Associate Director, Corporate Accounts & Strategic Alliances

Overview

FUJIFILM Irvine Scientific, Inc. is a worldwide leader in the innovation and manufacture of cell culture media, reagents, and medical devices for researchers and clinicians. The company provides unrivaled service and quality to scientists working in biopharmaceuticals, cell therapy, regenerative medicine, assisted reproductive technology and cytogenetics, and industrial cell culture for the large-scale production of biotherapeutics and vaccines. FUJIFILM Irvine Scientific, Inc. adheres to ISO and FDA regulations and operates dual cGMP manufacturing facilities in California, USA, and Tokyo, Japan. The company’s consultative philosophy and expertise in cell culture and compliance provide customers with unique capabilities and support. For over 50 years, FUJIFILM Irvine Scientific, Inc. has remained uniquely flexible and focused on media while becoming a strategic global leader in media products and services.  FUJIFILM Irvine Scientific, Inc. is a subsidiary of FUJIFILM Holdings America Corporation, reporting to FUJIFILM Holdings Corporation.

We are hiring an Associate Director, Corporate Accounts & Strategic Alliances. The Associate Director, Corporate Accounts & Strategic Alliances will drive FUJIFILM Irvine Scientific (FISI) value proposition for Corporate Accounts and Strategic Alliances globally aimed at moving from transactional sales to solution-based strategic collaborations. The Associate Director of Corporate Accounts and Strategic Alliances leads the company’s efforts to maintain and expand relationships with large, multi-location highly influential customers.

External US

Responsibilities

• Creation of strategic plans for driving assigned objectives:
• Completes strategic customer account plans that meet company standards.
• Develop and execute strategic Corporate Account plans for defined accounts by creating strategic collaborations aimed at fulfilling customer needs, develop scientific collaboration and increasing FUJIFILM Irvine Scientific’s market share.
• Assigned to manage assigned accounts in Japan, Asia, the USA, Europe and others as determined by management.

• Management of strong internal and external relationships:
• Build strong and effective customer relationships at C-level and key stakeholders in corporate functions.
• Lead cross functional customer account teams to ensure superior services levels and tailored scientific and commercial projects for Corporate Accounts.
• Work together with local FUJIFILM Irvine Scientific representative to develop leads, gather insights and execute Corporate Account initiatives.
• Engagement and alignment of FUJIFILM Irvine Scientific cross-functional teams towards growth of strategic products within Corporate Accounts. 

• General:
• Contributes towards the global Corporate Account Management strategy.
• Achieves assigned sales quota in designated global accounts.
• Meets assigned expectations for pricing.
• Achieves strategic customer objectives defined by company management.
• Identify and implement best practices and ensure knowledge exchange in Corporate Account Management across the global organization.
• Support Marketing in developing strategies and positioning tools needed for success in Corporate Account targets.
• Provide feedback to inside personnel, Sales Management, Marketing Department, Technical Support, R&D, Customer Service, Regulatory, and Quality on changes in the marketplace or competitive trends and additional information.
• Provide & present feedback to FUJIFILM Irvine Scientific personnel on changes in the marketplace and competitive information.
• Gathers competitive intelligence as assigned; implements tactics to build competitive barriers.
• Development of promotional ideas and activities within assigned Corporate Accounts to assure achievement of leading indicators and consistent marketing share gain in target product lines.
• Responsible for documenting of all sales related activities including sales calls, pertinent account and contact activities, account profiles in the CRM (Customer Relationship Manager) sales reporting program call plans expense reporting and travel logistics.
• Responsible for working within the expense guidelines.

Required Skills/Education 

• BA/BS degree in business administration, finance, healthcare sciences and marketing. MBA preferred.
• 5 years Corporate Account Management experience preferred.
• Preferred 3 years’ experience in strategic brand management functions, preferably business unit ownership.
• Preferred 3 years’ commercial experience in sales management experience is highly preferred.