Bioprocessing Account Manager

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.