About this role
The primary role will be to sell an expanding portfolio of highly differentiable, high-value products and flexible solutions that address critical steps in the production of biologic drugs, gene therapy and cell therapy - to new and existing Biopharmaceutical customers. This role is responsible for strategic biopharmaceutical accounts management and drive both consumable and system-based business opportunities across the full bioprocess workflow.ESSENTIAL JOB FUNCTIONS
• Develop sales strategies and sales plan in the assigned sales territory to drive growth and profitability. • Actively seeks leads and opportunities to build and manage a robust sales pipeline. • Promote and sell a portfolio of upstream, downstream, and single use products; be able to articulate key differentiators and value proposition of company products • Play an active role in driving market research, major customer projects, new product launches and new product development initiatives • Implementation of marketing plans within the assigned sales area (e.g., organization of road shows, seminars, promotions, development of sales collateral) in coordination with marketing team. • Ensure compliance of sales processes including recording and monitoring lead management, sales activities, and funnel management through SalesForce.com. • Establish and maintain Strategic Key Account relationships • Develop close collaboration with various internal stakeholders. • Provide accurate and timely sales reporting and forecasting in CRM system. • Maintain contact with key market infrastructure partners and identify new sales and business opportunities • Be the customer and market advocate to the internal organization • Interface with Business and Market Development to ensure that appropriate product, market, and competitive information is shared in an accurate and timely manner • Support the development of sales collateral • Provide Manufacturing and QA/QC operations with timely information to support forecasting, customer complaint handling and facility audits • Execute all aspects of field sales activity to include customer visits, technical presentations, laboratory demonstrations and quote negotiation. • Attend, manage and follow up on trade show activities to generate leads. • Involve or lead projects and assignments as part of the professional development opportunity. • Drive strategic system and consumable opportunities including filtration, TFF, chromatography and single-use technologies. • Support customer projects involving scale-up, technology transfer, validation, and commercial manufacturing activities. • Build and maintain strong relationships with key stakeholders across manufacturing, engineering, process development, procurement and QA teams. • Lead commercial discussions and coordination for large-scale capital equipment and strategic projects. • Identify competitive displacement opportunities and develop strategic account penetration plans.
QUALIFICATIONS
Education, Training & Experience
• A Bachelor’s degree or higher in a scientific (biology/biochemistry) or similar majors. • A minimum of 8 years of experience in the biopharmaceutical or life science industries. • A strong understanding of Cell Culture, Chromatography and Filtration is a priority. However, additional skills and understanding and Upstream and Downstream processing would also be beneficial • Proven successful sales track record and key account management experience • Experience managing major biopharmaceutical or CDMO accounts is preferred. • Experience with system business, single-use technologies, and process equipment is highly preferred. • Experience supporting complex customer projects, CDMO environments, and capital equipment opportunities is highly valued.
Knowledge, Skill, and Ability
• Excellent analytical, forecasting and management skills • Professional, high motivation to succeed, focused and resourceful in problem solving. • Strong communication and presentation skills • Strong technical and business acumen. • Strong stakeholder management and influencing skills • Ability to prioritize and work independently to achieve defined goals • Ability to work well within a global, cross functional teams • Must be willing and able to work flexible hours to accommodate client schedules • Proficient in MS Office, and Salesforce.com • Proficient in English in listening, reading, writing, and speaking • Up to 80% domestic travel and occasionally travel internationally • Proven track record for +5 million USD project completion. • Strong strategic account management capability with the ability to influence complex customer decision-making processes. • Ability to manage long sales-cycle opportunities and multi-functional customer projects. • Strong understanding of bioprocess manufacturing workflows from upstream to downstream operations.