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Title:  Sr. Manager, Strategic Account

Requisition ID:  61429
Date:  Dec 6, 2023

Tempe, Arizona, 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. Manager, Strategic Account Growth, Contract Manufacturing, Emerging Pharma will manage both an existing portfolio of accounts and grow new business at select strategic accounts within defined Specialty Drug Delivery, Diagnostic, and Medical Device market segments. The position requires expanding the business profitability through successful selling and promotion of core and value-added products and services. Team selling and involvement of assigned internal resources aligned to the appropriate customer touch points are critical to effective management of these accounts.  The Sr. Account Manager is a driven self-starter with an established track record in engaging, leading, growing and managing a complex book of accounts.


Essential Duties and Responsibilities:

  • Proactively managing assigned customers’ base business including developing specific account plans
  • Achieving sales growth and margin objectives for assigned account / segment
  • Developing, implementing, and achieving strategic account growth plans including winning specific products identified in the customer’s pipeline.
  • Facilitate communication between West internal resources and the customer including resolving conflicts
  • Develop and manage customer contacts at all levels. Build, create relationships with senior level contacts and decision makers within various customer functions. Continually grow senior level interactions and broaden relationships including other functional groups between the customer and West.
  • As appropriate, ensure relationships are developed between the customer’s senior management and West senior management teams
  • Understand the customer’s business and product development strategies ensuring 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.
  • 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 development and supply agreements.
  • Support Business Development in building value into CM Drug Delivery programs, including contracting mechanisms and value-add services
  • Customer and market segment(s) knowledge
  • Lead the organization’s engagement with assigned accounts and market segment companies
  • Participation in the segment team and meaningful input into segment strategic growth plans
  • Organize and drive customer quarterly business reviews to include, but not limited to, quality metrics, delivery metrics, forecasting (demand planning) pipeline review, future opportunities, etc.
  • Lead and manage account team with global interaction, as required, to ensure coordination at the customer and aligning internal resources so that account service and growth objectives are met
  • Interact as needed with multiple global sites to assist and coordinate activities between the parent company & manufacturing divisions.
  • Performs other duties as assigned based on business needs.
  • Conforms with and abides by all regulations, policies, work procedures, instruction, and all safety rules.



Basic Qualifications: 

  • Bachelor’s degree required.
  • Minimum 10 years of experience required.


Preferred Knowledge, Skills and Abilities:

  • 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 to Lean Sigma programs and activities towards delivery of the set target
  • Able to comply with the company’s safety and quality policy at all times


Travel Requirements:

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


Physical & Mental Requirements:

  • Sedentary - exerting up to 10lbs/4kgs of force occasionally, and/or negligible amount of force frequently or constantly to life, 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
  • Must be able to work in a sedentary work environment.
  • 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 multi-task, work under time constraints, problem solve, and prioritize.
  • Able to learn and apply new information or new skills.







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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