Title:  Account Manager, Sales

Who We Are:

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

• The Account Manager is responsible for managing accounts and growing new business. 
• The position requires growing the business profitability through successful selling and promotion of both core and value added products and services. 
• The Account Manager will develop a thorough understanding of both new and assigned accounts' business objectives, products and related market activities.  
• Team selling and involvement of West resources aligned to the appropriate customer touch points are critical to effective account management.
• The Account Manager is a self-starter who will quickly develop their ability to manage and grow business.

Essential Duties and Responsibilities

• Engage with current customers through a consultative selling model to expand existing business with new prospects and up-sell opportunities to market West products and services.
• Acquire new business through prospecting and converting of leads to sales.
• Leads cross-functional teams in a matrixed organization in order to sell complete business solutions to new and existing customers to drive long term growth for the company.
• The ability to uncover opportunities through strong listening and interviewing skills and understanding the customer’s drug pipeline to provide complete solutions for their needs.
• Identifies ways to partner to accomplish short and long term objectives including gaining agreement (internally and externally) on compelling deal structures matching customer and West’s long- term strategic objectives.
• Communicates (verbally and in writing) effectively internally & externally. Projects trustworthy image with polish & poise. Handles questions well in highly visible, adversarial situations.
• Proactively fosters strategic partnerships with key decision makers; takes swift and decisive action to address any concerns or obstacles.
• Understands market trends including relevant competitors, technology and regulatory issues to keep customer informed.
• Creates strategic account plans to drive key initiatives and growth within accounts.
• Various administrative duties including demand planning, pipeline management and CRM activities.
• Conforms with and abides by all regulations, policies, work procedures, instruction, and all safety rules.
• Other duties as assigned.

Basic Qualifications

• Bachelor’s degree in relevant scientific, engineering or business fields or equivalent experience required
• Minimum 5 years of work experience in a business-to-business environment, ideally in the pharmaceutical/biotechnology or related field

Preferred Qualifications

• Minimum 5 yrs of experience in both direct and matrixed management
• Minimum 5 yrs of experience in tangentially related fields of interest, including Big Pharma, Biotech and industry
• Strong written and verbal communication in English; excellent Microsoft PowerPoint, Excel, and Word skills as communication tools
• Commitment to leading, supporting, and working in diverse teams
• Able to speak in public, both internally (within the corporate environment) and externally (with customers or industry groups, or at relevant events)
• Strong analytical skills with the ability to collect, organize, analyze, and disseminate significant amounts of information with attention to detail and accuracy in a fast paced environment
• Able to operate with significant autonomy; self-starter and a decision maker
• Able to be aware of all relevant SOPs as per Company policy as they are related to the position covered by this Job Description
• Able to comply with the company’s safety and quality policies at all times

Travel Requirements

• Estimated amount upto 30%: Upto 78 business days per year

Physical Requirements

• Sedentary: exerting up to 10lbs/4kgs of force occasionally, and/or negligible amount of force frequently or constantly to lift, 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

• Able to routinely use standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines
• 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
• Physically able to travel by all common modes of transportation, including air, train, automobile, and bus
• Able to perform well in high-stress, time-sensitive work environment, including scrutiny by executive-level management
• 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

#LI-DJ1

West embraces diversity and equality of opportunity. We foster an environment where all individuals are safe, treated fairly, valued and respected. We do not discriminate on the basis of race, religion, color, national origin, gender, sex, gender identity, sexual orientation, age, marital status, veteran status, disability status or other applicable legally protected characteristics. Where permitted by law, employment with West Pharmaceutical Services, Inc. or any of its subsidiary or affiliate companies, is contingent upon the satisfactory completion of post-offer background screening and/or drug screening.