Leads multi-discipline teams to sell large business solutions, entering into multi-year agreements
Develops and gains agreement (internally and externally) on compelling deal structures matching customer and West’s long- term strategic objectives
Demonstrates knowledge of historical markets/trends and internal customer issues that may influence a customer's priorities, tactics and business approaches. Remains current on competitors, technology and regulatory issues to keep West and the customer at the industry's cutting edge
Communicates (verbally and in writing) effectively at all levels internally and externally (across global entities)
Considers a wide range of factors (internally and externally) when developing vision and strategy; able to shape and design strategy taking into consideration change or trends in the industry or customer strategy
Serves as a role model for most of the desired personal characteristics (ethical, passionate about the business, high energy/ hard working, respect for others, shares credit, projects selfconfidence)
Understands the different business cultures across the regions & thinks & behaves accordingly
Anticipates risks and devises contingency plans to meet them
Understands situation from many perspectives and makes decisions accordingly
Plans own account management approach and has input into colleagues' approaches. Strongly focuses on activities that achieve the vision and have the biggest pay-off
Responsible for developing and leading the creation and execution of Account Strategic Plans that specifically target opportunities which will ensure customer satisfaction and profitable growth of the business
Responsible for organizing and leading the Global Account team including regional/local key Account Managers and representatives from the different functions involved in the key account strategy and interacting with the customer (Quality Assurance, RA, Operations, R&D etc.)
Manages performance, coaches and develops his team members and work closely with them to deliver strong and profitable growth as well as the service and support expected by customers
active participation to develop winning segment strategies and execute them successfully with his team members. Effective execution will also require strong collaboration internally with various functional stakeholder groups, including Strategic Marketing, Product Management, Operations, Supply Chain, etc. to ensure that the appropriate product and/or service offering developed for our CMO partners is well defined and that we have a clear plan on how to execute and go to market
Maintaining and building West’s relationships with the customers at all levels of their organizations
Accountable for the contract negotiation teams and directing the discussion regarding business terms with the Client Business Manager. The Director will be responsible for ensuring that all functional areas of the company are aware of the contractual obligations and will monitor adherence to key terms as required. The Director is also accountable to achieve goals in terms of annual price increase for his customer portfolio and those of his team members.
Ensure that all forecasts, funnel information, account plans, customer contact lists and trip reports are updated in CRM and other administrative requirements are current for himself and his team members
Education
Bachelor's Degree in relevant relevant scientific, engineering, or business fields
Master's Degree in Business or Business-related field (MBA or equivalent) preferred
Work Experience
10+ years’ work experience in a variety of functions and industries, including significant experience in the pharmaceutical/biotechnology industry or its suppliers’ industries, ideally in a business-to-business environment
experience in both direct and matrix management
Preferred Knowledge, Skills and Abilities
Strong written and verbal communication in English; excellent Microsoft PowerPoint, Excel, and Word skills as communication tools
Commitment to leading, supporting, and working in diverse teams
Agile leadership capabilities to both lead and participate in high-performing teams
Must be able to communicate effectively, speak in front of groups, express & exchange ideas and understand direction
Strong analytical skills with the ability to collect, organize, analyze, and disseminate significant amounts of information with attention to detail and accuracy in a fast-paced environment
Able to operate with significant autonomy, self-starter and a decision maker
Able to perform well in high-stress, time-sensitive work environment, including scrutiny by executive-level management
Maintain the ability to work well with others in a variety of situations
Able to multi-task, work under time constraints, problem solve, and prioritize
Able to learn and apply new information or new skills