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Title:  Sr. Account Manager

Requisition ID:  58261
Date:  Nov 23, 2022

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 Sr. Account Manager will manage existing and grow new business at select key accounts within specific market segments.   The position requires growing the business profitability through successful selling and promotion of both core and high value products and services.  The Sr. Account Manager requires a thorough understanding of the assigned accounts’ business objectives, products and related market activities, and the corresponding impact of West’s ability to influence the customer’s success.  Team selling and involvement of West resources aligned to the appropriate customer touch points are critical for effective management of these accounts and, potentially, distributors.  The Sr. Account Manager is a self-starter with an established ability to manage and grow business with a complex book of accounts.


Essential Duties and Responsibilities:

  • Customer and market segment(s) knowledge
  • Developing, implementing and achieving strategic account growth plans
  • Proactively managing base business with assigned customers (and distributor)
  • Achieving sales growth objectives across the platform of West Pharm Systems products and services
  • Communication and coordination of account strategies with other NA sales teams as well as global counterparts
  • Conflict resolution
  • Participation in the Pharma MU team and meaningful input into market unit strategic growth plans
  • Actively work and align with Marketing, TCS, and Services/Solutions and distributor (when applicable) to seed and grow the business
  • Lead and manage a regional account team with global interaction, as required, to ensure coordination at the customer and to align internal resources so that account service and growth objectives are met
  • Lead the organization’s involvement with assigned companies (i.e. pharma/bio, contract manufacturers, and leading animal health companies)
  • For CMO segment, lead intense involvement with the pharma/bio segment teams to drive synergies between sponsor companies and the contract manufacturing segment
  • Interact as needed with multiple global accounts to assist and coordinate activities between the parent company & their other divisions
  • As applicable, manage a distributor relationship between West & an existing distributor network which services the animal health market
  • Lead and manage the price value proposition at customers. Develop an understanding of customer needs and apply West solutions. Lead the contract negotiation process for supply agreements with the VP of Commercial Development
  • Develop and manage customer contacts at all levels. Build and create relationships with senior level contacts and decision makers within various customer functions.  Continually grow interaction outside of customer sourcing organizations. Continually broaden relationships to include other functional groups within West and the customer. As appropriate, assure that relationships are developed between the customer’s senior management and West senior management teams
  • Facilitate communication between West internal resources and the customer.
  • Understand the customer’s business and product development strategies by segment to assure that West is positioned as the preferred choice for new products. Develop West solutions, utilizing cross selling of multiple products and services, to help customers to achieve their business goals
  • Organize and conduct customer quarterly business reviews to include, but not limited to, quality metrics, delivery metrics, forecasting (demand planning) pipeline review, future opportunities, etc.
  • Other duties as assigned


Basic Qualifications:


Education: Bachelor’s degree from an accredited university or equivalent experience

Experience: 8-10 years in sales, marketing or technical customer support


Preferred Knowledge, Skills and Abilities:

  • Word, Excel, Power BI, SAP, CRM
  • A clear understanding of the healthcare industry, including pharmaceutical/medical device in global markets and the complexities of working effectively in this environment
  • Proven at developing and executing an effective strategy and vision to drive significant growth
  • 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
  • Excellent communication (written and verbal) understood by diverse and large audiences
  • Able to be aware of all relevant standard operating procedures as per Company policy as they are related to the position covered by this Job Description
  • Able to comply with the company’s safety policy at all times
  • Able to comply with the company’s quality policy at all times


Travel Requirements:

  • Must be able to travel up to 40% of the time


Physical & Mental Requirements:

  • Sedentary physical demand. Ability to work in an office. May need to stand or sit for extended periods of time
  • Ability to hear, speak, write and understand conversation in English in a normal tone of voice
  • 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
  • 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 learn and apply new information or new skills
  • Communication, quick decision making, interpreting data, reading, or writing - must be able to express or exchange ideas with team members
  • Must be able to understand direction and adhere to established procedures
  • Read and interpret data, information and documents
  • Ability to make independent and sound judgments
  • Demonstrates enthusiasm, takes accountability and drives for results







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  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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