Overview
FUJIFILM Irvine Scientific, Inc. is a worldwide leader in the innovation and manufacture of cell culture media, reagents, and medical devices for researchers and clinicians. The company provides unrivaled service and quality to scientists working in biopharmaceuticals, cell therapy, and regenerative medicine, assisted reproductive technology and cytogenetics, and industrial cell culture for the large-scale production of biotherapeutics and vaccines. FUJIFILM Irvine Scientific adheres to both ISO and FDA regulations and operates dual cGMP manufacturing facilities in California, USA, and Tokyo, Japan. The company’s consultative philosophy combined with expertise in cell culture and compliance provides customers with unique capabilities and support. For over 50 years, FUJIFILM Irvine Scientific has remained uniquely flexible and focused on media while becoming a strategic global leader in media products and services. FUJIFILM Irvine Scientific, Inc. is a subsidiary of FUJIFILM Holdings America Corporation reporting to FUJIFILM Holdings Corporation
We are looking for an Associate Director, Corporate Accounts and Strategic Alliances, Medical Business Unit. The purpose of this position is to drive FUJIFILM Irvine Scientific’s (FISI) value proposition for Corporate Accounts and Strategic Alliances globally aimed at moving from transactional sales to solution-based strategic collaborations. The Director of Corporate Accounts and Strategic Alliances leads the company’s efforts to maintain and expand relationships with large, multi-location highly influential customers.
External US
Responsibilities:
Creation of strategic plans for driving assigned objectives:
- Completes strategic customer account plans that meet company standards.
- Develop and execute strategic Corporate Account plans for defined accounts by creating strategic collaborations aimed at fulfilling customer needs, developing scientific collaboration, and increasing FUJIFILM Irvine Scientific’s market share.
- Assigned to manage assigned accounts in Japan, Asia, the USA, Europe, and others as determined by management.
Management of strong internal and external relationships:
- Build strong and effective customer relationships at the C-level and key stakeholders in corporate functions.
- Lead cross-functional customer account teams to ensure superior service levels and tailored scientific and commercial projects for Corporate Accounts.
- Work together with local FUJIFILM Irvine Scientific representatives to develop leads, gather, insights, and execute Corporate Account initiatives.
- Engagement and alignment of FUJIFILM Irvine Scientific cross-functional teams towards the growth of strategic products within Corporate Accounts.
General:
- Contributes towards the global Corporate Account Management strategy.
- Achieves assigned sales quota in designated global accounts.
- Meets assigned expectations for pricing.
- Achieves strategic customer objectives defined by company management.
- Identify and implement best practices and ensure knowledge exchange in Corporate Account Management across the global organization.
- Support Marketing in developing strategies and positioning tools needed for success in Corporate Account targets.
- Provide feedback to inside personnel, Sales Management, Marketing Department, Technical Support, R&D, Customer Service, Regulatory, and Quality on changes in the marketplace or competitive trends and additional information.
- Provide & present feedback to FUJIFILM Irvine Scientific personnel on changes in the marketplace and competitive information.
- Gathers competitive intelligence as assigned; implements tactics to build competitive barriers.
- Development of promotional ideas and activities within assigned Corporate Accounts to assure achievement of leading indicators and consistent marketing share gain in target product lines.
- Responsible for documenting all sales-related activities including sales calls, pertinent account and contact activities, account profiles in the CRM (Customer Relationship Manager) sales reporting program call plans expense reporting, and travel logistics.
- Responsible for working within the expense guidelines.
Required Skills/Education
- BA/BS Degree in Business Administration, Finance, Healthcare Sciences & Marketing. MBA preferred
- 5 years of Corporate Account Management experience preferred
- Preferred 3 years’ experience in strategic brand management functions, preferably business unit ownership
- Preferred 3 years’ commercial experience in sales management experience
- Preferred 3 years of medical device and/or biotech experience
- A high degree of collaboration with Country Managers, Sales Representatives, and Marketing.
- Significant impact on driving relationships and sales within assigned accounts.
- Has authority to lead and drive global contracting on a schedule approved by management.
- Sales and marketing techniques; ART experience a plus
- Characteristics include strategic, customer-oriented, high degree of business acumen, skilled communicator, action-oriented, team player, relationship builder, ability to work well across cultures and organizational dimensions
For California, the base salary range for this position is $124,000 to $224,000 annually. Compensation for the successful candidate will depend on various factors (e.g., qualifications, education, prior experience, location, etc.).
Fujifilm is an equal opportunity employer to all, regardless of age, ancestry, color, disability (mental and physical), exercising the right to family care and medical leave, gender, gender expression, gender identity, genetic information, marital status, medical condition, military or veteran status, national origin, political affiliation, race, religious creed, sex (includes pregnancy, childbirth, breastfeeding and related medical conditions), and sexual orientation, and any other status protected by federal, state, or local law.
To all agencies: Please, no phone calls or emails to any employee of Fujifilm about this requisition. All resumes submitted by search firms’/employment agencies to any employee at Fujifilm via-email, the internet or in any form and/or method will be deemed the sole property of Fujifilm, unless such search firms’/employment agencies were engaged by Fujifilm for this requisition and a valid agreement with Fujifilm is in place. In the event a candidate who was submitted outside of the Fujifilm agency engagement process is hired, no fee or payment of any kind will be paid.