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Title:  Director, Business Development, Integrated Systems

Requisition ID:  66072
Date:  Jul 9, 2024
Location: 

Exton, Pennsylvania, US

Department:  Marketing
Description: 

 

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 customers 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 includes product content, channel strategy, customer messaging, sales training and sales incentives.
     
  • Interface with West Supply Chain team to ensure accurate demand forecast and supply for seeding new accounts and supporting scale-up and commercial demand volumes.  Provide Customer lens for prioritization of product supply.
     
  • Establish Business Development Programs including early adopter customers, target service levels, and Customer Development Agreements.
     
  • Responsible for prospecting and lead development, monitoring sales and funnel performance. Supporting 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.
     
  • 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.
     
  • Exhibits regular, reliable, punctual, and predictable attendance.
  • Other duties as assigned.

Basic Qualifications:

  • Bachelor's degree in Business, Marketing, Finance, or Science/Technical degree or equivalent experience required.
  • Master's degree or MBA preferred.

Work Experience:

  • Minimum 10 years of experience with at least 5 years of experience in pharmaceutical/medical device sales and/or marketing required.
  • Preferred background includes a good technical understanding and knowledge of Combination products, medical device qualification, primary packaging, regulatory requirements, and program management.

Preferred Knowledge Skills and Abilities:

  • Excellent communication/negotiation skills and strong customer focus.
  • Self-starter, highly motivated and able to work independently with little or no daily supervision.
  • Ability to prioritize and deliver high quality, accurate work within the required timeline.
  • Formulation and implementation of strategic direction.
  • Team player actively contributing to positive team spirit.
  • Excellent verbal and written communication skills.
  • Excellent customer and partner relationship management skills.
  • Able to comply with the company’s safety and quality policies at all times.

Travel Requirements:

  • 30% or up to 78 days per year.

Physical 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.

Additional Requirements:

  • 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.

 

The job description reflects the general details considered necessary to describe the principal functions of the job identified and shall not necessarily be construed as a detailed description of all the work requirements that may be inherent in the job. West Pharmaceutical Services is an Equal Opportunity Employer.

 

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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.

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