Job Description: Cell Culture Account Executive1. Background
The Automation Partnership (TAP) is the global leader in the supply of industrial automation for high throughput biology. Our systems are well known throughout the market, delivering strategic value in pharmaceutical research and development, genomics and biologics manufacture, and take the form of substantial pieces of capital equipment, into which is embedded advanced software and process technology.
The Automation Partnership is a privately held, self financing entity currently employing around 180 staff; the majority based at our UK headquarters in Royston near Cambridge, UK. In addition, we have a group of commercial, technical, consultancy and administrative staff based in the US, centred in our office in Wilmington, DE. To address the market in continental Europe, we have representation located in our office near Paris.
TAP has particular strengths in creative and innovative automated Cell Culture solutions, having taken the established, proven manual methods and applied industrial automation. This technique offers immediate scale up of any number of cell lines or batches, at virtually any scale, without the need for process change.
The Cell Culture business unit is now seeking a further Sales Executive to build on the successes of the existing team. The successful candidate will demonstrate a high degree of capability around capital sales and will receive a highly attractive compensation package, including a substantial commission element linked to performance and a first rate benefits package.
2. Why Join TAP?
- You will have the opportunity to work in a Company that is transforming the way that the pharmaceutical business performs Research and Development.
- Take advantage of market leadership position in automated cell culture.
- The successful applicant can take advantage of TAP established network of key decision makers within the pharmaceutical industry to enhance their ability to deliver business.
- Benefit from TAP continual investment in R&D;, delivering an ongoing stream of compelling offerings to the market.
3. Key Accountabilities
Reporting to the Director ?Cell Culture, the Account Executive will be a field-based sales professional who will have a special focus on the Bio and Pharma sector, especially on the East Coast with some Biotech Accounts in and around the West Coast of the US. The successful candidate will be accountable for:
Lead Generation and Marketing
- Identifying current and future business requirements with the client, and understanding client budgetary cycles and processes.
- Using the TAP Marketing and Communications Group to drive a series of promotional campaigns, targeted at specific market sectors.
- Presenting TAP capabilities to the client base and building confidence in TAP products and services via appropriate communication vehicles.
Managing the Sales Process
The Account Executive will be the major point of contact for the client and will deliver success by orchestrating a compelling sales process by leveraging TAP highly experienced technical, , project , applications and support resource at the right times. Through the sales process, the Account Executive will be responsible for:
- Successfully identifying the various roles, styles and requirements within the client operation.
- Orchestrating activities between the customer and TAP teams according to the stage of the sales process and the client preferences indicated above.
- Bringing the business to closure.
Other Sales Responsibilities
- Monthly reporting using established tools for account management and sales pipeline forecasting.
- Ensuring that each sales opportunity is pursued vigorously in order to meet quarterly sales targets.
- Working with the Cells team to co-ordinate the identification, development and introduction of new cell culture products and features.
- Participation in performance monitoring meetings and quarterly Commercial Group meetings based in the UK.
4. Key Internal Contacts
The successful candidate will have key interaction with the Cells Team including Programme Management, Applications, Support, Product Development and Business Development.
TAP has a unique network of high level contacts within the Pharmaceutical Industry. The successful candidate will be able to access these decision makers during the sales cycle, and understand the true strategic value the client places on TAP offerings.
5. Personal Attributes
The successful candidate will possess the following:
Experience & Qualifications:
- Educated to degree level (a life science based degree would be a distinct advantage)
- Minimum 5 years expertise selling high value capital solutions within the pharmaceutical biotech sector
- Proven knowledge of Cell Culture techniques and the use of cells in drug discovery and development.
- Able to open doors through an established network of contacts at a strategic level and experience of negotiating with VPs and Heads of Research in major corporations.
- Successful track record of large scale capital equipment sales, from initial lead to final closure.
Key Behavioural Skills:
- Determination and persistence;
- Personable; able to make a credible first impression;
- Self-starter and highly motivated approach;
- Well used to business travel and associated communication technologies;
- Team leader, influencer, driver;
- Excellent prioritisation skills.
- Able to work effectively based on clear objectives without the need for close supervision.
6. Summary
The Automation Partnership offers a unique opportunity for a dynamic and highly credible individual to develop their career in this strategically important market. Compensation will match the capabilities you bring. TAP seeks to actively develop individuals within the company.
7. Further Information:
www.automationpartnership.com
It is essential that the successful candidate is able and willing to travel from the East Coast to the West Coast, or vice versa.
Please Send Resumes to:
[email protected]
All resumes will be review only those qualified will be contacted.