Job Description
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Senior Associate Technical Sales – Integrated Systems
West Pharmaceutical Services, Inc. is a leading manufacturer of packaging components and delivery systems for injectable drugs and healthcare products. Working by the side of its customers from concept to patient, West creates products that promote the efficiency, reliability and safety of the world's pharmaceutical drug supply. West is headquartered in Exton, Pennsylvania, and supports its customers from locations in North and South America, Europe, Asia and Australia. West's 2020 sales of $2.14 billion reflect the daily use of approximately 112 million of its components and devices which are designed to improve the delivery of healthcare to patients around the world.
Location: Eschweiler, North Rhine-Westphalia, DE
Department: Sales
Job summary
The Senior Associate – Technical Sales is primarily responsible for the identification and qualification of new opportunities and leads to support the launch of integrated systems. Strong research and analytical skill sets will be utilized to conduct targeted market research and associated analysis to identify new potential customers and emerging trends. The role requires establishing new customers to West and driving value via understanding the customer pipeline and aligning the appropriate integrated system product. Develop additional strategy to continue to expand the West reach with new accounts as well as continued enhancements or development of new processes to drive efficiency with all service models. The Senior Associate – Technical Sales is a self-starter who possesses a natural ability to proactively pursue new avenues for identifying and capturing new accounts to the West integrated system portfolio as well as working with Business Development and Strategic Marketing on top of the funnel tactics. This person will quickly develop their ability to identify, manage, and grow new and existing business.
- Responsible for the integrated systems platform sales, engaging with both customers and internal teams to drive strategic growth initiatives
- Acquire and manage new business through prospecting conversion of leads with a focus on our integrated systems portfolio
- Develop strategies to forge new relationships with prospective customers by uncovering opportunities through strong listening and interviewing skills, understanding their drug pipeline, and offering tailored solutions that align with their needs
- Provide support for effective customer follow-up from webinars and other West events, and engage with customers through the leads process, collaborating with Marketing on product campaigns tailored to our customer portfolio
- Perform data analytics for customer or platform portfolios to drive enhancements to product and service models in support of new accounts and how they will be appropriately serviced.
- Understand market trends including relevant competitors, technology and regulatory issues to keep customer informed
- Utilize all service platforms, manage customers, training of the customers, and optimizing the use of support systems as well as working with other departments to improve the overall service model to these new accounts
- Bachelor's degree in bioscience, biochemistry, chemistry, engineering, pharmacy or equivalent experience; MBA preferred
- Minimum of 5 years of relevant B2B technical sales experience in industries that involving a high degree of technical knowledge and regulatory requirements
- Knowledge or experience with ERP tools like SAP and its module Sales and Distribution
- Experience in prefilled syringe products and/or services
- 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 strategic approach as and when necessary to focus on high value and likely to win opportunities/accounts
- Demonstrated knowledge of market segment, trends and internal customer issues that may influence a customer's priorities, tactics, and business approaches including staying continually up-to-date on competitors, new technology and regulatory issues to maintain West's scientific leadership position in the market
- Anticipating risks and deving contingency plans to meet them, understanding situation from many perspectives and making decisions accordingly
- Resourcefulness and easy navigation through internal resources by collaborating cross-functionally and utilizing resources effectively
- Working knowledge of MS Office
- Familiarity with CRM systems is a plus
- Previous experience with cold calls and/or developing strategies to connect with and onboard new customers is strongly preferred
- Natural ability to demonstrate creativity with innovative thinking to discover and implement enhancements to existing processes
- High proficiency in written and spoken English (other languages appreciated)
- Customer-focused attitude: a customer-centric approach with a genuine desire to ensure customer satisfaction and build lasting relationships
- Strong communication skills
- Strong people skills – approachable, good listener, empathetic
- Self-starter with ability to work independently in a global environment as well as in team settings for project- and/or process-specific needs
- Awareness of all relevant SOPs as per company policy as they relate to the position covered by this job description
- Fully compliant with the company's safety and quality policies at all times
- Willingness to travel 40% resp. up
- Ability to routinely use standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines
- Ability to communicate effectively with written and oral skills, make quick decisions, interpret data, read and write, speak in front of groups, express and exchange ideas, understand direction and adhere to procedures
- Organizational skills to enable planning, prioritization and achievement of goals especially of importance for the successful execution of related activities
- Read and interpret data, information and documents.
- Must maintain the Ability to work well with others in a variety of situations
- Ability to multi-task, work under time constraints, problem solve, and prioritize
- Internationality – As an American company, we live a global cooperation within international structures
- Philanthropy – We value an appreciative and friendly work environment as well as flat hierarchies
- Market-appropriate remuneration – We offer an attractive, market-oriented remuneration, including company social benefits and purchasing benefits
- Social engagement – We support local aid organizations through various actions organized by our employees
- Diversity – We at West value the wide range of our employees who make up our company
- Safety – Occupational safety is our highest priority; we offer secure jobs in a sustainable industry
- Development opportunities – Our employees benefit from an extensive range of trainings as well as from a constant and targeted employee development
- Family-friendly culture – We attach great importance to reconciling private life and work; flexible working hours are a matter of course for us