Sales Account Manager-Pharmaceuticals

Account Planning and Management

• Acts as the primary commercial interface with the Pharmaceutical/Biotech Industry
• Responsible for forecasting and delivering revenue at owned customer accounts.
• Engages with cross functional team to execute on our growth strategy for Long-acting-drug delivery formulations
• Partners with Marketing and Application Development Engineers in account planning, relationship development, and general account maintenance
• Drives commercial negotiations for feasibility, clinical trial supply, and commercial supply
• Prospect, engage and provide deep account insights for assigned customers through account plans, business reviews and internal strategy discussions with peers
• Conducts general account activities such as customer visits, call reports, sampling, and activation of supportive functions within Celanese

Pipeline Development

• Responsible for supporting the value proposition for each customer and application
• Provide support and input for R&D’s IP strategy and technology road map strategy
• Translate successes in known spaces across form factors and therapy areas
• Introduce new products to customers as they are developed, and partner with marketing and LADD Application Development Engineer team members in communicating the associated value of the new product
• Identify new business opportunities within the Pharmaceutical/Biotech Industry and building long term relationships

Value Capture

• Contributes to gathering business intelligence e.g. pricing, competitive data, out-of-kind competition
• Develops/leverages an external network of subject matter experts and key opinion leaders
• Develops and leads customer engagement activities
• Develops and communicates product value propositions
• Works with ADE team and project management to deliver on project timelines in accordance with signed customer agreements
• Adhere to strict medical risk management policies and processes

• Qualifications
• 10+ years’ experience in a business development & account management capacity focused on the Pharmaceutical Industry, combination devices, or related medical devices
• Strong experience with consultative and strategic selling principles, developing and leading customer engagement activities
• Deep understanding of negotiating, writing and tracking contracts (Inception to Milestones to Royalties)
• Proven ability to sell based on enabling technology and product concepts
• Proven ability to translate industry trends into actionable insights
• Deep understanding of contracts
• Proven implementation of successful voice-of-customer activities
• Excellent presentation and collaboration skills
• Able to identify and proactively pursue new opportunities
• Able to work well in matrix organization
• Strong customer focus
• Freedom to travel about 25% of the time, as work load requires
• Desired Skills
• Past experiences focused on the Pharmaceutical Industry, combination devices, or related medical devices
• Experience developing and selling in the full Pharmaceutical value chain (Branded Companies, CDMOs, CROs)
• Understanding of pharmaceutical and combination device regulatory/FDA landscape
• Deep knowledge of the preclinical, clinical development and commercial launch cycle in the pharmaceutical industry