Custom Drug Product Sales Sr. Manager-North America (remote)

ROLE SUMMARY

Pfizer CentreOne (PC1) is a global contract development and manufacturing organization (CDMO) embedded within Pfizer generating $800M+ in revenue. We leverage strategic Pfizer manufacturing plants as well as science and technology resources to manufacture medicine for biopharmaceutical companies.

We focus on custom API (Active Pharmaceutical) synthesis, sterile injectable fill-finish and highly potent oral solid dose; and are a leading supplier of steroid and hormone APIs and intermediates.

For almost 50 years, we’ve manufactured complex compounds for our biopharmaceutical partners. Our dedicated team of contract manufacturing experts guide our partners’ drugs safely from development (phase 2 or later) through commercialization. Pfizer CentreOne also has a Corporate Sponsored Agreements team that manages trailing manufacturing supply agreements related to Pfizer M&A (mergers and acquisitions), licensing, divestitures; M&A activity could include animal health, infusion therapy, generic pharmaceuticals.

Pfizer CentreOne reports into the Hospital Business within Pfizer Innovative Medicines.

Responsibility for initiating new Drug Product business relationships and selling (internally and externally) the merits of each new deal in North America / EU.
 

Reporting to the Custom Sales Lead, the Custom Drug Product Sales Sr. Manager will be responsible for partnering with the Custom Sales Lead in setting and implementing the strategy of the Drug Product business.

THE CUSTOM DRUG PRODUCT SALES SR. MANAGER WILL:

• Identify and pursue new business opportunities, while also ensuring the quality of periodic communications to both internal and external stakeholders.

• Liaise with PGS (Pfizer Global Supply), R&D and other internal resources to obtain information necessary to develop and issue proposals to potential clients, facilitating due diligence plant visits and meetings, formulating and negotiating complex development and supply contracts.

• Have a deep understanding of the established PC1/PGS governance, known as the “guardrails” and work within the construct of the process with key stakeholders. The governance process is a way to ensure that PC1 only sells capacity deemed available within the PC1 network of sites.

ROLE RESPONSIBILITIES

Drive growth:

• Accountable for the development and growth of PC1 sales and earnings in the OSD (oral solid dose) and SI (sterile injectables) platform

• Work with the Custom Sales Lead and the Pipeline & Technology position to identify new business opportunities; develop, maintain and implement customer business plans

• Create and issue proposals, facilitate prospect due diligence visits, perform company/product due diligence, develop and defend business rationale and case for new product opportunities, and negotiate (internally and externally) all new deals

• Develop and execute overall business development and client relations strategy for the client resulting in the achievement of account sales targets

• Responsible for finding and developing new product and services, utilizing cold calls, lead follow up and other personal and network driven opportunities; generate leads and take them through to conclusion

• Understand and utilize external information sources, such as PharmSource, Decision Resources etc. to identify and assess target opportunities

• Own and manage the internal business development approval process (using iNexus software) for potential opportunities

Lead customer relationships:

• Be the expert on the target companies by initiating and maintaining contacts/relationships for all targeted products

• Develop and issue proposals to potential clients working with the PC1 commercial and PGS manufacturing team

• Understand customers’ needs and goals

• Formulate and negotiate complex development and supply contracts

• Ensure a smooth transition to our Development Services team after a contract is signed

• Represent the Custom Drug Product business within PC1 with all current and potential customers

• Respond to all opportunistic leads (phone calls, web site, etc.), maintain contact list

Gain customer and market insights

• Maintain current market research on OSD & SI pipelines  and actively communicate market intelligence to the Global PC1 Organization; seek and report on competitive activity

• Support all PC1 marketing campaigns and sponsored conferences, and identify key trusted advisors and local networking events to expand market knowledge and contacts

Drive collaboration for business planning

• Develop and maintain senior level client contacts to understand strategic outsourcing decisions, potential consolidation or divestiture plans, corporate hierarchy, and other areas that can benefit PC1 in providing product and contract services to clients

• Actively manage client relationship to help resolve issues, conduct business reviews as required, provide contract assistance, maintain product forecasts, and other necessary duties to maintain client satisfaction and achieve corporate business objectives (maximize overall margin, grow client business with PC1); acute sensitivity to both corporate and client needs is required

• Liaise and align with PGS (Sites, Quality Assurance, etc.), Research & Development, and Regulatory Affairs to accomplish business objectives

• Maintain sales forecast (units and dollars) and assist in development and preparation of budget and long-term sales plan(s), along with monthly updates to management on sales and earnings progress versus long range plan

BASIC QUALIFICATIONS

Education: BA/BS in Sciences, Engineering or Business required

Experience:

• 7+ years of pharmaceutical industry experience, with at least 5 years selling Drug Product B2B

• Outstanding communication/presentation and interpersonal skills:
  Direct negotiation experience including pricing, contracts and other business to business related activities

• Project management skills:
  Seasoned, proven and mature client handling, issue resolution and expectation management skills, demonstrated result-orientation, tenacity and follow-through

• Strong networking skills:
  Must have prior experience interacting with cross-functional disciplines in a highly-matrixed environment (e.g., Manufacturing, Research & Development, Quality Assurance and Regulatory Affairs functions)

• Strong business acumen:
  Knowledge of OSD and SI drug product technologies as well as of local markets, cultural differences, customer requirements, local trade and credit practices, government requirements, credit terms, shipping practices, collection, sales service requirements, and all major competitive factors

• Proficiency in all Pfizer tools and processes, such as Microsoft Office, SAP, HR source, Salesforce.com, Travel (booking and expense reporting), and others as they arise

Candidate demonstrates a breadth of diverse leadership experiences and capabilities including: the ability to influence and collaborate with peers, develop and coach others, oversee and guide the work of other colleagues to achieve meaningful outcomes and create business impact

PREFERRED QUALIFICATIONS

• Masters or Ph.D. is preferred

• Experience in manufacturing and/or work experience with small biopharma companies

• iNexus process experience

NON-STANDARD WORK SCHEDULE, TRAVEL OR ENVIRONMENT REQUIREMENTS

Minimum of 25% travel required; additional travel is dependent on meeting growth/revenue targets

Domestic and some international travel to visit with PGS sites, technology partners and potential customers

NON-STANDARD WORK SCHEDULE, TRAVEL OR ENVIRONMENT REQUIREMENTS

• Minimum of 25% travel required; additional travel is dependent on meeting growth/revenue targets

• Domestic and some international travel to visit with PGS sites, technology partners and potential customers

Other Job Details

Last Date to Apply: December 31st 2021

Eligible for Employee Referral Bonus

This role can be based anywhere in the US