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Key Account Manager

Requisition ID:  35849
Date:  Sep 5, 2021
Location: 

Shanghai, Shanghai, CN

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 incumbent is directly responsible to grow the sales of products and services in the assigned market segment and/or geographic territory through identifying opportunities early in the sales cycle to maximize the sales revenue for the Company. He/She will partner and support the National Sales Manager by managing the assigned customer accounts within the specified segment and/or territory. The Area/Key Sales Manager will also focus on prospecting and developing new accounts and expanding business with the current accounts.

 

Essential Duties and Responsibilities:

  • Achieve sales and revenue targets through identifying opportunities early in the sales cycle to convert accounts and penetrate existing accounts to maximize the sales revenue for the Company
  • Work in collaboration with the National Sales Manager to optimize sales opportunities from customer accounts assigned
  • Acquire new customers to exceed sales expectations
  • Build and strengthen relationships with key stakeholders and influencers at growth-oriented accounts
  • Proactively promote West products and solutions by utilizing marketing programmes and providing relevant end-user product trainings
  • Manage and build on internal cross-functional team relationships and collaboration; bring in Technical Customer Support Specialists and other business functions where appropriate
  • Understand customer needs to uncover additional opportunities within accounts across all products and solutions
  • Active and timely utilization of the CRM system; ensure data integrity on CRM system
  • Support National Sales Manager in providing guidance to newer sales team members to help them
  • Lead and manage sales related project(s) assigned
  • Other relevant duties and projects as assigned by Manager

 

Basic Qualifications: 

  • Degree in Pharmaceutical Science, Biologics, Chemistry, Chemical Engineering or equivalent
  • Minimum 10 years of relevant B2B technical sales experience in a related industry; candidates with fewer years of related experiences may be considered for the Area Sales Manager position
  • Strong proficiency in both the English and Chinese language (both verbal and written) is a must

 

Preferred Knowledge, Skills and Abilities:

  • Technical knowledge of pharmaceutical primary packaging (plungers, stoppers etc.) preferred
  • Prior sales experience in pharmaceutical, bioscience and/or related process industries will be highly advantageous
  • Knowledge of pharmaceutical industrial standards will be an added plus
  • Proven track record of developing mid-size accounts to key accounts will be advantageous
  • Strong communication and relationship building skills that can successfully translate leads to sales with ability to work collaboratively with internal resources
  • Exhibit strong competency in sales process and strategic account planning by regularly achieving business results that accurately mirror or exceed forecast
  • Ability to strategically prioritize and suitably adapt and improve on account management approach as and when necessary to focus on successful and profitable “win-win” situations
  • Understand customer needs and able to leverage on both West’s product portfolio and internal resources to identify cross-selling opportunities across accounts to create additional value to customers and maximize the Company’s sales revenue
  • Proactive in learning more on the West product portfolio and understanding how to differentiate product offerings competitively
  • Exhibit understanding of market trends and the impacts on customers for the assigned segment/territory
  • Resourceful and is comfortable in navigating through internal resources by collaborating cross-functionally and can utilize resources effectively
  • 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 in Lean Sigma programs and activities towards delivery of the set target
  • 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:

  • Ability to travel at least 80% domestically

 

 

 

 

 

 

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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