Business Development Sr. Manager, Pharma Services – Southeast

At Alcami, we deliver reliable solutions that unlock the potential of transformative medicines from discovery to commercialization, through trusted partnership with our clients, recognized industry expertise and proven regulatory track record.

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Job Summary

The Business Development Sr Manager – Pharma Services is accountable for the sales of the company’s pharma support services (IQ/OQ/PQ Validation and Calibration) within the defined territory. Duties include lead generation, creating sales opportunities, growing the sales pipeline and winning new business as well as expanding business with current customers.

On-Site Expectations

• 100% remote position.
• Recruiting from areas around the RTP, NC area.
• 1st Shift: Monday – Friday, 8:00am – 5:00pm.

Responsibilities

• Present and sell company calibration and validation services to customers virtually, at customer’s location, and/or industry tradeshows.
• Work collaboratively with customers and internal staff to meet customer needs.
• Solicit RFPs from existing and new customers.
• Documentation of sales activities/process within CRM (salesforce.com).
• Negotiate service terms and pricing with customers with management involvement.
• Coordinate and participate in pharma support service meetings with staff and other company departments as required.
• Address customer requests for information and process orders for each service.
• Effectively communicate important service issues or potential problems to appropriate management or team members.
• Follow up with successful and non-successful pharma support service proposals and opportunities.
• Cross sells Alcami products/services.
• Demonstrate ability to multi-task, prioritize, and solve problems.
• Team player with strong sense of responsibility and self-motivation.
• Actively prospects new clients and support upselling and cross-selling opportunities to existing clients for the Pharma Support Services business (IQ/OQ/PQ Validation and Calibration.)
• Facilitates successful team execution of services by ensuring smooth process from proposal signature to project execution.
• Develops a deep understanding of client’s needs, previous Alcami experiences, and identifies opportunities for upselling new service lines.
• Participates in client visits, including new business discussions and business review meetings as needed.
• Creates strong and effective relationships with clients.
• Other duties as assigned.

Qualifications

• Bachelor’s degree in life sciences.
• At least 8 years of related sales experience.
• CMO or CDMO, Validation, and/or EM experience preferred.

Knowledge, Skills, and Abilities

• Detail oriented.
• Self-starter and independent worker.
• ISO 9001, ISO 17025, GMP and GLP knowledge.
• Knowledge of CQV of facilities through course work or prior work experience preferred.
• Prior pharmaceutical Validation experience in technical functions preferred.
• Excellent written and verbal communication skills required.
• Excellent customer service, organization skills, and ability to multi-task required.
• Excellent problem solving and critical thinking skills required.
• Results-oriented, determined, and a self-starter.
• Ability to work independently in a fast-paced and dynamic environment.
• Proficiency with Microsoft Office (Word, Excel, PowerPoint) required.
• Proficiency utilizing internet and social media tools for prospecting.
• Ability to gain proficiency using a Customer Relationship Management system (CRM) required. Prior experience with CRM, preferably Salesforce.
• Prior experience or exposure to value-based selling and negotiations a plus.

Travel Expectations

• Typically, up to 25% to 50% travel required.

Physical Demands and Work Environment

The physical demands and work environment characteristics described here 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. While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; talk or hear and smell. The employee is frequently required to sit. The employee is occasionally required to stand; walk and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 25 pounds and occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts and vibration. The noise level in the work environment is usually very quiet.

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