The primary role will be to sell an expanding portfolio of highly differentiable, high-value products and flexible solutions that address critical steps in the production of biologic drugs, gene therapy and cell therapy - to new and existing Biopharmaceutical customers. This role is responsible for strategic biopharmaceutical accounts management and drive both consumable and system-based business opportunities across the full bioprocess workflow.
ESSENTIAL JOB FUNCTIONS
Develop sales strategies and sales plan in the assigned sales territory to drive growth and profitability.
Actively seeks leads and opportunities to build and manage a robust sales pipeline.
Promote and sell a portfolio of upstream, downstream, and single use products; be able to articulate key differentiators and value proposition of company products
Play an active role in driving market research, major customer projects, new product launches and new product development initiatives
Implementation of marketing plans within the assigned sales area (e.g., organization of road shows, seminars, promotions, development of sales collateral) in coordination with marketing team.
Ensure compliance of sales processes including recording and monitoring lead management, sales activities, and funnel management through SalesForce.com.
Establish and maintain Strategic Key Account relationships
Develop close collaboration with various internal stakeholders.
Provide accurate and timely sales reporting and forecasting in CRM system.
Maintain contact with key market infrastructure partners and identify new sales and business opportunities
Be the customer and market advocate to the internal organization
Interface with Business and Market Development to ensure that appropriate product, market, and competitive information is shared in an accurate and timely manner
Support the development of sales collateral
Provide Manufacturing and QA/QC operations with timely information to support forecasting, customer complaint handling and facility audits
Execute all aspects of field sales activity to include customer visits, technical presentations, laboratory demonstrations and quote negotiation.
Attend, manage and follow up on trade show activities to generate leads.
Involve or lead projects and assignments as part of the professional development opportunity.
Drive strategic system and consumable opportunities including filtration, TFF, chromatography and single-use technologies.
Support customer projects involving scale-up, technology transfer, validation, and commercial manufacturing activities.
Build and maintain strong relationships with key stakeholders across manufacturing, engineering, process development, procurement and QA teams.
Lead commercial discussions and coordination for large-scale capital equipment and strategic projects.
Identify competitive displacement opportunities and develop strategic account penetration plans.
QUALIFICATIONS
Education, Training & Experience
A Bachelor’s degree or higher in a scientific (biology/biochemistry) or similar majors.
A minimum of 8 years of experience in the biopharmaceutical or life science industries.
A strong understanding of Cell Culture, Chromatography and Filtration is a priority. However, additional skills and understanding and Upstream and Downstream processing would also be beneficial
Proven successful sales track record and key account management experience
Experience managing major biopharmaceutical or CDMO accounts is preferred.
Experience with system business, single-use technologies, and process equipment is highly preferred.
Experience supporting complex customer projects, CDMO environments, and capital equipment opportunities is highly valued.
Knowledge, Skill, and Ability
Excellent analytical, forecasting and management skills
Professional, high motivation to succeed, focused and resourceful in problem solving.
Strong communication and presentation skills
Strong technical and business acumen.
Strong stakeholder management and influencing skills
Ability to prioritize and work independently to achieve defined goals
Ability to work well within a global, cross functional teams
Must be willing and able to work flexible hours to accommodate client schedules
Proficient in MS Office, and Salesforce.com
Proficient in English in listening, reading, writing, and speaking
Up to 80% domestic travel and occasionally travel internationally
Proven track record for +5 million USD project completion.
Strong strategic account management capability with the ability to influence complex customer decision-making processes.
Ability to manage long sales-cycle opportunities and multi-functional customer projects.
Strong understanding of bioprocess manufacturing workflows from upstream to downstream operations.
