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.
