COMMERCIAL - Key Account Manager - Pharma

The successful acquisition of IFF Pharma Solutions marks a pivotal and transformative step in establishing the Roquette’s Health & Pharma Solutions (HPS) Business Group.

It expands its position in the attractive excipients market which benefits from strong fundamentals and outstanding growth prospects. It enhances Roquette’s US footprint, and it significantly expands its industry-leading formulation capabilities and drug delivery research and development.

HPS turns our company into the pharmaceutical industry’s partner of choice for the development of innovative drug delivery solutions to best address current and future customer needs, helps address complex challenges in drug delivery and patient care, and to overall improve patients’ lives.
 

We are looking for our next Key Account Manager to become part of our Pharma Solutions development team. We need a passionate person for helping building relationships and programs that support and drive growth for pharmaceutical and nutraceutical customers in India.

This position will be located in Mumbai.

Your experience and talents will make the difference to:

• Deeply understand and leverage ROQUETTE’s strategy, values, organization, capabilities, proprietary technologies, resources, product and service offerings;
• Position ROQUETTE as a strategic trusted partner by co-creating winning value propositions that satisfy customer needs and support them to achieve their objectives;
• Identify/create new business opportunities for the company, develop and execute strategies to generate new sales and help the company to achieve its financial goals;
• Identify customer needs aligned with the company solutions. Develop deep customer relationships at all levels through intensive networking and providing best in class customer service;
• Strive to understand customer strategy, brands, potential and how the company will deliver value to their business.
• Create, present and professionally execute account plans aligned with business objectives. Keep plans updated to maintain relevancy;
• Be accountable for accurate periodic sales forecasts and understanding of variances to forecasts and budgets;
• Prepare sales reports and new business activity reports for the company management;
• Leverage internal resources, understand the company's organization, capabilities, proprietary technologies, product and service offerings
• Primary contact for customers, maintain and improve the company's position and image.
• Establishes productive, professional relationships with Key personnel in assigned customer accounts.
• Specifying market requirements for current and future products by conducting market research supported by on-going visits to customers.
• Managing the entire product line life cycle from strategic planning to tactical activities.
• Drive top-line revenue growth of your customer portfolio and overall market adoption of ROQUETTE products while managing the day-to-day customer interactions.
• Develop and manage a strong network of customers, establish relationships of trust and adding value for the customer by providing personalized expertise and solutions;
• Fully recognizes oneself in ROQUETTE’s core values and cultural signature: Customer centricity, Creativity, Speed of execution, Entrepreneurship, Quality.
• Find, approach, and engage with new customers globally, identifying new business opportunities; Build and convey compelling value propositions for our API’s and Excipients.
• Consistently deliver on monthly and annual Territory demand sales and profit targets; • Become the center of expertise on API’s and Excipients for your customers, and be their ambassador within the ROQUETTE company.
• Liaise with multi-functional teams internally to co-ordinate complex business development opportunities and customer projects (Marketing, Finance, Procurement, Quality etc.)
• Manage internal stakeholders, including setting out and following up on actions, as well as monitor and report progress to ensure meeting project deadlines and objectives.
• Collect and analyze market information, such as market trends and competitive information, prepare market reports and proactively set out the right strategies and programs based on this information.

What we will love about you:

• Excellent interpersonal, communication and problem-solving skills with the ability to lead and coordinate activities with internal support team and customers.
• Inspiring personality with strong presentation and communication skills
• Confident, dynamic, enthusiastic with the ability to generate trust by delivering on commitment.
• Demonstrated competency in managing multiple projects simultaneously.
• Knows the B2B business environment and is a fast learner.
• Strategic thinking, strong analytical and conceptional skills, excellent planner
• Strong commercial drive, entrepreneurial, hands-on, pragmatic, and result-oriented; Creative, innovative and proactive with a positive “can do”-attitude.
• Customer-focused, enthusiastic, solution-oriented; Networker, able to quickly develop good relationships with internal and external stakeholders.

And also …  

• Minimum 15 years of experience in Business Development and selling of Pharmaceutical APIs and Excipients to Pharmaceutical and Nutraceutical Manufacturers in Indian Pharmaceutical Industry
• Master’s degree in pharmacy from reputed Pharmaceutical College in India
• Business Management degree and qualification will be an added advantage.
• B2B sales experience in a commercial and technical sales environment.
• Knowledgeable of pharmaceutical industry trends, companies, technology
• Broad experience with key account management, advanced selling and negotiation skills
• Fluency and Competency in oral and written English communication. Additional language skills are considered a plus.
• Technically proficient and experienced in important computer skills like Microsoft office, Operating systems, CRM software, Analytical tools