Senior Pharma Sales Manager (Capital Equipment Automation)

Job Description

Performance Metrics

• Develop, nurture, and win Pharma focused capex funnel and bookings.
• Primarily focused on NA, however, there will be European account targets included based on strategic account planning. 
• This role will be responsible for incremental growth and selling  of ATS LSS Pharmascan, and Lyoscan inspection platforms to Pharma organizations as well as solutions offered from the group of LS companies (Flexline, Baby Phil)
• This role will be responsible for incremental growth and selling the engineered to order, turnkey aseptic processing solutions including SuperTrak Pharma and non SuperTrak Pharma applications.
• Support the strategic sales and marketing plans for the NA market, and specific strategic account plans aligned with overall segment and organizational objectives.

The Senior Pharma Sales Manager is a key member of the Life Science Systems (LSS) team within the Life Sciences Systems Division.  The Senior Pharma Sales Manager will have primary responsibilities for opportunity funnel development and bookings of Pharma related standard products and engineered to order solutions executed out of Cambridge LS.  You will work in collaboration with the NA LSS team, and the other LS group team members.  You will steer the ATS applications group and the LS group to deliver leading-edge engineered manufacturing systems & solutions, products, and services to Pharma manufacturers and Pharma manufacturing departments of relevant companies within specified geographical regions, target markets, and/or targeted accounts, as assigned.  The areas of focus include Pharmaceutical liquid processing including aseptic processing (filling, assembly, handling), and inspection.  

Duties and Responsibilities

Sales, Business Development & Supporting Marketing Strategy

• Standard Setting: Set the standards and deliver results for the NA region in terms of Pharma related bookings across the Pharma automation value chain; additionally recommend obtaining buy-in, and implement changes needed to align the sales and business development organization with the ATS LSS strategy.
• Growing incremental sales funnel and bookings: Work with the LS group and LSS team members to identify new customers and opportunities.
• Capture planning/Win Strategy: Your role is the quarterback of a pursuit opportunity.  You will be responsible for the capture plan involving engineering, operations, finance, legal, and other team members to secure the win.  You are responsible for the win strategy that includes leading the team through the pursuit from inquiry to the win.
• Process: Mandate the use of tools and processes for executing and measuring overall strategy and effectiveness.  Examples include Salesforce.
• Leadership: Drive competitive and market analysis to support the LSS Pharma strategy; set the context, territorial framework, and operate parameters to drive the Customer Account Strategy.
• Prospecting: Utilize your own abilities, network, and creativity to identify new targets and applications
• Legal Contracts: Support the individual opportunity pursuit to drive and authorize key supplier and customer agreements as appropriate.
• Competition: Collect competitive data to make more informed decisions related to a pursuit win strategy and report competitive market intel to the LSS leadership team as appropriate.  
• Market Intel: Identify M&A opportunities as appropriate.
• Structure: Work within the ATS LSS sales leadership team to identify and create new opportunities for the ATS LSS Pharma systems business within the NA segment including aseptic fill/finish, inspection, material handling, and aseptic processing
• Policy: Support all corporate compliance policies which influence the performance culture and the behavior of individuals reporting into this function.
• Training: Develop, implement, and ensure adherence to sales and business development training processes and tools, including tactical pricing models and business opportunity analysis models.
• Communication: Establish effective communication and reporting protocols within the organization in alignment with the account plan, and individual pursuits. 

Final Negotiations

• Price: Regarding price, schedule, terms & conditions, and other commercial issues, the LSS Senior Pharma Account Manager will operate within the parameters authorized by the LSS and corporate approval process.  You are responsible for the analysis in developing the evidence describing the price to win regarding individual pursuits.

Customer Satisfaction

• Account Management: Work with the project management team and the global service team to develop a three-legged stool approach in nurturing and developing strategic accounts.
• Communication and Oversight: Support the NA global service team as appropriate with customer-related issues whether for capex or services.  Engage with the customers at their senior level in frequent quarterly business reviews.
• Trends: Ensure competitive intel, market intel are communicated to the LSS leadership team in consideration reflected in the ATS LSS Strategy.
• Voice of the Customer: The Senior Pharma Account Manager is the voice of the customer within the Pharma segment and the voice of customer is critical to capture for continuous improvement.

Qualifications

• Bachelor’s degree or post-secondary diploma in manufacturing technology, engineering, business administration, marketing, or equivalent.
• Seven (7) years of demonstrated sales leadership in working with a team of direct sales account managers selling Pharma specific capital equipment scope including but not limited to inspection, aseptic and non-aseptic processing, or other engineered to order pharma assets (i.e., washing, bioreactor, packaging)
• Proven track record of selling multi-million-dollar contracts related to manufacturing machinery or custom designed automated manufacturing solutions serving the Life Sciences or similar markets.  Pharma Inspection system experience a plus. 
• Demonstrated “hunter” skill set including the ability to perform market research, cold calling, creating leads, and converting leads to actionable pursuits
• Demonstrated experience in managing, penetrating and securing key/major accounts or large multi-national accounts.
• Demonstrated ability to access, negotiate and engage multiple executive levels at customers and prospects in large multinational organizations.
• Experience in “solution sales” of capital equipment or industrial automation, with proven ability to develop customer partnership with full life cycle offers (e.g. early POPs, project equipment, after sales service contracts).
• Familiar with manufacturing processes and industrial buying behaviors and has the competency to sell systems and services of this nature.
• Strong presentation skills in order to develop material and present to both internal stakeholders and potential clients selling technical concepts and overall value message.
• Demonstrated ability to lead cross-functional personnel throughout a complex selling process with the mission to differentiate ATS, and delivering a winning proposal
• The individual must be capable of presenting oneself in a professional manner to project a positive image of the company, be able to work proactively without supervision and have exceptional communication skills.
• Must demonstrate the drive and motivation to sell and enjoy the challenge of selling in the industrial automation/manufacturing solutions industry.
• Must be willing to travel frequently across North America, and occasionally internationally as required.

JOB SPECIFICATIONS:

• The employee may be required to stand, walk, push, pull, reach overhead, and bend to the floor.
• Able to stand and bend for long periods of time in a warehouse environment. 
• Able to lift up to 50 pounds.
• Exert up to 50 pounds of force occasionally, and/or exert up to 10 pounds of force frequently. 
• Visual acuity – Normal requirements for reading written instructions and computer screens.
• Hearing ability – Normal requirements for understanding verbal instructions. 
• Working conditions – The employee is subject to a normal office environment with occasional exposure to high noise levels and/or physical hazards when visiting manufacturing floor. 
• Capable of wearing appropriate related PPE for extended periods of time.

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change or new ones may be assigned at any time with or without notice.