Senior Account Manager

Hovione is an independent family owned international group of companies. From the beginning, we have set ourselves above and apart through our innovative technological and productive capabilities, reaching a top spot in the world market as an integrated Contract Development and Manufacturing Company dedicated to helping Pharmaceutical Customers bring new and off-patent drugs to market.

Our people are the main asset for our continued success. Reaching over 1950 team members, from 36 different nationalities, that are located across Asia, Europe and North America (Portugal, US, Macao, Ireland, China, Hong Kong, Japan, India, and Switzerland), including 4 production sites.

Working at Hovione means reaching for innovation and excellence in everything we do: for our clients, our partners and, above all, our patients. That is why we are In it for life.

In this role, you will build and maintain strong, long-term relationships with senior decision-makers and key influencers within a designated portfolio of customer accounts, which may include major strategic clients in specific geographic or industry sectors. You will ensure a high level of customer satisfaction by staying closely aligned with their needs and expectations. You will identify and develop new sales opportunities and are typically responsible for successfully closing them. By increasing the visibility and perceived value of the company’s products and services, you will generate demand and strengthen our market presence. You will work towards achieving revenue targets by growing account spend and uncovering upselling and cross-selling opportunities. You will independently negotiate complex, long-term contracts that align with both customer goals and company strategy. Regular strategic meetings with senior customer executives will allow you to gain deep insights into their business challenges and connect them with tailored solutions from our portfolio.

In this role, you will:

• Achieve the sales targets and ensure project delivery for the portfolio of customer accounts under responsibility

• Manage the client interface of assigned accounts and provide outstanding commercial service through fast, trustworthy and knowledgeable responses to customer demands, and/or coordinating others in responding to customers

• Lead relationships with colleagues in different countries and job functions to ensure customer needs are met

• Create, execute and coordinate account management and development plans for the accounts under responsibility

• Participate in negotiations of CDAs, Master Service Agreements and Commercial Supply Agreements for allocated accounts in close collaboration with the Senior Director

• Coordinate with the global regulatory, production, and R&D groups to provide a superior level of customer service and technical support

• Develop and accumulate strong and extensive Hovione product and service expertise, sharing knowledge of offerings and cross-selling as appropriate

• Analyze data, including demand forecasting, within Hovione´s Customer Relationship Management system (CRM) for Europe to ensure accurate forecasting and reporting

• Assist in the negotiation of complex long-term contracts including (but not limited to) sales contracts, quality agreements and development agreements

• Identify complex market trends and demands and propose ideas for new products and services

• Identify new critical opportunities for the existing product and/or services portfolio and link with the Business Development team as appropriate

• Monitor customer account and market activity and provide concise and insightful analysis on customer dynamics, market developments and competitor activity

• Optimize the relationship with established clients through both strategic and tactical means including (but not limited to) Key Account Plans, Account Growth Plans, Periodic Business Reviews, client visits and Satisfaction Survey Action Plans

• Develop, issue and monitor account growth plans for allocated accounts

• Coordinate and/or prepare reports and data analytics

• Attend and represent Hovione at key Trade Shows

• Coordinate the TMs assigned to his/her area of responsibility, namely in terms of recruitment, integration, training needs and performance management in accordance with the company's HR policies, in order to ensure all TMs are aligned and motivated towards achieving Hovione's goals, values and culture by promoting their personal and professional development whilst maximizing productivity

• Develop and propose for superior approval the activity plan and related budget for the Area under responsibility in line with the unit's strategy, in order to align activities with Sales strategic objectives

• Monitor own’s budget, by controlling budget evolution, identifying any deviations between the real and the foreseen and taking corrective measures

• Ensure compliance with GMP and HSE guidelines, internal and external requirements as well as promote the implementation and maintenance of Hovione´s policies, systems and procedures (COPs, HBR, SOPs and others) within his/her TMs

• Carry out assigned tasks and duties in a safe manner, in accordance with instructions, and to comply with environmental, health & safety rules/procedures, regulations and codes of practice

• Master´s degree in Chemistry, Chemical Engineering, or related field
• Technical background preferred
• Typically requires 10 years of relevant experience in business development or related commercial area in the pharmaceutical sector
• Proven experience in leading others in project context
• Effective time management skills and the ability to multitask
• Track record of overachieving targets
• Experience in budget planning and forecasting
• Possess extensive knowledge of account management, marketing, sales and business development principles and practices and is able to effectively share them with others
• Possess extensive knowledge of pharmaceutical supply chain and market;  pharmaceutical product development and cGMP and regulatory requirements
• Good communication skills (verbal and written)
• Skilled at managing complex processes and tools
• Fluency in English is a requirement
• Must have the Knowledge, Experience and Skills to conduct their tasks in accordance with the rules and procedures set down

Hovione is a proud Equal Opportunity Employer

Inclusion and diversity are key to us. At Hovione, that means a work environment where differences are valued, and everyone is treated with fairness and respect. We want all our team members worldwide to feel supported, respected, and have the opportunity to achieve their full potential, regardless of their age, gender, religion, disability, sexual orientation or ethnicity.