Title:  Director, BD & Marketing, Corning Glass

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:

This role will develop and drive the strategy to promote, market and sell West products through the development of a go-to-market strategy tracked by meaningful objectives and KPIs. The role will be a primary point of contact with our customer to leverage resources to grow the business. This team member will deliver on critical business initiatives and achieve growth targets through customer-led solutions and by identifying and establishing new business.

Essential Duties and Responsibilities:

• Create and deploy a robust market plan that leverages the synergy between the West and customer product offerings including but not limited to positioning, promotional materials, and channel strategy.
• Develop and deploy sales aids, technical references, and training for West Sales and Technical Support representatives with clearly defined customer targets and objectives.
• Responsible for prospecting & lead development plan. Build targeted lists for direct sales campaigns, triages new sales opportunities through inbound lead follow-up, ensure qualification of new leads and maintain follow up schedule to ensure lead nurturing.
• Support 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.
• Liaise with the Supply Chain team to ensure an accurate demand forecast and supply for seeding new accounts and supporting scale-up and commercial demand volumes.
• 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.
• Conforms with and abides by all regulations, policies, work procedures, instruction, and all safety rules.
• Exhibits regular, reliable, punctual, and predictable attendance.
• Performs other duties as assigned based on business needs.

Basic Qualifications: 

• Bachelor’s in Business, Marketing, Finance, or Science/Technical degree or equivalent experience
• Minimum of 10 years work experience with at least 5 years of experience in pharmaceutical/medical device sales and/or marketing

Preferred Knowledge, Skills and Abilities:

• MBA
• Deep knowledge base of the pharmaceutical industry in global markets and the complexities of working effectively in this environment. Knowledge of drug development process and pharmaceutical packaging products is preferred.
• Proven at developing and executing an effective go-to-market strategy to drive significant sales growth.
• Strong analytical, organizational & operational skills required.

• Excellent communication, presentation & interpersonal skills.
• Experience in successfully influencing global multi-functional or cross-functional teams, in developing cohesive relationships and producing strong business results.
• Successful track record of working and building relationships and ability to influence sales at a regional and global level, developing trust and confidence from field force to senior leaders.
• Strong commercial background with experience in negotiating contracts and pricing.
• Strong business acumen, decision quality and complex problem-solving skills.
• Able to comply with the company’s safety and quality policies at all times.

Travel Requirements:

• Up to 30% travel required

Physical & Mental 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
• 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

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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.