West Pharma Director Business Development Integrated Systems 

United States, Pennsylvania, West Whiteland Township 

992493312

Essential Duties and Responsibilities:

• Create and deploy a robust market plan that includes product content, channel strategy, customer messaging, sales training and sales incentives.
  
• Interface with West Supply Chain team to ensure accurate demand forecast and supply for seeding new accounts and supporting scale-up and commercial demand volumes. Provide Customer lens for prioritization of product supply.
  
• Establish Business Development Programs including early adopter customers, target service levels, and Customer Development Agreements.
  
• Responsible for prospecting and lead development, monitoring sales and funnel performance. Supporting West customer facing teams in customer interactions throughout the buying journey including sales calls, presentations, post-sales support & problem solving to deliver on revenue and growth targets.
  
• Monitor customer & market needs to define gaps and/or areas of expansion that can be addressed through promotional and technical materials. Ensure that resources are defined and secured to produce content to address evolving market needs.
  
• Define and create promotional materials for complementary West services (e.g, Analytical Lab Services, Fill\Finish consultation) to support customer evaluation and commercialization.
  
• Continuously review success and fit for purpose of go-to-market strategy and drive adjustments and changes accordingly.
  
• Provide Voice of Customer (VOC) feedback and market intelligence to West Product Management and the customer on the global market requirements to ensure that the Product Development Process accurately captures market needs and customer requirements.
  
• Provide progress reports to West Commercial Leadership.
  
• Act as the main point of contact and develop a collaborative relationship with the customer.
  
• Working with the customer to develop appropriate business models to capture opportunities and convert sales.
  
• Define areas of growth and content need to tap into new applications where the customer expertise and resources can be leveraged to expand usage. Drive programs to execution.
  
• Monitor and report out on progress of go-to-market strategy and sales opportunity funnel and sales effectiveness.
  
• Jointly review KPIs with the customer celebrate wins and collaborate on areas of improvement.
  
• Exhibits regular, reliable, punctual, and predictable attendance.
• Other duties as assigned.

Basic Qualifications:

• Bachelor's degree in Business, Marketing, Finance, or Science/Technical degree or equivalent experience required.
• Master's degree or MBA preferred.

Work Experience:

• Minimum 10 years of experience with at least 5 years of experience in pharmaceutical/medical device sales and/or marketing required.
• Preferred background includes a good technical understanding and knowledge of Combination products, medical device qualification, primary packaging, regulatory requirements, and program management.

Preferred Knowledge Skills and Abilities:

• Excellent communication/negotiation skills and strong customer focus.
• Self-starter, highly motivated and able to work independently with little or no daily supervision.
• Ability to prioritize and deliver high quality, accurate work within the required timeline.
• Formulation and implementation of strategic direction.
• Team player actively contributing to positive team spirit.
• Excellent verbal and written communication skills.
• Excellent customer and partner relationship management skills.
• Able to comply with the company’s safety and quality policies at all times.

Travel Requirements:

• 30% or up to 78 days per year.

Physical Requirements:

• Sedentary - exerting up to 10lbs/4kgs of force occasionally, and/or negligible amount of force frequently or constantly to life, carry, push, pull, or otherwise move objects, including the human body. Sedentary work involves sitting most of the time. Jobs are sedentary if walking and standing are required only occasionally, and all other sedentary criteria are met.

Additional Requirements:

• Must be able to communicate effectively with written and oral skills, make quick decisions, interpret data, read & write, speak in front of groups, express & exchange ideas, understand direction and adhere to procedures.
• Organizational skills will enable planning, prioritization & achievement of goals especially of importance for the successful execution of related activities.
• Position operates in a professional office environment. May stand or sit for extended periods of time.
• Read and interpret data, information and documents.
• Must maintain the ability to work well with others in a variety of situations.
• Must be able to multi-task, work under time constraints, problem solve, and prioritize.
• Ability to make independent and sound judgments.
• Observe and interpret situations, analyze and solve problems.

The job description reflects the general details considered necessary to describe the principal functions of the job identified and shall not necessarily be construed as a detailed description of all the work requirements that may be inherent in the job. West Pharmaceutical Services is an Equal Opportunity Employer.