

Education and Experience:

• Education: Bachelor's in relevant technical engineering or business /marketing discipline, MBA preferred
• Experience: 5 years related experience
• Pharmaceutical contract development, manufacturing or medical industry experience preferred

 

Knowledge, Skills and Abilities:

• Strong analytical skills with the ability to collect, organize, analyze, and disseminate significant amounts of information with attention to detail and accuracy
• Convert market data and findings into strategic business recommendations through understandable tables, graphs, presentations
• Ability to work with datab