Pharma Commercialization Leader (Fill/Finish/Aseptic/Power and Liquid FIlling)

Job Description

Overview

The NA Pharma Commercialization Leader is a key member of the Life Science Systems (LSS) leadership team within the Life Sciences Systems Division.  The commercialization leader will have primary responsibilities for leading the Pharma sales, and business development in the NA region.  You will work in collaboration with the NA LS team, and you will build a Pharma specific sales team.  You will steer the ATS Pharma group and the NA LS sales team 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.  


PERFORMANCE METRICS:

•    Develop and build a NA Pharma focused group responsible for the pursuit of Pharma capex funnel and bookings
•    Develop branding and marketing content in collaboration with the LS marketing team to drive industry awareness and creating incremental demand in the form of marketing qualified leads
•    Develop strategic sales and marketing plans for the NA market, and specific strategic account plans aligned with overall segment and organizational objectives

Sales Business Development and Supporting Marketing Strategy

•    Standard Setting: Set the standards and deliver results for the NA region in terms of Pharma market analysis across the Pharma automation value chain; recommend, obtain buy-in, and implement changes needed to align the sales and business development organization with the ATS LSS strategy.
•    Recruiting & building the Pharma team: Work with HR, and the Global Sales VP to recruit, obtain, and on-ramp effective Pharma specific sales candidates
•    Product, Pricing, Packaging: Authorize assessments of ATS LSS Pharma pricing, and packaging strategies; and recommend LSS Pharma product positioning, packaging, and pricing strategy to the Global Sales VP and the Life Science leadership team.
•    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 in order to set strategy; set the context, territorial framework, and operating parameters to drive the Customer Account Strategy.
•    Lead Generation: Support the NA sales team and the Pharma group in lead generation, follow up or opportunity assignment as appropriate
•    Legal Contracts: Support the NA sales team to drive and authorize key supplier and customer agreements as appropriate
•    Competition: Collect competitive data in order to make more informed decisions relative to a pursuit’s 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 policy which influences 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.
•    Appraisals: Conducts performance appraisals on direct reports and produces succession candidates for the VP role using the ATS process. 
•    Communication: Establish effective communication and reporting protocols within the organization in alignment with the business plan. 

Forecasting, Budgeting and Achieving Results

•    Profitable Growth: Seek to achieve profitable revenue growth by increasing market share and building a sustainable industry leadership position within the automation market. 
•    Planning: Leads the formulation of the Pharma sales / business development / marketing plans and operating budget. 
•    Forecasting: Track, consolidate, and communicate forecasts and results for the region to staff and LSS senior management.
•    ROI: Produce ROI in line with approved forecasts and budgeted expenditures.
•    Final Negotiations
•    Price: In regard to price, schedule, terms & conditions and other commercial issues, the LSS Pharma Commercialization leader will operate within the parameters authorized by the LSS and corporate approval process.

Customer Satisfaction

•    Account Management: Work with the NA sales and Pharma team to develop effective account plans and report regularly to the LSS senior team in reviewing the account plans
•    Communication and Oversight: Support the NA sales team as appropriate with customer related issues whether for capex or services.  Engage with the customer at their senior level in frequent quarterly business reviews
•    Trends: Ensure North American trends are communicated to the LSS leadership team and are reflected in the ATS Strategy.
•    Customer Strategies: Drive the implementation of front-end customer strategies, including identifying and involving key customers in product development.
•    Voice of the Customer: The Pharma Commercialization leader is the voice of the customer within the Pharma segment and fosters enterprise-wide thinking to bring organizational objectives and practices in line with market needs.
•    Innovation:  Train, educate, and support the NA sales team in promoting the full breadth of the ATS group of companies technologies and collaborate with the other ATS LS group of companies to deliver unique differentiation that best positions ATS LSS for revenue growth
•    Peripheral Duties: Lead the formulation of the sales and business development strategic plan; serves as a member of various employee and organizational committees and performs other duties as assigned.