Sales Account Manager-Pharmaceuticals

Celanese is a global leader in chemistry, producing specialty material solutions used across most major industries and consumer applications. Our businesses use our chemistry, technology and commercial expertise to create value for our customers, employees and shareholders. We are committed to sustainability by responsibly managing the materials we create for their entire lifecycle and are growing our portfolio of sustainable products to meet increasing customer and societal demand. We strive to make a positive impact in our communities and to foster inclusivity across our teams. Celanese is a Fortune 500 company that employs approximately 12,400 employees worldwide with 2023 net sales of $10.9 billion.

Account Planning and Management

• Acts as the primary commercial interface with the Pharmaceutical/Biotech Industry
• Responsible for forecasting and delivering revenue at owned customer accounts.
• Engages with cross functional team to execute on our growth strategy for Long-acting-drug delivery formulations
• Partners with Marketing and Application Development Engineers in account planning, relationship development, and general account maintenance
• Drives commercial negotiations for feasibility, clinical trial supply, and commercial supply
• Prospect, engage and provide deep account insights for assigned customers through account plans, business reviews and internal strategy discussions with peers
• Conducts general account activities such as customer visits, call reports, sampling, and activation of supportive functions within Celanese

Pipeline Development

• Responsible for supporting the value proposition for each customer and application
• Provide support and input for R&D’s IP strategy and technology road map strategy
• Translate successes in known spaces across form factors and therapy areas 
• Introduce new products to customers as they are developed, and partner with marketing and LADD Application Development Engineer team members in communicating the associated value of the new product

• Identify new business opportunities within the Pharmaceutical/Biotech Industry and building long term relationships

Value Capture

• Contributes to gathering business intelligence e.g. pricing, competitive data, out-of-kind competition
• Develops/leverages an external network of subject matter experts and key opinion leaders
• Develops and leads customer engagement activities
• Develops and communicates product value propositions
• Works with ADE team and project management to deliver on project timelines in accordance with signed customer agreements
• Adhere to strict medical risk management policies and processes

• Qualifications

  • 10+ years’ experience in a business development & account management capacity focused on the Pharmaceutical Industry, combination devices, or related medical devices
  • Strong experience with consultative and strategic selling principles, developing and leading customer engagement activities
  • Deep understanding of negotiating, writing and tracking contracts (Inception to Milestones to Royalties)
  • Proven ability to sell based on enabling technology and product concepts
  • Proven ability to translate industry trends into actionable insights
  • Deep understanding of contracts
  • Proven implementation of successful voice-of-customer activities
  • Excellent presentation and collaboration skills
  • Able to identify and proactively pursue new opportunities
  • Able to work well in matrix organization
  • Strong customer focus
  • Freedom to travel about 25% of the time, as work load requires

  Desired Skills

  • Past experiences focused on the Pharmaceutical Industry, combination devices, or related medical devices

  • Experience developing and selling in the full Pharmaceutical value chain (Branded Companies, CDMOs, CROs)
  • Understanding of pharmaceutical and combination device regulatory/FDA landscape
  • Deep knowledge of the preclinical, clinical development and commercial launch cycle in the pharmaceutical industry