Senior Account/Business Development Manager - Hovione

Join a Market Leader:

Hovione is an independent family owned international group of companies. From the beginning, we have set ourselves above and apart through our innovative technological and productive capabilities, reaching a top spot in the world market as an integrated Contract Development and Manufacturing Company dedicated to helping Pharmaceutical Customers bring new and off-patent drugs to market.

 

Our people are the main asset for our continued success. Reaching over 1950 team members, from 36 different nationalities, that are located across Asia, Europe and North America (Portugal, US, Macao, Ireland, China, Hong Kong, Japan, India, and Switzerland), including 4 production sites.

 

Working at Hovione means reaching for innovation and excellence in everything we do: for our clients, our partners and, above all, our patients. That is why we are In it for life.

You will be responsible to::

Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers at an assigned group of customer accounts that may include major strategic customers within a geographic or industry focus. Identifies, develops and closes new sales opportunities. Creates demand for the organization’s products, solutions and services by raising their profile with customers. Achieves revenue targets by increasing revenue spend per account. Negotiates, with autonomy, highly complex and long-term contracts. May conduct regular status and strategy meetings with the customers’ senior management to understand their needs and link them to the organization's product/service strategies.

 

• Achieve the sales targets and ensure product and project delivery for the portfolio of customer accounts under responsibility, maximizing profitability of new and existing business.

• Manage the client interface of assigned accounts and provide outstanding commercial service through fast, trustworthy and knowledgeable responses to customer demands.

• Establish relationships with colleagues in different countries and job functions to ensure enquiries from new or potential customer are responded to accurately and promptly.

• Create and execute account management and development plans for the accounts under responsibility.

• Prepare and issue bids against business opportunities identified with prospective customers, identifying and winning projects that fit Hovione' s available resources and manufacturing capacity.

• Participate and assist in negotiations of CDAs, Sales Contracts (including but not limited to Development Agreements, Master Service Agreements and Commercial Supply Agreements) and Quality Agreements for allocated accounts in close collaboration with the Director of the area.

• To lead the negotiation of complex contracts, including but not limited to supply agreements, joint development agreements and licensing agreements and combinations thereof.

• Coordinate with the global regulatory, production, and R&D groups to provide a superior level of customer service and technical support.

• Develop and accumulate strong Hovione product and service expertise, sharing knowledge of offerings and cross-selling as appropriate.

• Analyze data, including demand forecasting, within Hovione' s Customer Relationship Management system to ensure accurate forecasting and reporting.

• Identify market trends and demands and proposing ideas for new products and services.

• Identify new opportunities for the existing product, solutions and / or services portfolio, as well as opportunities for value creation and IP generation.

• Prospect for new customers and projects through professional means, including (but not limited to) existing networks, trade shows, introductions and LinkedIn.

• Follow-up on new business enquiries.

• Monitor customer account and market activity and provide concise and insightful analysis on customer dynamics, market developments and competitor activity.

• Optimize the relationship with established clients through both strategic and tactical means including (but not limited to) Key Account Plans, Account Growth Plans, Periodic Business Reviews, client visits and Satisfaction Survey Action Plans.

• Develop, issue and monitor account growth plans for allocated accounts.

• Prepare reports and data analytics.

• Attend and represent Hovione at Trade Shows.

• Develop and propose for superior approval the activity plan and related budget for the Area under responsibility in line with the unit's strategy, in order to align activities with Sales’ strategic objectives.

• Monitor own budget, by controlling budget evolution, identifying any deviations between the real and the foreseen and taking corrective measures.

• Ensure compliance with GMP and HSE guidelines, internal and external requirements as well as promote the implementation and maintenance of Hovione' s policies, systems and procedures (COPs, HBR, SOPs and others).

• Carry out assigned tasks and duties in a safe manner, in accordance with instructions, and comply with environmental, health & safety rules/procedures, regulations and codes of practice.

We are looking to recruit a Candidate::

• A minimum of a B.Sc. or M.Sc. degree in Chemistry, Chemical Engineering, Business Administration or related scientific field (desired)

• Scientific background preferred

• Relevant (a minimum of 5 years) experience in account management, business development or related commercial area in the pharmaceutical sector

• Experience of pharmaceutical product development and manufacturing (preferred)

• Experience in leading others in project context (desired)

• Effective time management skills and the ability to multitask

• Track record of overachieving targets

• Experience in budget planning and forecasting

• Possess solid knowledge of account management, marketing, sales and business development principles and practices

• Possess solid knowledge of pharmaceutical supply chain and market

• Possess solid knowledge of pharmaceutical product development

• Possess solid knowledge of pharmaceutical cGMP and regulatory requirements

• Good communication skills (verbal and written)

• Proactive, dynamic self-starter who is a team player and communicates effectively at all levels

• Skilled at managing processes and tools

• Fluency in English is a requirement

• Must have strong technical problem-solving skills, a commercial sense, be self-motivated, and willing to travel frequently throughout North America with occasional intercontinental travel requirements

• Must have the Knowledge, Experience and Skills to conduct their tasks in accordance with the rules and procedures set down

• Competence with Excel, Word, and Outlook as well as an ability to learn and effectively utilize Hovione' s customer relationship management system.

 

Hovione is a proud Equal Opportunity Employer

 

Inclusion and diversity are key to us. At Hovione, that means a work environment where differences are valued, and everyone is treated with fairness and respect. We want all our team members worldwide to feel supported, respected, and have the opportunity to achieve their full potential, regardless of their age, gender, religion, disability, sexual orientation or ethnicity.