Account Manager - Biopharmaceutical Ingredients

at Company: Novozymes Biopharma US in Job Category: Sales & Marketing
posted on 10/10/08 12:00am

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Account Manager - Biopharmaceutical Ingredients

Novozymes Biopharmaceutical Ingredients (BPI) is a business of Novozymes operated through its wholly-owned subsidiary, Novozymes Biopharma. The recent opening of a global sales office in Cambridge, MA, represents a major milestone in the company's expansion into the biopharmaceutical market. Novozymes gives high priority to creating exciting jobs and providing development opportunities in a stimulating international working environment. Join us and help rethink the way we work to face tomorrow's challenges.

Novozymes BPI's business comprises the development, manufacture and sale of products into a variety of applications throughout the biopharmaceutical manufacturing process. Most of our products are proteins manufactured by recombinant technology and include growth factors, transferrin and albumin. They have application in industrial bioprocessing "upstream" (mammalian cell culture media and fermentation supplements), "downstream" (purification), formulation (stabilization of vaccines and other protein drugs) and modification (conjugation to pharmaceutical "actives" to modify their therapeutic performance). They also have application in the manufacture of medical devices (coatings to improve biocompatibility of implants, IVF media). There are new applications in the emerging field of cell-based therapies including stem cell collection, storage, culture and infusion.

BASIC FUNCTION: As a part of the Sales Team, the Account Manager functions as the primary interface between BPI and the current/prospective customer base. Identification, creation and capture of specific sales opportunities are achieved through a sales process that is intrinsically several years duration. This position manages overall relationships and opportunities with designated accounts to achieve annual sales targets.
**This position can be located at the Cambridge office or from a home office in Eastern US.

RESPONSIBILITIES:
The primary duties and responsibilities for the position include:
• Work with team members to develop focused account targeting and lead generation strategies.
• Contact potential accounts, identify and qualify leads.
• Develop relationships within accounts to identify and create specific sales opportunities and characterize them (volume, timing, probability of success, support requirements and success factors). Relationships with potential customers will be at multiple levels and across many customer functions (R&D, Process Development, Manufacturing, Quality, Purchasing and Strategic Procurement).
• Make professional presentations to customers and knowledgeably position BPI products as relevant to customer needs.
• Establish, maintain and manage relationships between customer contacts and Novozymes staff relevant to maturing Opportunities into sales.
• Capture Opportunities by leading the negotiation of evaluation and supply agreements.
• Maintain an overview of all opportunities, relationships and related sales activities within specific key accounts.
• Document relevant opportunity and account activity in BPI's Customer Relationship Management database.
• Develop and maintain a high level of product and product applications knowledge, including an understanding of science relating to the products and applications, that is credible to decision-makers and influencers.
• Attend and actively contribute to sales planning meetings.
• Support other BPI Sales and Product Specialists to operate as a team.
• Develop and maintain personal networks within Novozymes to support execution of this role.



QUALIFICATIONS: Bachelor degree (graduate degree preferred) in Sciences, Chemical Engineering, or related areas and a minimum of 5 years B2B selling experience with technologically complex products, preferably in the Life Sciences. Experience in the drug and/or medical device development industry and familiarity with the related regulatory environment will be highly valued. Must be willing to travel up to 50% of the time (domestic and international) and be located in the Eastern US, preferably the Boston area. Other qualifications include:

• Excellent written and verbal communication skills.
• A profound interest in and ability to understand and meet customer needs.
• High energy, self-motivating personality.
• Effective team worker.
• Projects a mature, considered and professional approach to business.
• Attentive to detail while remaining focused on the primary objective.
• Maintains a comprehensive knowledge of all material issues relevant to making progress on current sales opportunities.
• A profound interest in technology and science.
• A commitment to actively developing skill base.

BPI offers excellent benefits, a company leased car or stipend, and a compensation package in a participative work environment. Learn more about BPI by visiting our web site at www.biopharmaceuticals.novozymes.com. For confidential consideration, please apply online at Account Manager - Biopharmaceutical Ingredients (NZNA98) . Preference will be given to candidates not requiring sponsorship to work in the United States. Novozymes is an Equal Opportunity/Affirmative Action Employer M/F/D/V.

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