Job Description

What you will do

Create a vision of what is possible.  See beyond today.  Understand the market, understand the trends, understand your customer.  Connect the dots and paint a picture of how we help them attain what’s possible.

Become the expert your customers need. Understand their industry (applications, standards/regulatory requirements, drivers & trends), their own organization and how things get done, what they want to accomplish and how our offerings and partner capabilities will help them achieve those goals

Own it. It being the strategy for growing your accounts, and talking to your extended team about your plans so they can support you

Develop into a trusted advisor. That means attention to detail – you understand their processes, business drivers and organization model so well that you can offer application knowledge, industry expertise and guidance on their strategic initiatives

Influence decisions. You’ll qualify customer opportunities, engage resources, and coordinate the solution design and presentation so the customer chooses our solution for all the right reasons

Collaborate. You’ll work with Industry Managers and your broader account team, senior management and a technical engagement team (domain experts) to plan for and win opportunities

Look ahead. We have the platform, Dynamics Customer Relationship Management system, and the processes to maintain accurate assessments of targets and opportunities in the funnel

Negotiate. You’ll team with your colleagues in Contracts and Negotiations to offer the best contract terms and conditions (T&Cs), pricing, discounts and allowances, and obtain agreements and prices to support the proposal effort

Support and manage. That includes customer/internal account reviews, and internal/external partner expectations

Knowledge of selling into the pharmaceutical industry is a key requirement.  Strong understanding of the various processes (such as weigh and dispense, recipe management, API, secondary manufacturing, electronic batch records) that are leveraged within the industry is required. Understanding of the regulations and guidelines required in pharma manufacturing along with an understanding of the digital transformation and smart connected operations including the digital thread, analytics and manufacturing execution systems is desired.  Experience with emerging bio tech through commercialization would be a plus.

Basic qualifications

Bachelor of Science degree

Valid driver’s license.

Ability to travel Locally in Boston, MA area, greater than 50% of time.

Preferred qualifications

Bachelor of Science degree in an Engineering or Business discipline

5 years account management experience with 3-5 years of selling Software. Selling into the pharmaceutical industry is a plus

Prior experience in sales, industrial distribution, systems integration or an engineering firm.

Experience working with all levels of software and pharmaceutical customer including executives, management, and engineers.

Working knowledge of Industry 4.0 and Internet of Things technologies

IOT / IIOT / Software / Annual Recurring Revenue-Subscription model type of experience including customer success organizations

Working with all levels of a manufacturing enterprise – CxO, operations leadership, technical leadership, plant leadership and OEM machine builders

Demonstrated ability to sell at the senior management & executive levels, focusing on the business outcomes and demonstrating the tangible economic value of our products, information software & services can help them achieve