Develops and manages the strategic business relationship with commercial and development clients, through understanding the client’s organization and business needs, in order to maximize client service and satisfaction in the overall best interest of the company. Understands the technical and business specifics with respect to client and business requirements, a robust understanding of how that fits the site business strategy, and identifies solutions aligned with these requirements. Builds a strong foundational business relationship with key business accounts which represent a high level of volume and complexity in a site to generate business growth through identifying and developing business opportunities and partnering with Sales. Serves as an escalation point and decision maker for day-to-day and project-related needs.
Develops and manages the strategic business relationship with existing and new clients. Understands the client's organization and business needs, and driving action based on the company site and network priorities.
Subject Matter Expert for building client relationships, partnerships, and identifying growth opportunities with existing clients. Has a proven track record of building successful, major client relationship.
Facilitates the execution of the portfolio management strategy for a program of clients and/or projects.
Serves as escalation point for critical needs, prioritization, and decision making. Works closely with project team members to ensure best in class service for the client.
Drives contract compliance; generates and negotiates new contracts and updates to existing contracts with input from the Portfolio Manager, Business Development Executives, and site leadership.
Manages site and operations (S&OP) processes; utilizes business intelligence and client input to drive long-term demand and capacity scenario planning. Assists in development of annual revenue budget.
Drives growth through new business pricing strategy development and review, customer and site portfolio reviews, use of Sales Business Intelligence (SBI) data, and interfacing with the Portfolio Manager, Business Analysts, Quotes, and Sales team.
Manages pricing and product profitability through annual pricing updates, identifying sources of leakage, management of services and contract negotiations.
Supports Voice of the Client (VOC) processes through follow-up on detractors and management of escalations.
Establishes and manages strategic-level client meetings.
Provides strategic guidance and advanced level business input to team members.
Supports strategic or improvement initiatives for the department, site, or global level with support of management.
Acts as a mentor to new Business Managers. Serves as potential back-up to the Portfolio Manager .
Bachelor’s degree in science or business is required. Masters degree in business or science is preferred.
Eight years of previous related experience in project management, account management, sales or marketing with internal or external client-facing responsibilities..
Equivalent combinations of education, training, and relevant work experience may be considered.
Some understanding of project management principles is required. Knowledge of pharmaceutical or contract manufacturing industry is strongly preferred. Must be able to influence others to reach agreements and adopt a course of action. Superior communication skills; capable of maintaining optimistic communication with clients and internal customers, while managing challenging situations. Able to serve as the client advocate, while balancing the company’s priorities. Able to identify market opportunities for new and existing clients/products. Experience with budgeting and forecasting is required. Expert at conflict resolution and negotiation.
Position requires ordinary ambulatory skills and physical coordination sufficient to move about office locations; arm, hand and finger dexterity, including ability to type for prolonged periods of time; visual acuity to use a keyboard, computer monitor, and read materials for prolonged periods of time.