Account Manager - Bioseparations (US, Boston)

Astrea Bioseparations Ltd is a global bioseparations company specializing in the research, development and manufacture of advanced bioseparation products including chromatography adsorbents and columns.

Astrea Bioseparations has R&D laboratories in Cambridge, UK and manufacturing facilities on the Isle of Man, British Isles and Canton, Massachusetts, making the company one of the largest volume affinity adsorbent manufacturers in the world.

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Astrea Bioseparations is honored to support the biopharmaceutical industry with products and services that help bring lifesaving and improving medicines to market.

Regardless of process scale, we are ready to build Purity by Design into each process to ensure quality and speed to market.

The company is now entering an exciting period of growth as we work towards enabling our customers to bring advanced therapies to market using state-of-the-art purification nanofiber-based technology.

Primary Function and Purpose :

• Growth and maintenance, principally of the specified US Territory through direct sales / after-sales support of purification products and services to our customers within the biopharmaceutical sector.
• Grow the business at targeted accounts to execute budget for the year.
• Develop customer intimate model with key decision makers in key accounts.
• Develop and grow business with new customer / accounts through proactive sales activities.
• Working closely with the Commercial Director to implement / develop the Sales & Marketing Strategy.
• Communication of key customer, market and competitor activity (market intelligence) to the Commercial Director and other departments in Astrea Bioseparations.

Principle Responsibilities :

• Direct sales of Astrea Bioseparations consumables and services to key customers, as a priority, and any other opportunities that may arise from direct customer contact or marketing / promotional activity.
• Execute the business plan for the region and deliver agreed growth targets.
• Plan and execute customer interactions, including :
• Business development meetings.
• Prompt customer follow-up (telephone, e-mail & facsimile).
• Seminars and presentations.
• Customer training, as required.
• Attendance at industry conferences and exhibitions.
• Develop a Sales Development Plan for the territory with the Sales & Marketing Director. This will be in alignment with the overall Astrea Bioseparations Sales & Marketing Strategy and should contain the following key elements, as a minimum :
• Financial summary (actual / budget / forecast).
• Key customer plans (major customer / application / product / opportunity value / DMU / timescale / support required).
• Responsible for the development, maintenance and timely reporting of a rolling territory budget.
• Execute the financial targets for the fiscal year.
• Reporting and initial qualification of leads for the business interests of the wider Gamma group.
• Be a proactive member of the Sales & Marketing team.
• Research into focused markets key industry players; customer drug development pipeline ; industry trends; emerging technology; competitor activity.
• Support all marketing and promotional initiatives for the sales territory in alignment with the Sales & Marketing Strategy.
• Regularly feedback market intelligence to the R&D team to guide and support in-house product development.
• Provide a monthly report with summaries and updates of the following information, as a minimum :
• Sales (actual vs budget / revised forecast).
• Major customer update / opportunity.
• New opportunities.
• Customer visit / call summary.
• Market update (customer / competitor activity).
• Conferences (attended / follow-up activity).
• AOB (issues / concerns / suggestions).
• Consistent update of Customer Relationship Management tool (SalesForce.com) to accurately reflect all sales opportunities and customer interactions within the territory.
• Regular communication with the commercial director (verbal / written) and product R&D team.
• Other related duties / responsibilities as required or assigned by the supervisor.

Qualifications :

• Educated to degree level in a Life Sciences or related discipline.
• Proven track record of building strong and effective relationships with customers at all levels.
• Experience and working knowledge of the Biopharmaceutical sector and markets specifically within the downstream market.

Other Requirements :

• Excellent influencing and negotiation skills.
• Excellent interpersonal skills.
• Highly organized with an ability to manage own workload.
• Demonstrable leadership and management skills, including team management (role may develop to require direct management of a sales team).
• Seeks continuous improvement.
• Ability to develop / deliver profitable sales & operating budgets.
• Personable & confident.
• Reliable.
• Tenacious.
• Professional manner.
• Demonstrates integrity.
• Dynamic and energetic.
• Results oriented.

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