Account Manager - Excipients Sales - Pharma

Account Manager - Excipients Sales

Account Manager

- Company is a leading supplier of excipients, drug delivery platforms and taste masked APIs to the pharmaceutical industry and is seeking an experienced Account Manager for South East Asian country.

- The primary responsibility will be to manage and grow sales of excipients, APIs and drug delivery platforms at new and existing customers and to expand and advance the pipeline projects.

- The role will be home/office based in India and requires significant travel.

- The Account Manager will report to the Asia Pacific Commercial Manager who is based in India.

Responsibilities :

- Manage an assigned territory for Marketing and sales

- Manage and grow sales of excipients, APIs and drug delivery platforms at established accounts and distributors and develop business at new customers.

- Expand and advance pipeline through close collaboration with R&D, business development, purchasing and operations in the Region Pharma industry.

- Explore opportunities for Pharma Solutions projects at major pharma customers.

- Support introduction of new products on territory as per launch plan from Marketing.

- Develop strong relationships and deep contacts at all levels throughout customer organizations with a focus on technical and business development groups. This will be led in close collaboration with the Region Technical Development Manager.

- Increase exposure and market leadership through seminars, technical conferences and participation in industry organizations in close coordination with Asia Pacific TDM (meetings, trade shows, seminars).

- Negotiate pricing and contracts, track and report on industry trends, monitor competitor activities and market share, submit new product ideas and assist with resolving customer issues.

- Complete, update and execute the annual territory plan covering key accounts, territory objectives, target accounts and strategies. Develop specific Global Account Plans as needed.

- Submit the annual territory sales budget and forecasts.

- Attend trade shows, industry conferences and local pharma organizations to keep current with industry trends and identify new opportunities.

- Enter call reports, contact information and market data in CRM tool SalesForce.com.

- Support the S&OP team with demand planning as needed.

- Collaborate with Customer Service/S&OP to optimize customer satisfaction.

Skill Set Requirements :

- Degree in Pharmaceutical Science, Chemistry, Chemical Engineering, or related scientific discipline.

- Technical Enough to understand Product positioning and Make first level presentations

- Minimum 15-year experience in developing new business and selling APIs and ingredients to Pharmaceutical manufacturers.

- Comfortable in technical/scientific aspects of pharmaceutical development. Knowledge of pharmaceutical Quality and Regulatory requirements.

- Multilevel sales contacts at the top pharmaceutical accounts in Europe.

- Strong interpersonal and negotiating skills. Willing to make cold calls and seek out key decision makers.

- Ability to gain the trust of customers by connecting their strategic needs with capabilities.

- Extensive travel required - minimum 60% of the time.

- Excellent verbal and written communication skills.

- Strong organization and planning skills.

- Analytical skills and ability to use market research to recommend pricing and prepare offers.

- Team player

- Experienced in working in a global organization and multicultural teams.

- Open minded, willing to listen and to share ideas generated internally and by customers.

- Excellent follow-up skills.

- Driven, self-motivated, results oriented individual with the ability to work under limited supervision.

- Motivated by fast evolving environment and challenges.