Director, Global Head of Exclusive Apis
Vor 2 Tagen
The Head of Global Exclusive APIs (GEA) is a position of great strategic importance for an experienced, hands-on, execution-oriented leader, reporting to the VP, Global Sales.
With a small team of currently three direct reports the Head of GEA manages Bachem’s growth driving assets and has sales responsibility for Bachem’s existing portfolio of commercial exclusive APIs.
Specifically, the GEA team accompanies the late-stage development of sponsored NCEs, negotiates and executes commercial supply agreements, manages material demand forecasts, ensures best possible customer experience, and delivers financial targets.
The GEA team liaises closely with internal stakeholders in Operations to deliver forecasted sales and with Strategic Alliances to build strong customer relationships, increase account penetration and uncover new avenues of business with assigned accounts.
This is a Director-level, highly visible role within Bachem’s Commercial Operations with access to Bachem’s VP and CEC levels, as appropriate. The Head of GEA is expected to work mostly on site at Bachem’s headquarters facility in Bubendorf, Switzerland.
**Role and Main Tasks of the Head and the GEA team**:
- Sales responsibility for Bachem’s growth driving API portfolio (regular forecasting, budgeting, reporting, and account analyses).
- Provide crucial input for Production Capacity/Supply Chain planning based on existing contracts and anticipated GEA business.
- Primary contact person for Bachem Operations manufacturing the assigned portfolio products for any commercial questions.
- Build trust and maintain strong, long-lasting relationships with assigned accounts. Gain actionable insight into customer organization, decision making processes, and development assets. Work closely - as appropriate - with Strategic Alliance and Business Development in securing follow-up business. Author technical and commercially complex business proposals for new portfolio products and accounts.
- Co/lead negotiator of commercial supply and partnership agreements. Challenge negotiation positions and seek solutions ensuring maximum value for the partnership.
- Drive the implementation of new agreements by taking initiative and coordinating cross-functional activities. Enforce existing contractual rights with customers and manage obligations.
- Organize, prepare, and lead commercial discussions and customer meetings (business review meetings, steering meetings, on-site visits, etc.). Support Project Management in technical meetings, as appropriate.
- Line management responsibility for the GEA organization with currently three professionals located in Switzerland and the USA.
- Monitor market and competitive environment for portfolio projects, share information on chances, threats, and trends in close collaboration with Market Intelligence, and keep upper management informed.
- Collaborate with Product Management on active product Life Cycle Management.
**Competencies and Skills**:
- Service oriented mindset with demonstrated big business acumen.
- Reliable, structured thinking and yet status-quo-challenging leader.
- Demonstrated ability to think strategically and present solution options to problems.
- Winning personality and convincing communication and presentation skills.
- Must be able to work effectively cross-functionally and cross-culturally, and with individuals at all levels of the organization.
- Create and support a culture of growth, development, diversity, and high performance in GEA.
- Drive change through role modeling and coaching and foster the continuous improvement mindset.
**Your profile**
- BSC/MSC in Chemistry/Life Science or Business.
- A minimum of 5-7 years of relevant work experience in pharmaceutical development or manufacturing, ideally in the area of business development, sales or strategic sourcing, and preferably in the CDMO context.
- Leadership skills in managing change, influencing others in matrix organizations, attracting/developing talent.
- Proven track record of building and growing high-performing teams.
- Strong business acumen and entrepreneurial mindset; good understanding of the CDMO business and market is a plus.
- Hands-on, flexible, and comfortable with working in a fast-paced environment to deliver tangible results.
- Demonstrated experience in negotiating and the implementation of high-value contracts.
- Solid understanding of the chemical development, production, and regulatory value chain of active pharmaceutical ingredients (API).
- Ability to travel 20% domestically and internationally.
**Languages / IT Experience**
- Professional proficiency in English, German is a plus
- Experienced user of ERP and CRM systems
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