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Sr Mgr/Dir, Strategic Marketing, IV Market & Hospital Channel

Requisition ID:  26305
Date:  Apr 12, 2021

Exton, Pennsylvania, US

Department:  Marketing

Sr Mgr/Dir, Strategic Marketing, IV Market & Hospital Channel   




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 $1.84B in 2019. 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:

As the Director of Strategic Marketing, this role will support and drive the West Commercial organization’s vision and strategy to deliver end-to-end solutions direct to Hospitals and adjacent channels  as well as   the global IV fluid\ and consumable market through West’s business to business relationships with drug and device manufacturers.  . Reporting to the Senior Director, Strategic Marketing, Pharma, this team member will deliver on critical business initiatives and achieve growth targets through customer-led solutions and by identifying and establishing new global channels.


Essential Duties and Responsibilities:


Global Channel Management Hospital Market & Adjacent Channels

  • Collaborate with Product Management on the global market entry of the Vial2Bag Advanced™ (V2B) admixture device portfolio.
  • Research and develop a global channel strategy for effectively reaching and delivering West solutions to the global hospital channel.
  • Prioritize and support business cases for penetration of ex-US markets by defining product offering, revenue potential, distribution channels, pricing, competition, and value proposition.
  • Identify, evaluate, and appoint sales & distribution partners in EU, AP and ROW.
  • Ensure appropriate sales & distribution partner agreements are in place.
  • Collaborate with Product Management to create an effective on-boarding experience for selected sales & distribution partners while ensuring appropriate marketing collaterals, campaigns, scientific papers are in place to support them.
  • Monitor and report out on progress of market penetration and implement, monitor, and jointly review KPIs with distribution partner.
  • Continuously review success and fit for purpose of “Go to Market Strategy” and “Sales Channel” and propose adjustments and changes accordingly.
    Hospital Pharmacy & Adjacent Channel Business Expansion
  • Research, qualify and propose to Senior Leadership potential candidates for portfolio extensions to grow business in hospital and adjacent channels (acquisitions, licensing, and co-marketing).
  • Plan and execute, in collaboration with Product Management, roll-out of product extensions to distribution partner and ensure proper training and onboarding.

Global IV Fluid/ Consumable Market

  •  Continually develop and execute West’s strategy for business expansion in the global IV fluid / consumable segment by supporting West’s business to business relationships with drug and device manufacturers, leveraging the broader West organization to deliver on revenue and growth targets.
  • Develop the vision and roadmap for West solutions in collaboration with internal stakeholders and customers to meet evolving market demands
  • Establish position as expert in the global IV fluid / consumable market, with a firm understanding of market size, growth, key players, trends, and portfolio gaps. Continually analyze and size West opportunity and business involvement in global IV market.
  • Work closely with the Commercial leadership teams and Account Managers to garner support and decisions needed to help drive value creation within the global IV Fluid/ consumable market
  • Identify and manage organic as well as inorganic growth opportunities in the IV fluid / consumable market (new markets, new players, additional products, value added offerings combining components, contract manufacturing and Integrated Solutions capabilities)
  • Lead business case development and market insights to garner support for opportunities in the IV fluid/consumable market.
  • 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 related degree.
    • Preferred Education: Master’s in Business Administration (MBA)


    • Minimum of 10 years work experience with at least 5 years of experience in pharmaceutical/medical device sales, marketing or commercial operations.


Knowledge, Skills and Abilities:

  • Deep knowledge base of the healthcare industry, including pharmaceutical/medical devices  in global markets and the complexities of working effectively in this environment. Knowledge of West’s products is preferred.
  • 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 at a regional and global level, developing trust and confidence from senior leaders.
  • Strong commercial background with experience in negotiating contracts at a high level.
  • Proven at developing and executing an effective strategy to drive significant growth.
  • Strong business acumen, decision quality and complex problem-solving skills.

Travel Requirements:                                                                                                           

  • 30% travel required
  • Operating in a global delivery model requiring to work across time zones











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 disability or special need that requires accommodation, please send an email to peggy.tayloe@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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