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Bio Strategic Large Account Manager

Date: Apr 9, 2021

Location: Roseville, MN, US

Company: Dover Corporation

Job Summary:  Develop and execute strategic account development plans for the identified Strategic Large Account within the biopharmaceutical market to achieve accelerated growth objectives.

Essential Job Responsibilities:

  • Jointly develop, execute and present the strategies to drive business development at the strategic account to all levels within the account and CPC, from production to C-Suite level.
  • Working collaboratively with CPC Bio team to drive execution of the global sales strategy as it specifically pertains to the strategic account.
  • Work collaboratively with CPC Bio Management Team on developing and facilitating the appropriate business strategies (ex: monthly or quarterly business reviews, marketing collateral development, web and print based marketing strategies, pricing strategies, collaborative planning, sales forecasting, reporting, training strategies, joint development strategies, VOC etc.).
  • Be a technical resource on single use and the point person within the account.
  • Identify and develop new opportunities for CPC products within the account
  • Work with the following teams within the account on the following
    • Purchasing – pricing strategies (including price, rebate and contract negotiations), product sales forecasting, business planning, OTD, business performance scorecards, competitive conversions
    • Marketing – long term business and market development, account positioning, new market and application opportunities, new business development, competitive conversions.
    • Product Management - long term business and market development, account positioning, new market and application opportunities, new business development, dedicated/custom product development, competitive conversions.
    • Engineering – New product ideas/development, new application opportunities, dedicated / custom product development.
    • Quality – metric development, quality agreements, coordination of audit programs, coordination with CPC quality when needed.
    • Senior Management – Ensure that CPC;’s value proposition as a partner to the key account is developed and communicated all levels within the key account, including ensuring that the appropriate members of CPC’s ELT participate in key discussions and at critical events
  • Identify, manage and organize product, market and application training for all teams within the account
  • Drive validation and adoption for new product introductions throughout the account and its affiliates.
  • Gain library (first rights) specification status on all stocked connector sub-components
  • Work collaboratively with the CPC Bio Application Managers on product validation and specification opportunities within the key account including coordination of critical interactions between end users, the strategic account and CPC.
  • Work collaboratively with the CPC Product Development, R&D and Product Management teams to identify opportunities to develop and introduce new technologies/products that satisfy unmet needs within the key account and the markets served.
  • Develop, maintain and report out on the key metrics required to demonstrate effectiveness of the strategic large account sales and business development strategies.
  • Align best business practices of both companies to drive administrative excellence and create an easy to do business with environment.
  • Leverage CRM to manage opportunities, application details and large account management best practices.
  • Adheres to all safety regulations.
  • Demonstrates support of CPC core values.
  • Performs other job duties as assigned to meet business needs.

 

 

 

Essential Supervisory Responsibilities:        

  • None

 

 

Required Education/Experience:

  • Bachelor’s degree in Business, Marketing, Engineering, Biology or related business, science or engineering degree (technical degree preferred)
  • 5+ years working in outside sales, business development or related technical sales experience in the single-use market.
  • Experience of multi-site, international, large account management is highly desirable.

 

 

Required Job Qualifications:

  • Strong technical skills with a focus on life sciences, biotech, and/or engineering process development.
  • Strong understanding of the Bioprocess manufacturing process, both upstream and downstream, and how single-use technology benefits the process.
  • Experience managing fast paced multiple channel strategies within a large multi-national partner.
  • Professional self-starter who thrives in working in an autonomous environment.
  • Must have strong time management skills.
  • A solid sales acumen, with the ability to promote “value.”
  • Excellent communication and interpersonal skills with a customer centric mentality.
  • Ability to communicate clearly in English, both written and orally.
  • Strong project management skills.
  • Solid negotiating skills.

 

 

Preferred Job Qualifications:

  • Demonstrated ability to manage and maintain formal programs for large account management.
  • Experience with multiple channel partners, including distribution, OEM and single-use system integrators
  • Previous employment at a single-use supplier or bioprocessing manufacturer who utilized single-use technology.
  • Understanding of GMP and other regulatory requirements.

 

 

 

 

Travel Requirement:            No

   Yes, over 50%        Yes, International

                                                   Yes, domestic     

 

 

 

Physical Demands:

  • The physical demands are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
    • The employee must frequently lift and/or move up to 10 pounds.  Specific vision abilities required by this job include close vision. While performing the duties of this job, the employee is regularly required to sit; use hands and fingers and talk or hear. The employee is frequently required to reach with hands and arms. The employee is occasionally required to stand, walk and/or stoop.
    • The employee must frequently travel by plane and/or car and endure the physical demands that are representative of such travel.


 

Work Environment:

  • The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
    • The noise level in the work environment is usually moderate.

 

 

 

This job description is not designed to contain a comprehensive list of tasks, responsibilities or duties.  CPC reserves the right to amend to meet legal, business and organizational requirements as necessary.

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