Summary: This position will lead a group of Applications Development Managers (ADM's), Business Development Managers (BDM's), Regional Sales Managers (RSM's) and future Inside Sales located in the APAC region who work closely with our Biopharma and Cell and Gene Therapy (CGT) drug manufacturers, distributors and OEM's to validate and specify CPC Biotech's single-use connection technology, pumps and sensors into their various processes. The ADM team is a collection of remotely based, technical Subject Matter Experts with strong sales acumens who manage regional sales opportunities for our connectors at the end user level. The BDM and RSM team is a collection of remotely based, commercial Subject Matter Experts with strong sales acumens who manage our direct customers, which include OEM's, integrators and distributors. The ideal candidate will have a proven track record of creating strategy and leading others to identify and develop key opportunities within these markets, while also promoting the status of Trusted Advisor for our customers and market. This remote, home-based position reports directly to the Global Head of Sales, CPC Biotech.
Essential Duties and Responsibilities: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other duties or tasks may be assigned as required. Management may modify, change or add to the duties of this description at any time without notice. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The essential duties and responsibilities include the following:
- Develop and execute a plan for opportunity management across the team that can be leveraged to global accounts.
- Develop a strategic plan for the APAC region that is drilled up from the various regional plans of the Applications Development Managers, Business Development Managers and Regional Sales Managers to ensure proper alignment of goals and objectives throughout the region.
- Ensure effective global coordination of account strategy and opportunity management to aid in the sharing validation and application successes.
- Develop and manage strategic account and opportunity development plans; track progress against KPI's and report out progress in regularly scheduled opportunity and account reviews.
- Develop strategies for penetration, expansion, and adoption of our products in all platforms in both the end user and OEM networks.
- Create guidelines and best practices to encourage value selling and ensure CPC's value proposition is properly conveyed.
- Develop and maintain an environment of high ethical values, open dialogue, and a culture of shared success.
- Work with Product Management to aid in VOC of customer needs and potential new technologies that can future grow CPC's presence in the market.
- Develop a strategy to leverage CRM effectively and efficiently to be a resource for the external teams to manage new customer accounts, opportunities, application details and large account management. Ensure consistent alignment and compliance amongst the individuals in the region.
- Build a strong understating of the end user and OEM customers and their markets by leveraging a wide range of information sources which can include direct customer interactions, networking publications and industry events.
- Live and breathe the Dover Values.
- Performs other job duties as assigned to meet business needs.
Qualification Requirements: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required to do so. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Bachelor's degree in Business, Marketing, Engineering, Biology or related business, science or engineering degree (technical degree preferred). MBA degree preferred.
- 10+ years working knowledge of biopharmaceutical and/or Cell and Gene therapy production processes with a preferred focus on single-use technology.
- Experience in strategic selling, account management, and opportunity funnel management
- History of leveraging a CRM system to ensure funnel success and making data driven strategic decisions.
- Demonstrated ability to maintain and grow senior-level customer relationships across multiple customer functional areas such as sourcing, production, research, facilities, QA/QC, and materials management.
- Strong leadership, team development, and matrix management skills; derives genuine satisfaction from being an effective mentor.
- Demonstrated overachievement against aggressive goals set in previous positions.
- Focused, with demonstrated work ethic, personal motivation, and enthusiasm; takes personal pride in accomplishment.
- Demonstrated ability to work productively in a complex business environment and leveraging it towards goal achievement.
- Understanding of the Biopharma manufacturing process, both upstream and downstream, and how single-use benefits the overall process of clinical and cGMP production.
- Professional self-starter who thrives in working in an autonomous environment and actively looking for opportunities to grow the business.
- Thoughtful but decisive, with a strong bias for action and a proactive vs. reactive approach.
- Must have strong time management skills
- Excellent communication and interpersonal skills with a customer centric mentality.
- Ability to effectively present information cross functionally and respond to difficult questions from internal groups and external customers.
- History of leading others, including those who did not report to you.
- Strong written and oral English communication skills
Preferred Qualifications:
• Prior experience managing a team of external people, remote based individuals.
• Prior experience as an external, individual contributor in a customer-facing role.
• Demonstrated ability to manage and maintain formal programs for large account management.
• Experience with multiple channels of supply including distribution, integrators and OEM's.
• Previous employment at a Bioprocessing or CGT manufacturer or single-use systems supplier.
• Understanding of ISO, GMP and other regulatory requirements.
• Experience with CRM programs and leveraging them as a sales tool.
• Ability to leverage social media
Travel:
- Up to 50%; Domestic and International.
