Director, Technical Sales

Life changing therapies. Global impact. Bridge to thousands of biopharma companies and their patients.

We are PCI. 

Our investment is in People who make an impact, drive progress and create a better tomorrow. Our strategy includes building teams across our global network to pioneer and shape the future of PCI.

Job Title: Director, Global Technical Sales  – Final Assembly & Packaging

Department/Group: Sales

Location: Assembly

Reports to: VP Global Technical Sales

Summary of Objective:

Leverage unparalleled product knowledge and significant technical expertise in industry to secure new client opportunities in achieving PCI growth targets.  Maximize organic growth potential with key strategic clients by providing an extraordinary level of proposal development support, including pitching complex business proposals and translating sophisticated business principles to key executive and technical customer decision makers.  Drive both global business expansion across PCI’s network and success in winning high margin business opportunities.  Engender business growth with client discussions that require technical assistance and provide more value to the client in facilitating the industry leading experience.  Drive efficiency in business development output: increasing win percentage and increasing bid opportunities. Identify potential targets as well as author differentiated proposals influential in key business wins.  Provide a global view around market trends and assist in developing market strategies. Drive the seamless execution of our integrated offerings to ensure the client stays within our network.

Essential Duties and Responsibilities: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The essential duties and responsibilities include the following but other duties may be assigned.

Opportunity Development

Actively market PCI as the most technically capable and innovative solution provider

Identify potential targets, report on results, pursue improvement initiatives to address gaps based on client feedbacka

Author comprehensive and market differentiating proposals with Wow factor

Lead and facilitate in-person sales/qualification activities to secure wins

Technical sales:

Orchestrate business development with technical client discussions and qualification activities.  Organize internal technical SME's, rationalize PCI approach, engage teams to ensure high quality communication and action plans based on opportunity dynamics

Suggest new proposed solutions and technologies to address market trends, gaps, innovations.  Translate impact, investment needs, resource requirements to functional leads and site teams.

Consult with clients to identify potential solutions and optimal product selection.  Utilize unparalleled technical and industry knowledge to influence successful client outcomes.

Proposal development:

Orchestrate comprehensive proposal development to assure the right level of delivery & content for client.  Ensure a difference maker solution to delight client and secure wins.

Increase business efficiency:  Increase total output of proposals as well as increased win percentage

Business analytics / Trends / strategy development & execution:

Support segment leader in activity around crafting and articulating global/regional strategy development - key business segments, key target geographies, etc.

Support effort to incorporate next-gen approach to leverage capabilities of Salesforce.com and supplemental platforms (as applicable)

Gather and report KPI's relative to goal attainment

Address and implement solutions for gap analysis

Identify market trends, future targets, future innovations 

Seamless Development & Manufacturing-Clinical-Commercial execution:

Partner with D&M/Clinical/Commercial sales-ops, as well as program management, to implement a forward-looking business conversion mechanism with analysis and reporting to prescribed goals and clients.  Identify targets, timing, measures of engagement, etc.

Gather client VOC feedback, report on results, pursue improvement initiatives to address gaps

Champion innovative and consultative offerings, implementing value pricing:

Usher business development engagement in articulating value of innovative solutions for clients.  Orchestrate with Estimating to offer market appropriate costing and impactful proposal authoring to ensure effectiveness with innovation led approach to client delivery.

Report on results, KPI's and business effectiveness, pursue improvement initiatives to address ga