Technical Sales & Development Manager

Technical Sales & Development Manager

Summary

• The primary responsibility will be to manage and grow SPI's full portfolio of excipients, APIs and drug delivery platforms at new and existing customers and to expand and advance the pipeline projects in assigned customers & territory.

• Through technical expertise the Technical Sales & Development Manager will promote the technical functionality and selling features of our excipient formulations and drug development to existing and potential customers.

• Role will manage specific customers fully for both commercial and technical support as well as be the Primary technical support role for assigned region supporting regional sales team in promoting SPI's excipients and antacids/supplements product lines.

Essential Duties and Responsibilities:
Commercial (50% focus):

• Manage and grow SPI's sales of excipients, APIs and drug delivery platforms at established accounts and develop business at new assigned customers.

• Expand and advance SPI's pipeline through close collaboration with R&D, business development, purchasing and operations in regional pharmaceutical & nutritional industry.

• Negotiate pricing and contracts, track and report on industry trends, monitor competitor activities and market share, submit new product ideas and assist with resolving customer issues for assigned customers.

• Complete, update and execute the annual territory plan covering key accounts, territory objectives, target accounts and strategies. Develop specific Global Account Plans as needed.

• Submit the annual territory sales budget and forecasts.

• Attend trade shows, industry conferences and local pharma organizations to keep current with industry trends and identify new opportunities.

• Enter call reports, contact information and market data in CRM tool SalesForce.com.

• Support the S&OP team with demand planning as needed.

Collaborate with Customer Service/S&OP to optimize customer satisfaction. Perform other duties, as assigned.

Technical (50% focus):

• The goal of this position is to be the Technology "Face" of SPI to formulation scientists

• Strong working relationship with regional sales team

• Support and train the technical sales team with focus to grow project pipeline for SPI Pharma products

• Support and train the regional distributors team with focus to grow project pipeline for SPI Pharma products

• Provide insight to the organization on product positioning, and competitive landscape in the development of product strategy and commercial goals

• Present at industry forums, tradeshows, and customer R&D settings with the purpose of promoting SPI Pharma products and services

• Based on customer interactions, help identify and quantify opportunities where SPI Pharma can expand its business with existing products or with the introduction of line extensions or new products

• Provide input in the development of product information brochures, applications data sheets and technical information, in collaboration with R&D and Marketing, to target formulation developers (core customers) in the pharmaceutical and nutritional industries.

• Technically assist new product launches and line extensions with SBU Marketing. Coordinate, internally, business processes such as complaint resolution, customer special requests, manufacturing issues, and any special projects

• Recommend regulatory requirements, and regional technical support.

Education, Skills and Experience:

• Bachelor's Degree in Pharmacy, Chemistry, Chemical Engineering, or related scientific discipline, Master's Degree preferred

• Sales & BD experience in specialty ingredients preferred

• About 40% travel to customer/distributor, both independently and with sales team

• Fluent English with additional language/s a plus

• 7+ years' experience in pharmaceutical solid oral dose formulation development as well as product and process development. Suspension oral dose formulation (especially antacids/laxatives) experience a plus

• Ability to learn SPI products in-depth and be a self-starter to assemble data

• Ability to present technical concepts to both formulation scientists and to non-technical (marketing and business development) audiences

• Strong interpersonal skills. Willing to make cold calls and seek out key decision makers. Ability to gain the trust of customers by connecting their strategic needs with SPI's capabilities

• Strong organization and planning skills to deliver new growth

• A "quick learner" of market dynamics, trends, product functionalities and competitive landscapes to bridge external demands with internal capabilities and innovation

• Time management and ability to manage multiple projects and activities is crucial

• Driven, Self-motivated, results oriented professional capable to work with minimal supervision. Motivated by fast evolving environment and challenges