New England Account Manager/Director, Pharmaceutical Softgel - Catalent

Position Description

Catalent is a global leader in drug-delivery technologies, contract manufacturing, packaging and product launch services. With seven decades of experience and over 1500 patents and patent applications, Catalent brings its customers innovative expertise throughout a drug’s development, launch and entire lifecycle.

Catalent Pharma Solutions was created in April 2007 from the Pharmaceutical Technologies and Services segment of Cardinal Health. Catalent has nearly 75 years of experience in serving pharmaceutical and consumer health companies around the globe, and nearly 20 years of experience in serving the biotechnology industry.
New England Territory consists of NY, CT, Mass, Ontario and Quebec
This position can be home-based anywhere in the NE including NJ, PA and MD.


About Us

Headquartered in Somerset, New Jersey, Catalent Pharma Solutions (formerly Cardinal Health, Inc., NYSE: ‘CAH’) is the leading provider of advanced technologies, and development, manufacturing and packaging services for pharmaceutical, biotechnology and consumer healthcare companies in nearly 100 countries. Catalent applies its local market expertise and technical creativity to advance treatments, change markets and enhance patient outcomes. Catalent employs approximately 10,000 at more than 30 facilities worldwide and generates more than $1.7 billion of annual revenue. For more information, visit Catalent.com

I. DEPARTMENT OVERVIEW:

The Account Manager/Director (“AM/AD”) is a critical role within the Business Development selling team. The Business Development sales team is dedicated to the core Catalent technologies within each of the 3 major Business Units (Oral, Sterile, or Packaging).

The Business Development Technology Sales team is responsible for obtaining the Catalent revenue targets for that technology. The Business Development Technology Sales Team is also responsible for understanding the general Catalent service offering and referring opportunities outside of the specific technology to other sales teams where possible to increase Catalent’s total customer penetration and revenue opportunities.

II. ESSENTIAL FUNCTIONS:

The AM/AD is a business development specialist accountable for selling their specific technology into their assigned accounts. The AM/AD is the primary point-of-contact for all assigned customers for their technology.

The AM/AD is responsible for selling new business and maintaining existing business within their assigned accounts. The AM/AD will be given sales targets and measured against those targets to evaluate their individual selling performance.

The AM/AD role is a senior-level sales position and is an important contributor to the Business Unit’s success. This position requires the individual to act as a subject-matter expert in the technology, while also exhibiting strong selling skills including developing the account/customer relationships, protecting existing business from competitors, qualifying new leads, developing technical solutions, writing formal proposals/quotes, negotiation of contracts, and closing deals.

The Pharmaceutical Softgel AM/AD role includes the following responsibilities:

• Identify, qualify, and pursue Rx softgel opportunities to achieve sales and operating income budget.
• Prepare Rx softgel development proposals, in cooperation with R&D and Contracts Management, and negotiate Softgel Development Agreements.
• Cooperate with Legal and Finance to prepare Softgel Licensing and Softgel Supply Agreements for the Regional, National and Worldwide markets.
• Serve as lead negotiator for Softgel Licensing and Softgel Supply Agreements.
• Establish relationships with Marketing, R&D, and Supply Chain personnel within Rx customers and prospects.
• Manage the business development relationship with the Rx softgel customer base. Responsibilities include pricing, contract extensions/amendments, forecasting, and other customer service related issues.
• Participate in the Sales & Operations Planning process.
• Cross-sell Catalent service offerings to softgel customers.
• Represent the Oral Technologies BU to selected Global Account Teams.
• Participate in internal training efforts, internal process teams, trade show exhibits, panels, and professional associations relevant to softgels and other PTS offerings.
• Acquire and maintain up-to-date information about the R&D programs of existing and potential softgel customers.
• Present information about Catalent’s softgel service offering knowledgeably and effectively reflecting the organization’s capability to support customer pharmaceutical development and commercialization softgel programs.
• Evaluate overall sales results and trends for softgel accounts.
• Maintain effective communication with Catalent’s scientists, technical staff, and managers to ensure that all account management activities are conducted in a coordinated team-based fashion.
• Use both structured (e.g., CRM, forms/processes) and unstructured communication (e.g., e-mail, phone calls) to assure that there is a detail-oriented approach to softgel account management with rapid response and follow through to customer inquiries, opportunities, and problems.
• Other tasks as assigned.


JOB REQUIREMENTS

III. SPECIFIC DUTIES, ACTIVITIES, AND RESPONSIBILITIES:

1. Work within assigned accounts as the subject matter expert to represent Catalent in the consultative discussions and solution design with customers in the specified technology. 40%

2. Provide necessary selling competencies to progress deals through the sales cycles including qualification, solution design, proposal creation, negotiation, contracting, and closing. 40%

3. Provide adequate territory and account management/planning to ensure sales targets and customer satisfaction with Catalent services are met. 10%

4. Administrative responsibilities for reporting sales progress and customer activity. Be an active part of the overall Catalent account team and work with other sales/operational roles as needed to maximize the total Catalent service offering and customer satisfaction. 10%


IV. POSITION REQUIREMENTS

Education or Equivalent:

BA/BS in scientific discipline related to pharmaceuticals/biopharmaceuticals. An advanced scientific degree or MBA is a plus.

Knowledge/Skills Requirements

A minimum of 4 years experience in the pharmaceutical industry, preferably in Business Development. Thorough understanding of the pharmaceutical product development and approval process.

Must have demonstrated ability to represent the technology by one or more of the following:
• Proven ability to sell solutions for the specified technology across multiple customers and selling situations
• Successful experience in providing technical consulting and solution design to customers within the specified technology
• 5+ Years experience of work experience within the specified technology.


Must have the ability to sell in a technical environment including one of more of the following:

• Prospecting & opportunity qualification
• Quote preparation/proposal writing
• Contract negotiation
• Closing new business
• Securing customer relationships and maintaining existing business.
• Gathering competitive intelligence
• Account management & customer relationship building.


Organization Skills:

• Proven ability to organize and plan work, manage travel, and balance multiple priorities effectively.
• Strong oral and written presentation skills.
• Strong computer skills, including the ability to use Microsoft Word, Excel, and PowerPoint.
• Ability to work effectively as member of interdisciplinary teams.
• Ability to interact effectively with scientists and technical staff from customers and within the Catalent organization.


Physical/Mental Requirements

• Mathematical and reasoning ability.
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Ability to work effectively under extreme pressure to meet deadlines. Individual may be required to sit, stand, walk regularly and occasionally lift 0-15 pounds. Specific vision requirements include reading of written documents and use of computer monitor screen frequently.
• Extensive travel to customers, Catalent facilities, and other locations will be required (up to 50%).


Work Environment:

Individual’s primary workstation is located in an office area, where the noise level is low. Employee will occasionally be present in commercial manufacturing/pilot plant/laboratory areas where the noise level is low to moderate.

How to Apply

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