What are the responsibilities and job description for the Director, Global Key Accounts position at Piramal Enterprises?
SUMMARY:
The individual will be responsible for maintaining and enhancing relationships with existing key client accounts for Piramal’s Small Molecule API and Drug Product to deliver year on year sales and pipeline growth. This individual will represent Business Development as a point of contact to key accounts to improve customer satisfaction and retention while increasing profitability.
QUALIFICATION:
• Minimum requirement of a BS/ MS in any Life Sciences (Preferably Chemistry, Pharmacy)
• Preferred experience of 10 years in the Pharmaceutical industry with knowledge of small molecule API or drug product.
• Proven track record working key accounts to maintain and development relationships and business opportunities
SKILLS AND COMPETENCIES:
• Understanding of drug substance and/or drug product manufacturing processes
• Demonstrated track record to maintain, develop and secure new customers, exhibiting a strong close rate
• Effective at working with scientists and other customer stakeholders, up to and including C- Suite leaders, to discuss the value proposition of Piramal`s offerings
• Understanding of Salesforce.com customer contact management system
• Adept at building strong internal network and navigating the organization to optimize influence for ensuring appropriate support levels for territory opportunities
• Strong interpersonal and leadership skills
• Customer Centric with the ability to build relationships based on trust and long-term commitment.
KEY RESPONSIBILITIES:
• Responsible for generating new business from the assigned key client accounts through a high level of customer contact including frequent direct customer visits, virtual meetings
and extensive networking activities
• Demonstrate strategic business awareness of the market and customers in order to differentiate our business from the competition
• Effectively promote current technical capabilities and emerging / new technologies as they become available to facilitate generation and closing of new business opportunities
• Identify sales opportunities and establish relationships throughout client’s organization to generate future sales, avenues for cross selling and repeat business. Develop and
implement strategic plans for key accounts in assigned territory
• Prepare and deliver client proposals in collaboration with Program Managers and internal stakeholders. Negotiate agreements of sale to close opportunities and secure long-term
agreements
• Interface with supply planning/production functions and export logistics/shipping team to ensure dispatch as per customer time-lines and liaise with regulatory team to meet
statutory requirements
• Participate in strategy and annual planning meetings. Report out on sales performance and funnel. Develop forecast, budget and track performance
• Retain, expand and strengthen client relationships by ensuring high-quality customer service and issue resolution
• Manage sales activities on the Salesforce platform
