Pfizer PC1 Custom API Sales Sr. Manager in Walton Oaks, United Kingdom

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 Ingredients) synthesis, sterile injectable fill-finish and highly potent oral solid dose; and are a leading supplier of steroid and hormone APIs and intermediates. Custom APIs are defined as specialty products with a limited customer base and strong margin potential. This will include opportunities in the Pharmaceutical, Generic, Over-The-Counter (OTC) and Animal Health segments.

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 (merger and acquisition), licensing, divestitures; M&A activity could include animal health, infusion therapy, generic pharmaceuticals.

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

ROLE PURPOSE

Accountability for the development and growth of PC1 sales and earnings in Custom API.

Reporting to the Custom Sales Lead, the Custom API Sales Sr. Manager will partner with the Custom Sales lead in setting and implementing the strategy of the Custom API business.

THE CUSTOM API SALES SR.MANAGER WILL:

  • Identify and pursue the development and commercialization of new "Custom APIs" with clients in EU/North America

  • Have a deep understanding of the established PC1/PGS (Pfizer Global Supply) governance, known as the "guardrails" and work within the construct of the process with key stakeholders to ensure that PC1 only sells capacity deemed available within the PC1 network of sites.

ROLE RESPONSIBILITIES

Drive growth:

  • Close new business deals by coordinating requirements; develop and negotiate contracts; integrate contract requirements with API business operations and PGS site(s)

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

  • Research available market information to screen for opportunities meeting established criteria (strategy, volume, revenue, profitability)

  • Understand and utilize external information sources, such as PharmSource, Decision Resources, D&B (comment KL: what is D&B?), etc. to identify and assess target opportunities

  • 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

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

Lead customer relationships:

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

  • Understand customers' needs and goals

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

  • Develop negotiating strategies and positions; examine contract manufacturing risks and potential

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

  • Represent the Custom API 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

  • Attend industry functions and provide feedback on market and potential target projects

  • Develop and disseminate information on a continuous basis to all pertinent parties concerning the fulfilling of project goals and objectives

  • Support all PC1 marketing campaigns and sponsored conferences, 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

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

  • Be expert for both large and small molecules for all PGS API sites

  • 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

REQUIREMENTS:

  • BA/BS in Biology, Chemistry, Engineering, Pharmacy, or a related technical discipline; MBA or advanced degree is strongly preferred

  • Significant pharmaceutical industry experience, with at least 5 years selling Custom APIs

  • Decision making and thoughtful risk taking: Prior strategy development / implementation and P&L responsibility

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

  • Project management skills: 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 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 Pfizer tools and processes, such as Microsoft office, SAP, HR source, Salesforce.com, Travel (booking and expense reporting), and others as they arise

  • iNexus process experience preferred

Other Job Details:

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

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

  • Number of available positions: 2

Last Date to Apply for Job: 27th February 2019

Additional Location Information: EU - UK, B elgium, France, Spain, Italy, Germany

N (Other) (United States of America)

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.