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Key Account Manager
2 months ago
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 Key Account Manager is directly responsible to grow the sales of products and services in the assigned geographic territory through identifying opportunities early in the sales cycle to maximise 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 territory. Will also focus on prospecting and developing new accounts and expanding business with the current accounts.
Maintain and Expand relationships with strategically important large customers and ensure that their needs and expectations are met
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 maximise the sales revenue for the Company Work in collaboration with the National Sales Manager to optimise 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 utilising marketing programmes and providing relevant end-user product trainings Manage and build on internal cross-functional team relationships; bring in Technical Customer Support Specialists when appropriate Understand customer needs to uncover additional opportunities within accounts across all products and solutions Ensure adoption of CRM system and data integrity on CRM Develop a trusted advisor relationship with key accounts Build and maintain strong, long-lasting customer relationships Operate as the lead point of contact for any and all matters specific to key customers Forecast and track key account metrics Other duties as assigned by ManagerBASIC QUALIFICATIONS
Education
Education Level
Education Details
Required/
Preferred
Bachelor's Degree
Degree in Science or related discipline
Required
Work Experience
Experience
Experience Details
Required/
Preferred
Minimum 8 years (Mgr)
Relevant work experiences in management or supervision of personnel and cross functional teams.
Required
and
Prior experience working with similar industry or field is highly advantageous.
Preferred
Preferred Knowledge, Skills and Abilities
Technical knowledge of pharmaceutical primary packaging would be preferred Prior sales experience in pharmaceutical, biochemistry and/or related process industries will be highly advantageous Knowledge of pharmaceutical industrial standards will be a plus Strong communications and relationship building skills that can successfully translate leads to sales and is able 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 prioritise 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 Shows understanding of market trends and the impacts on customers for the assigned geographical territory Industry Knowledge and Understanding: Strong understanding of the customer base, considerable awareness and knowledge of the pharma industry Experience in B2B businessTravel Requirements
Estimated Amount
Must be able to travel up to 80% of the time domestically with occasional regional or international travels
Physical Requirements
Job Demand Classification
Details
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.
Additional Requirements
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 skillThe job description reflects 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 the work requirements that may be inherent in the job. West Pharmaceutical Services is an Equal Opportunity Employer.
