Key Account Manager at Bachem

A brief overview

The Key Account Manager (Exclusive API Manager) accompanies the late-stage development of commercial sponsored NCEs and is responsible for negotiating and executing commercial agreements. The EA Manager monitors material demand forecasts, ensures best possible customer experience, and delivers financial targets.

The EA Manager liaises closely with internal stakeholders in Project Management and Operations to deliver forecasted sales, and with Strategic Alliances to build strong customer relationships, increase and expand business with existing and new customers and uncover new avenues of business within assigned portfolio. The EA Manager will connect with existing or new key business executives and stakeholders. EA Managers are in constant exchange with their clients in respect to their queries and liaise with cross-functional internal teams (including Customer Service, Product Management, Operations, Project Management, etc.) to improve the entire customer experience and grow Bachem’s commercial business. This position requires occasional travel.

What you will do

• Responsible for managing and supporting further development of the business linked to assigned portfolio focused on late phase or commercial assets
• Serve as the lead point of contact for all product specific commercial matters
• Build and maintain strong, long-lasting client relationships
• Develop trusted advisor relationships with the customer, customer stakeholders and executive sponsors, and other key personnel in the Bachem organization (e.g. Business Development, Sales, Strategic Alliances)
• Take a leading role in ensuring the flow of information between the customer and Bachem in all matters (Marketing, Production, R&D, QA/QC/RA, etc.)
• Establish a close communication and frequent exchange with on-site operations teams and site management
• Support, lead and develop new business with existing and new customers depending on an approach that best fits customer needs, and/or identify areas of improvement to meet sales quotas
• Negotiate contracts and close supply agreements to maximize Bachem’s benefit.
• Develop technical and commercially complex business proposals.
• Create offers and follow them up
• Communicate the progress of initiatives to internal and external stakeholders on a frequent and defined basis
• Prepare sales forecasts, reports, demand plans and market/portfolio analyses
• Actively participate and collaborate as subject matter expert (SME) in internal projects and meetings
• Overlook the entire sales process (from quotation to after sales) for the assigned accounts
• Observe the market, the competition and transfer information internally on chances, threats and trends in close collaboration with Business Intelligence and Product Management
• Collaborate with Product Management on active product Life Cycle Management
• Organize and lead visits, annual business review meetings, joint steering meetings, etc. as required
• Create visit reports and meeting minutes and file them in the corresponding systems
• Assist with challenging client requests, complaints or issues escalations as needed

Qualifications

A good EA Manager must be customer focused to build trust with customers. The EA Manager must be a strong communicator to manage customers properly. An efficient EA Manager must also be knowledgeable about Bachem’s products and services in the field of Exclusive and Marketed APIs to provide customers with the most effective solutions.

• BSC/MSC in chemistry/life sciences or business
• A minimum of 3-5 years of relevant work experience in the pharmaceutical industry, ideally in the area of business development, sales or strategic sourcing, and preferably in the CDMO/CMO context
• Leadership skills in managing change and influencing others in matrix organizations.
• Strong business acumen and entrepreneurial mindset; good understanding of the CDMO business and market is a plus
• Hands-on, flexible, and comfortable with working in a fast-paced environment to deliver tangible results
• Demonstrated experience in negotiating and the implementation of high-value contracts.
• High ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level
• Experience delivering client-focused solutions to customer needs.
• Proven ability to juggle multiple projects at a time, while maintaining sharp attention to detail
• Excellent listening, negotiation and presentation abilities
• Solid understanding of the chemical development, production, and regulatory value chain of active pharmaceutical ingredients (API)
• Ability to travel 20% domestically and internationally.
• Experienced user of ERP and CRM systems

Base Salary Range: $115,520 - $158,840

Placement of new hires in these wage ranges is based on several factors including education, skill sets, experience, and training.

Total Rewards

We offer all Team Members a total rewards package including competitive pay, annual performance bonus, a generous benefit package with comprehensive Medical/Dental/Vision coverage, 401(k) plan with employer contribution, and paid vacation, personal and sick days.

Corporate Social Responsibility

Bachem takes responsibility for future generations by a careful handling of resources and avoiding environmental risks. We continually improve our ecological performance and develop and implement new approaches for enhancing employees’ environmental awareness. EcoVadis has awarded Bachem Platinum Medal status in their assessment of Bachem.

Bachem Americas is an Equal Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status