This role lead Wests sales team for a defined cluster across South India to drive growth in pharmaceutical packaging components and delivery systems. Own customer relationships, team performance, and revenue delivery while reinforcing Wests position as a trusted partner in injectable drug containment and administration.
Essential Duties and Responsibilities
Team Leadership & Capability Building
- Manage and coach a team of Account Managers/Sales Specialists.
- Drive field excellence through joint customer calls, skill development, and succession planning.
- Build a high-performance, values-led culture.
Cluster Revenue & Growth Delivery
- Own cluster sales targets for West’s portfolio: vials, stoppers, seals, syringes, IV bags, and self-injection platforms.
- Expand share of wallet with existing pharma/biotech accounts and drive penetration in generics, biosimilars, and biologics.
Strategic Account Management - Deepen relationships with C-suite, procurement, QA, R&D, and manufacturing at top pharma accounts.
- Position West’s technical expertise, regulatory support, and supply reliability as key differentiators vs competition.
Business Development
- Develop new customer base
- Lead commercialization of new products at existing customers like Devices and Product upgrades and combination products into cluster opportunities.
Business & Demand Planning
- Drive accurate forecasting with customers and internal supply chain.
- Work with internal stake holders for enhancing customer service in ensuring OTIF delivery and mitigate supply risks.
Education
- B.E/B.Pharm , MSc + MBA preferred. Life sciences/engineering background
Work Experience
- Experience: 10-15 years in B2B pharma sales, with 4+ years leading sales teams. Prior experience in packaging, devices, or drug delivery systems preferred.
- Exposure: Must have managed large pharma accounts in India. Experience with injectable manufacturers, biosimilars, and CMO’s.
- Skills: Key account management, technical selling, negotiation, P&L mindset, people leadership.
Preferred Knowledge, Skills and Abilities
- Customer-Centric Selling: Ability to sell value, not just components. Understand drug product packaging interaction.
- Technical Acumen: Understand customer requirements , technical topics like extractables/ leachables , container closure integrity, and regulatory filings
- Leadership: Coach teams to elevate from transactional to technical selling.
- Collaboration: Work with Global Account Managers, Technical Customer Support, and Product Managers.
Travel Requirements
50% or more: More than 130 business days per year
Additional Requirements
- Must be able to work in a sedentary work environment.
- Must be able to communicate effectively, speak in front of groups, express & exchange ideas and understand direction.
- Maintain the ability to work well with others in a variety of situations.
- Able to multi-task, work under time constraints, problem solve, and prioritize.
- Able to learn and apply new information or new skill
