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Title:  Manager, Bus Dev, Combination Products,

Requisition ID:  40566
Date:  Oct 12, 2021
Location: 

Exton, Pennsylvania, US

Department:  Sales
Description: 

 

 

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 Manager, Business Development, role is responsible for leading, executing and managing efforts to support the strategy for the Services and Solutions across all Market Units, and customer opportunities for proprietary and non- proprietary Combination Products, including contract manufacturing services, Self-Injection Containment System and Safety platforms as well as all Primary and extended service offerings.  This person will serve as an SME for all West’s service offering and be held accountable for financial results relevant to the generation, review, and approval of all proposals and Agreements in the defined regions of North America.  This position will serve as a significant role in the generation of the strategy for Service and Solutions evolution within West and as the business expands in general. 

 

Essential Duties and Responsibilities:

  • Drive penetration of both West Contract Manufacturing services as well as Delivery Systems platforms for direct assigned accounts and achieve revenue growth targets for DA and commercial product sales.
  • Establish working knowledge of contract manufacturing value proposition, Delivery Systems Product and Service offering including SmartDose, SelfDose, CZ Primary Containers as well as safety systems and other device related services.
  • Develop a strong technical understanding of West products and services, both contract as well as proprietary.  Work closely with Engineering and other Technical Resources to problem solve and learn. 
  • Engages in open-ended customer discussion that uncover overall strategic objectives, organizational and/or unmet needs. Identifies ways that West can be a partner in accomplishing short- and long-term objectives.
  • Cross functional dialogue and interaction within both West and the customer.  Working with teams to problem solve and message a potential West solution.
  • Effectively manage customer opportunities as the SME for all device services offerings Delivery for all direct assigned accounts and regions.
  • Support global strategy development for the Delivery Systems platforms and services across all Market Units.
  • Develops and gains agreement (internally and externally) on compelling deal structures matching customer and West's long term strategic objectives. Shape and design strategies for customer specific pricing, engagements and development and supply agreements, while including all creative high value business models
  • Draws from experience to provide advice regarding potential product opportunities and risks.
  • 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.
  • Maintain expertise in combination products/medical device design and device regulations and standards for Human Factors, is aware of trends in the industry that may/will impact the company in the near future.
  • Work directly with Account Management teams to manage opportunities and coordinate sales efforts
  • Develop relationships with key decision makers and influencers at critical customers to drive adoption of West systems and services.
  • Collaborate with Marketing teams to understand unarticulated market and customer needs and provide communication with R&D teams globally.  Specify the user requirements by compiling VOC (Voice of Customer) through customer meetings and general market interactions.
  • Collaborate with Marketing teams to generate, execute the segment specific commercialization of new products & services including sales training, market communications, sales tool development, and tactical efforts. 
  • Provide input and content with Corporate Communications on relevant product communications including articles, social media content, literature, advertisements, digital content, tradeshows and sales tools for new and commercialized products and services.
  • Other duties as assigned

 

Basic Qualifications: 

  • Education: Bachelor's in Engineering, Science or Business-related discipline 
  • Experience: 10+ years of experience in B2B, Combination Products, Business Development, Product/Program Management
  • Excellent communication/negotiation skills and strong customer focus
  • Self-starter, highly motivated and ability to work independent with little or no daily supervision
  • Communicates (verbally and in writing) effectively internally & externally. Projects credible executive image with polish & poise. Handles questions well in highly visible, adversarial situations.

 

Preferred Knowledge, Skills and Abilities:

  • MBA or master’s degree preferred
  • Background with a good technical understanding and knowledge of Combination products, medical device qualification, primary packaging, Regulatory requirements, and Program Management.  
  • 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 25-50% of the time

 

Physical & Mental Requirements:

  • Must be able to communicate effectively, speak in front of groups, express & exchange ideas and understand direction. 
  • Maintain the ability to work well with others in a variety of situations.
  • 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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