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Title:  Account Manager

Requisition ID:  40783
Date:  Oct 12, 2021

Exton, Pennsylvania, US

Department:  Sales



Working at West means having an opportunity to work by the side of our patients and customers, our global team members and the communities in which we operate – which all help contribute to a Healthier World.


At West, we are by the side of patients. The work we do impacts patients’ lives each and every day – our products are a critical part of healthcare delivery and we are proud of the role we play to improve patient health. We work by the side of our team members. We come together as one global team to deliver for our customers and help them address their challenges. We are a diverse, close-knit community of professionals, where everyone has a voice and opportunity to learn and grow through mutual trust and respect. With a 95 year plus history, we have a track record for success, which includes reported sales of $2.14B in 2020. We serve by the side of our community. Giving back is in our DNA—our team members across more than 50 sites globally are involved with hundreds of charities that have special meaning to them through our West Without Borders team member-led giving program.


Job Summary:

The Account Manager is responsible for managing accounts and growing new business. The position requires growing the business profitability through successful selling and promotion of both core and value-added products and services. The Account Manager will develop a thorough understanding of both new and assigned accounts’ business objectives, products, and related market activities.  Team selling and involvement of West resources aligned to the appropriate customer touch points are critical to effective account management. The Account Manager is a self-starter who will quickly develop their ability to manage and grow business with a large number of accounts.


Essential Duties and Responsibilities:

  • Develop new and existing customers through promotion of West products and services.  The ability to uncover opportunities through strong listening and interviewing skills.  Critical thinking is a must.
  • Understanding the prospective customer’s pipeline is essential for focusing on specific molecules with West’s insights and HVP’s.
  • Cross functional dialogue and interaction within both West and the customer.  Working with teams to problem solve and message a potential West solution.
  • Develop a strong technical understanding of West products and services.  Work closely with Technical Customer Service to problem solve and learn.  A strong desire to learn is necessary.
  • Engages in dialogue employing open-ended questions that uncover overall strategic objectives, organizational and/or unmet needs. Identifies ways that West (PPS, PDS) can be a partner in accomplishing short- and long-term objectives.
  • Develops and gains agreement (internally and externally) on compelling deal structures matching customer and West's long term strategic objectives.
  • Demonstrates the benefits of the partnership with West by providing unmatched service and strategic support to enable the customer to achieve their specific business goals.
  • Demonstrates a comprehensive understanding of the customer's challenges and strategic objectives. Draws from experience to provide advice regarding potential product opportunities and risks.
  • Creates and coordinates collaboration between support functions and the customer recommending the ways in which West's offering could meet external customer needs.  
  • Proactively fosters strategic partnerships with key decision makers by consistently seeking feedback to ensure West has met expectations; takes swift and decisive action to address any concerns or obstacles.
  • Considers a wide range of factors (internally and externally) when developing vision and strategy; is aware of trends in the industry that may/will impact the company in the near future.
  • Other duties as assigned


Basic Qualifications

  • Bachelor’s degree or equivalent experience
  • Minimum 3-5 years of experience


Preferred Knowledge, Skills and Abilities:

  • Able to be aware of all relevant SOPs as per Company policy as they are related to the position covered by this Job Description
  • Support and contribute to Lean Sigma programs and activities towards delivery of the set target
  • Able to comply with the company’s safety and quality policy at all times


Travel Requirements:

  • Must be able to travel up to 50% of the time


Physical & Mental Requirements:

  • Must be able to work in a sedentary work environment.
  • Communicates (verbally and in writing) effectively internally & externally. Projects credible executive image with polish & poise. Handles questions well in highly visible, adversarial situations.
  • Has the courage of his/her convictions but knows when to back down or look for compromise.
  • Approaches customers and colleagues with consideration of their unique circumstances, culture.
  • Able to multi-task, work under time constraints, problem solve, and prioritize.
  • Able to learn and apply new information or new skills.








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 and/or a pre-employment drug screening.

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