Job Summary
The Sr. 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 Sr. Associate – Technical Sales is a self-starter who possesses a natural ability to proactively chase 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.
Essential Duties and Responsibilities
1. Responsible for the Integrated Systems Platform sales, engaging with both customers and internal teams to drive strategic growth initiatives.
2. Acquire and manage new business through prospecting conversion of leads with a focus on our Integrated Systems portfolio.
3. 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.
4. 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.
5. 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.
6. Understand market trends including relevant competitors, technology and regulatory issues to keep customer informed
7. 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
Education
Bachelor’s degree in Bioscience, Biochemical. Chemistry, Engineering, Pharmaceutical or equivalent experience. MBA preferred
Work Experience
Minimum 5 years of relevant B2B technical sales experience in industries that require a high degree of technical knowledge and regulatory requirements
Preferred Knowledge, Skills and Abilities
8. Knowledge or experience with ERP tools like SAP with Sales and Distribution
9. Experience in prefilled syringe products and/or services.
10. Exhibit strong competency in sales process and strategic account planning by regularly achieving business results that accurately mirror or exceed forecast
11. 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
12. Demonstrates knowledge of market segment, trends and internal customer issues that may influence a customer's priorities, tactics, and business approaches. Remains current on competitors, new technology and regulatory issues to maintain West’s scientific leadership position in the market
13. Anticipates risks and devises contingency plans to meet them. Understands situation from many perspectives and makes decisions accordingly.
14. Resourceful and is comfortable in navigating through internal resources by collaborating cross-functionally and can utilize resources effectively.
15. Working knowledge of MS Office
16. Familiarity with CRM systems is a plus
17. Previous experience with cold calls and/or developing strategies to connect with and onboard new customers is strongly preferred
18. Natural ability to demonstrate creativity with innovative thinking to discover and implement enhancements to existing processes
19. Highly proficient in written and spoken English (other languages appreciated)
20. Customer-Focused Attitude: A customer-centric approach with a genuine desire to ensure customer satisfaction and build lasting relationships
21. Strong communication skills
22. Strong people skills – approachable, good listener, empathetic
23. Self-Starter with ability to work independently in a global environment as well as in team settings for project and/or process specific needs
24. Be aware of all relevant SOPs as per Company policy as they relate to the role covered by this Job Description.
25. Fully compliant with the company’s safety and quality policies at all times.
Travel Requirements
40% Up to 104 business days per year
Physical Requirements
Sedentary-Exerting up to 10lbs/4kgs of force occasionally, and/or negligible amount of force frequently or constantly to lift, carry, push, pull, or otherwise move objects, including the human body. Sedentary work involves sitting most of the time.
Additional Requirements
26. Work is performed in an office environment. Able to routinely use standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
27. Must be able to communicate effectively with written and oral skills, make quick decisions, interpret data, read & write, speak in front of groups, express & exchange ideas, understand direction and adhere to procedures.
28. Organizational skills will enable planning, prioritization & achievement of goals especially of importance for the successful execution of related activities.
29. Read and interpret data, information and documents.
30. Must maintain the ability to work well with others in a variety of situations.
31. Must be able to multi-task, work under time constraints, problem solve, and prioritize.