At West, we’re a dedicated team that is connected by a purpose to improve patient lives that has been at the center of our Company for more than a century. Our story began when Herman O. West solved the problem of supplying penicillin in mass quantities to the US Government during World War 2. Through our work to deliver thousands of life-saving and life-enhancing injectable medicines to millions of patients daily, West’s indelible mark on the healthcare industry has just begun. A name started our story. How will yours help write our future?
There’s no better place to join an inclusive community of professionals with opportunities for lifelong learning, growth and development. Supported by benefit programs, we empower the physical, mental, emotional and financial health of our team members and their families.
We believe in giving back to help those in need in the communities where we live and work. And are equally committed to creating a healthier environment and planet through our sustainability efforts.
Job Summary
The Manager, Account Management will be responsible for achieving the financial and operational objectives set for West business. This role will partner with the Sales Director for Direct Sales and the respective cross-functional teams in developing and executing the local business strategic and tactical initiatives for business.
Essential Duties and Responsibilities
- Responsible for the proactive development of business plans for assigned customers that are fully aligned with the organizational strategy and to feed into the business planning process in a timely and appropriate manner.
- Achieve sales and revenue targets through identifying opportunities with existing and new accounts. Understand customer needs and voices to uncover additional opportunities within accounts assigned across all products and solutions. Build and leverage on networks and relationships with key customers to expand and growth the West business.
- Lead in successful delivery of business objectives through high quality planning and execution of tailored key account plans.
- Execute the market strategy and objectives for West products/solutions.
- Participate in and drive key external events and meetings. e.g. Client meetings, presentations and roundtable etc.
- Manage the local sales processes and WEST CRM system and data integrity on WEST CRM. Ensure proper use of Key Account Management tools to build robust relationships with key customers.
- Be responsible for the accuracy of the monthly and quarterly reports.
- Manage the mix of cross-functional and cross regional technical resources to optimize the value of accounts and deliver business objectives.
- Implement the agreed pricing strategy formulated for each customer segment so that West achieves the planned gross margins per customer and per segment.
- Ensure that clients and distributors keep to their contractual obligations.
- Other relevant duties and projects as assigned.
- Conforms with and abides by all regulations, policies, work procedures, instruction, and all safety rules.
Education
- Bachelor's Degree Degree in Science or related discipline required
Travel Requirements
40% Up to 104 business days per year
Work Experience
- Minimum 8 years Relevant work experiences in management or supervision of personnel and cross functional teams. required and
- Prior experience working with similar industry or field is highly advantageous. preferred
Preferred Knowledge, Skills and Abilities
- Knowledge of pharmaceutical/medical device industry would be an added advantage
- Ability to synergize and drive collaboration between cross functional team members and execute sales growth strategy
- Driven by passion for customers to make a difference and possess change management experience
- Possess strong business and financial acumen
- Disciplined with able to work independently; self-motivated and results-oriented
- Is resourceful and able to influence and navigate effectively in a matrix environment
- Matured and able to maintain poise under pressure
- Excellent interpersonal and communication skills
- Ensure high ethical standards are always maintained and full compliance with all applicable laws, regulations, industry codes and internal policies and procedures
- Able to comply with the company’s safety policy at all times
Physical Requirements
Sedentary-Exerting up to 10lbs/4kgs of force occasionally, and/or negligible amount of force frequently or constantly to lift, carry, push, pull, or otherwise move objects, including the human body. Sedentary work involves sitting most of the time.
Additional Requirements
- Ability to travel at least 20-30% of the time domestically with occasional travels within the region.
West is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sex, gender identity, sexual orientation, age, marital status, veteran status, or disability status. If you have a special need that requires accommodation in order to apply to West, please send an email to Apply.Accommodation@westpharma.com. Where permitted by law, an offer of employment with West Pharmaceutical Services, or any of its subsidiary or affiliate companies, is contingent upon the satisfactory completion of background screening.
