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Title:  Director, Pharma, Sales

Requisition ID:  38204
Date:  Oct 14, 2021

Remote, 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.


POSITION SUMMARY: The Director, Sales, Pharma is responsible for developing, leading and executing account (customer) strategies that lead to increased sales, profit, and market share growth consistent with the account potential.  The Director, Pharma Sales has a deep understanding of the customers which inspires account strategies that will outperform competitors and position West for sustained success by delivering valued solutions



  • Director for multiple product lines.  Leads multi-discipline teams to sell large business solutions, entering into multi-year agreements.  Complexity is extremely high/works with West's largest/most important global accounts.
  • Engages in dialogue with executives, employing open-ended questions 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.
  • Develops and gains agreement (internally and externally) on compelling deal structures matching customer and West’s long- term strategic objectives. These deals are generally complex involving multiple products and divisions (and potentially geographies) and represents the highest growth potential for West.
  • Demonstrates the overall value of a continued partnership with West and ensures the customer feels the West relationship is indispensable and irreplaceable.
  • Demonstrates knowledge of historical markets/trends and internal customer issues that may influence a customer's priorities, tactics and business approaches. Remains current on competitors, technology and regulatory issues to keep West and the customer at the industry's cutting edge.
  • Has developed sufficient working knowledge across the breath of West products & services portfolio and can develop and communicate a clear value proposition which leverages all the potential offerings from West, including container closure systems, device offerings and integrated solutions.
  • Communicates effectively at all levels internally and externally, both verbally and in writing. Projects credible executive image with polish and poise. Handles questions well in highly visible, adversarial situations.
  • Develops a position of trusted advisor by providing consultative, strategic advice that assists in the attainment of customer's goals; serves as a valued contributor during the strategic planning process by contributing industry benchmarking data and experience.
  • Considers a wide range of factors (internally and externally) when developing vision and strategy; is able to shape and design strategy taking into consideration change or trends in the industry or customer strategy.
  • Serves as a role model for most of the desired personal characteristics (ethical, passionate about the business, high energy/ hard working, respect for others, shares credit, projects self-confidence).
  • Understands the different business cultures across the regions & thinks & behaves accordingly.
  • Anticipates risks and devises contingency plans to meet them.
  • Understands situation from many perspectives and makes decisions accordingly.
  • Plans own account management approach and strongly focuses on activities that achieve the vision and have the biggest pay-off.
  • Director is responsible for developing and leading the creation and execution of Account Strategic Plans that specifically target opportunities which will ensure customer satisfaction and profitable growth of the business. This includes effective positioning of West solutions across all of the West Packaging Systems and Delivery Systems product and service platforms.
  • Director shall maintain knowledge of the assigned customers 5 to 10-year goals, objectives, and key business strategies and is able to distill that down to meaningful strategies and areas of opportunities for West.
  • Director is responsible for maintaining and building West’s relationships with the customers at all levels of their organizations (including gaining access to the customer’s senior management). To be successful, the Director must develop knowledge of the customers’ cultures and decision-making structures, ensuring that West has direct access to the customers’ key decision-makers.
  • The Director will determine appropriate customer-specific pricing strategies in consultation with Global Key Account Team members and the commercial Marketing group.
  • The Director is accountable along with the V.P. of Commercial Development for the contract negotiation teams and directing the discussion regarding business terms with the Client Business Manager. The Director will be responsible for ensuring that all functional areas of the company are aware of the contractual obligations and will monitor adherence to key terms as required.
  • The Director will ensure that all forecasts, funnel information, account plans, customer contact lists and trip reports are updated in the CRM system and other administrative requirements are current.
  • The job descriptions reflect 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 of the work requirements that may be inherent in the job.



Education: Bachelor’s

MBA Preferred

Experience: 5-10 years

Minimum 7 years

Direct/Indirect Reports: None


PHYSICAL & TRAVEL REQUIREMENTS:  Travel is required as needed for the best customer interaction.


West Pharmaceutical Services is an Equal Opportunity Employer







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 kimberley.eby@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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