Director Key Strategic Accounts

Director Key Strategic Accounts Req ID #:  133219 Location: 

US For 70 years, Charles River employees have worked together to assist in the discovery, development and safe manufacture of new drug therapies. When you join our family, you will have a significant impact on the health and well-being of people across the globe. Whether your background is in life sciences, finance, IT, sales or another area, your skills will play an important role in the work we perform. In return, we’ll help you build a career that you can feel passionate about.

IMPORTANT:   In order to be considered for this position, a resume/CV must be uploaded and submitted during the application process.  Please make sure work history and education are added correctly.    Job Summary

 Create and execute a long-term strategic sales plan for all Charles River Laboratories cell and gene therapy manufacturing and testing services for large target accounts which are of significant strategic importance to the organization in order to increase market penetration/share, improve customer satisfaction, and improve sales growth and profitability. Duties and Responsibilities

ESSENTIAL DUTIES AND RESPONSIBILITIES:  

•    Develop and implement a sales plan that incorporates all CR cell and gene therapy manufacturing and testing services across all of the client’s sites. This will include both a high-level strategic plan as well as detailed tactical plans. 

•    Develop and implement a communication strategy (internally and externally) to make sure that all constituents with accountability within the client and CR are informed of all ongoing activities.

•    Develop strong relationships at all levels within the client including high, executive level, of large target accounts focusing on the strategic nature of the relationship.

•    Represent Charles River Laboratories to the customer and advocate for the customer within Charles River Laboratories.

•    Provide leadership and direction to the sales team assigned to the account(s) in a matrixed organization.

•    Accountable for the development of monthly sales estimates (forecasts) for assigned accounts.

•    Create and maintain a detailed analysis of the customer(s), including organizational structure, key executive profiles, R & D focus, key therapeutic initiatives, pipeline, internal strategic initiatives

•    Develop an in depth understanding of the customer needs, buying behavior, purchasing & decision-making approach and recommend creative solutions, methods and procedures to meet customer expectations.

•    Create monthly and quarterly progress reports and provide the Charles River management team with detailed plans in place to achieve desired results.

•    Provide leadership for the continued development of the Key Strategic Accounts process including initiatives that will improve efficiency and effectiveness (i.e., global CRM initiative, global sales data warehousing).

•    Interview and select qualified exempt-level Key Account Management personnel.  Recommend, review and approve personnel actions, including hiring, promotions and raises.  Partner with Human Resources in the handling of disciplinary issues.  Prepare and/or approve appropriate personnel action paperwork.  

•    Ensure that management training and development needs are identified, and programs initiated.  Direct the development of departmental orientation and other training programs.  

•    Review and approve vacation/time off requests for direct reports.  

•    Develop short- and long-range operating objectives, organizational structure, and staffing requirements.  Oversee the development of a departmental plan for backup and succession of key departmental personnel.

•    Develop and recommend departmental budget.  Authorize expenditures in accordance with budget.  Approve budget and expenses of subordinates.

•    Ensure optimum performance of group function.  Recommend and implement techniques to improve productivity, increase efficiencies, cut costs, take advantage of opportunities, and maintain state-of-the-art practices.

•    Direct the development and communication of departmental systems, SOPs, policies and procedures.  Partner with Human Resources to develop and approve departmental job descriptions; ensure communication of duties and responsibilities to employees.

•    Ensure that the company's management principles, policies, and programs are consistently practiced

•    Perform all other related duties as assigned.

  Job Qualifications

•    Education:  Bachelor’s degree (B.A./B.S.) or equivalent in Life Sciences or related discipline. Master of Business Administration (MBA) or life science preferred.

•    Experience:  10+ years selling both products and services to the pharmaceutical, biotech, medical device or healthcare provider sectors including five years’ experience selling at a National Accounts or senior level required. Five years sales management experience required. Biopharma R&D experience preferred.  

•    An equivalent combination of education and experience may be accepted as a satisfactory substitute for the specific education and experience listed above

•    Certification/Licensure:  Valid driver’s license required.

•    Other:  Master’s Degree in Science, Ph.D. or other advanced healthcare professional degree (DVM, MD, DDM) strongly preferred.

IMPORTANT: A resume is required to be considered for this position. If you have not uploaded your resume in your candidate profile, please return to upload field and attach your resume/CV. 

About Corporate Functions

The Corporate Functions provide operational support across Charles River in areas such as Human Resources, Finance, IT, Legal, Sales, Quality Assurance, Marketing, and Corporate Development. They partner with their colleagues across the company to develop and drive strategies and to set global standards. The functions are essential to providing a bridge between strategic vision and operational readiness, to ensure ongoing functional innovation and capability improvement.  

About Charles River

Charles River is an early-stage contract research organization (CRO). We have built upon our foundation of laboratory animal medicine and science to develop a diverse portfolio of discovery and safety assessment services, both Good Laboratory Practice (GLP) and non-GLP, to support clients from target identification through preclinical development. Charles River also provides a suite of products and services to support our clients’ clinical laboratory testing needs and manufacturing activities. Utilizing this broad portfolio of products and services enables our clients to create a more flexible drug development model, which reduces their costs, enhances their productivity and effectiveness to increase speed to market.

With over 17,000 employees within 90 facilities in 20 countries around the globe, we are strategically positioned to coordinate worldwide resources and apply multidisciplinary perspectives in resolving our client’s unique challenges. Our client base includes global pharmaceutical companies, biotechnology companies, government agencies and hospitals and academic institutions around the world. And in 2019, revenue increased to $2.62 billion.

At Charles River, we are passionate about our role in improving the quality of people’s lives. Our mission, our excellent science and our strong sense of purpose guide us in all that we do, and we approach each day with the knowledge that our work helps to improve the health and well-being of many across the globe. We have proudly supported the development of ~85% of the drugs approved by the FDA in 2019.

Equal Employment Opportunity

Charles River Laboratories is an Equal Opportunity Employer - M/F/Disabled/Vet.

If you are interested in applying to Charles River Laboratories and need special assistance or an accommodation due to a disability to complete any forms or to otherwise participate in the resume submission process, please contact a member of our Human Resources team by sending an e-mail message to crrecruitment_US@crl.com. This contact is for accommodation requests for individuals with disabilities only and cannot be used to inquire about the status of applications.

For more information, please visit www.criver.com.

Job Segment: Manager, Biotech, Pharmaceutical, Laboratory, Management, Science, Research