Account Manager – Pharma Excipients

About Kerry

Kerry is the world’s leading taste and nutrition company for the food, beverage and pharmaceutical industries. Every day we partner with customers to create healthier, tastier and more sustainable products that are consumed by billions of people across the world. Our vision is to be our customers’ most valued partner, creating a world of sustainable nutrition. A career with Kerry offers you an opportunity to shape the future of food while providing you opportunities to explore and grow in a truly global environment.

What would you do?

This position will have responsibility for managing customer relationships for Kerry’s Pharma Excipient business in North America for the Mid-West and West Coast region. They will develop a territory strategy and work closely with our customers on new and existing project opportunities and work closely with international colleagues. When applicable, they may present functional application findings to the industry or customers. The position will also be responsible for understanding the latest market needs and implementing strategy to add value against those needs.

Responsibilities

• Accountable for achieving a deep level of identifying and understanding of customer’s objectives and strategies, technical processes and consumer insights that is required to achieve significant value creation for Kerry and the customer.
• Develop strong strategic relationships within customers’ organisation including R&D, Manufacturing and Procurement and foster counterpart relationships within Kerry.
• Conducts periodic business reviews with key accounts in territory.
• Develop and implement Pharma Excipient strategy through market evaluation, application evaluation, understanding and capability assessment. Promote excipient capabilities, strong focus in film coatings, into market segments including but not limited to Rx/Gx, Supplements, and OTC.
• Defend current business with established customer base and create and manage total opportunity pipeline of quality growth projects with current and target customers.
• Provide technical support to the assigned customer base by leveraging internal resources and subject matter experts.
• Continually manage and strengthen customers’ relationship with Kerry.
• Partner with commercial finance leads to ensure business forecasts and margin management are consistent with expectations.
• Support the development of commercial agreements with customers in compliance with Kerry guidelines (e.g. legal agreements, supply agreements, etc.)
• Accountable for providing input to and complying (including indirectly through other team members) with all Kerry systems/processes appropriate for this role.
• Prepares for and attends sales meetings and industry tradeshow meetings.

What will you need to be successful?

• Bachelor’s degree in chemistry, chemical engineering, or related field.
• 5+ years proven experience in Pharma commercial sales (or technical sales support) role interacting directly with customers.
• Demonstrated ability to understand competitive and marketplace knowledge and translate into an effective strategy and action plan to deliver a customer.
• Must be capable of independently developing a strategy, influencing others and increasing contribution.
• Have both a technical and commercial understanding of oral solid dosage formulations including strong knowledge in film coatings.
• This role requires approximately 50% travel.
• Strong demonstrated negotiation skills.
• Prepared to get out there and spend maximum quality time developing and nurturing multi-level contacts with customers, all aligned to delivering objectives.
• Able to work both individually and as part of a team.
• Proficient in Microsoft Office suite; Salesforce experience desirable.
• Fluent English speaker with additional languages advantageous but not essential.

Qualifications and skills

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