Account Manager - Pharma

at DuPont in Wilmington, Delaware, United States

Job Description

At DuPont, we are working on things that matter; whether it’s providing clean water to more than a billion people on the planet, producing materials that are essential in everyday technology devices from smartphones to electric vehicles, or protecting workers around the world.

If you would like to be a part of a premier multi-industrial company that is delivering sustainable solutions that bring real purpose and value, of a company with collaborative spirit because it believes that we work best when we work together as a team and values the diversity of thought, then DuPont is the company for you!


Our purpose is to empower the world with essential innovations to thrive. We work on things that matter!

Have the Opportunity to chart your own course, challenge yourself, and acquire new capabilities to build a rewarding and fulfilling career. We reward employees with competitive pay and incentives to recognize skills, competencies, and contributions to business results.

Get to Experience a collaborative environment where teamwork is celebrated with flexibility that enhances balance and an inclusive atmosphere that is welcoming to all!

Get to know our Purpose and make it yours by bringing innovations to market that improve the world, share a commitment to sustainability that makes our planet better and give back to communities in which we work and live.

Role Description:

The Key Account Manager (KAM) – Pharmaceutical is responsible for promoting and selling ion exchange resin-based API’s and Excipients directly to end-users and distributors in the United States and Canada. This role will work with existing customers to understand their business needs and identify new leads and customers to develop strategic account plans.

The KAM will act as a key resource, providing expert knowledge and guidance to members of the customer’s organization for ion exchange resin-based API’s and Excipients. The KAM should be proactive in establishing and strengthening relationships with customers to reinforce the value that the company provides to the market. By establishing long-term relationships, the KAM will be viewed as a trusted partner for the customer’s organization.

Key Responsibilities:

Develop and lead the execution of strategic account plans for key customers, including setting quarterly and yearly sales targets.

Facilitate relationships across the customer’s organization from purchasing to manufacturing and R&D to gain a deep understanding of their business needs.

Negotiate contracts, price changes, sales deals, and other programs to drive sales growth, profitability improvements, and innovation launches.

Coordinate with the internal cross-functional team including customer service, technical service, supply chain, marketing, R&D, etc. to accomplish objectives.

Maintain all key account information in the designated customer relationship management system (CRM). Achieve quarterly and yearly business plans.

Key Competencies:

Sales Skills – Strong demonstrated competency in strategic account management. Strong knowledge and application of the sales process from lead identification, account targeting, needs assessment, value proposition, sampling, testing, trials, financial analysis, negotiation, and business close. Uses tools such as the CRM system, forecasting, sales reporting, etc. to manage the customer interface and account team. Works closely with marketing to gather / share VOC and provide feedback & guidance on the development of value propositions and programs. Strong knowledge of agreements and contracts. Ability to influence and negotiate effectively with individuals. Comfortable with inserting productive tension while maintaining a strong relationship.

Customer Relationships – Can develop and maintain strong relationships with end-user personnel, distributors, internal staff, business partners, and key industry influencers. Seeks information to understand customers’ circumstances, problems, expectations, and needs. Shares information with customers to build their understanding of issues and capabilities. Builds rapport and cooperative partnering relationships with customers and finds the synergies to drive win/win solutions. Considers how actions or plans will affect customers; responds quickly to meet customer needs and resolve problems; avoids over-commitments. Implements ways to monitor and evaluate customer concerns, issues, and satisfaction and to anticipate customer needs. Strategically and proactively considers when additional leadership connects/engagements are required at the account.

Business Acumen – Able to quickly understand the organization’s business model, the competitive position within the pharmaceutical industry, and financial goals. Able to develop an excellent knowledge of the company’s ion exchange resin-based API’s and Excipients, as well as the external value chain, customers, and market dynamics, internal structure, systems, functions, and business processes. Understands how pharmaceutical products and services are developed, sold and delivered to customers. Can track the changing needs and expectations of external customers; identifies links between internal demands and external needs; works to understand business priorities to achieve greater success. Uses business terminology when communicating with others.

Communication & Collaboration – Demonstrated ability to effectively communicate (both oral and written) at all levels with external and internal stakeholders. Strong interpersonal skills. Highly skilled in negotiation and influence management. Able to deliver a tough message. Possesses excellent interpersonal skills with ability to work well with others in a team environment.

Analysis & Judgment – Strong computer skills including proficiency in MS Office, CRM systems and data analytics. Ability to turn transactional sales and point-of-sales data into actionable insights. Ability to recognize issues or opportunities, gather information, generate alternatives, involve others, choose appropriate path, and commit to action. Possesses keen judgment to get to the heart of the matter.

Managing for Productivity – Strong planning & organization capabilities. Ability to multi-task and form actionable plans given objectives. Clearly self-motivated to be effective with limited direct supervision. Capable of competing in a dynamic market that has significant competitive pressures. Highly motivated and capable of getting results by delivering on commitments, including closing new business and maintaining existing business.


+ 5+ years of sales experience in the pharmaceutical industry or related field.

+ Bachelor’s degree (or higher) in business, marketing, or a technical field such as chemistry or biology.

+ Skills in negotiation, bias for action, persuasive and influential, interpersonal effectiveness, adaptive for change, and crisis management.

+ Previous experience working with a cross-functional team.

+ Up to 50% travel may be required (can be home office-based)


+ Previous Sales experience.

+ Technical knowledge of ion exchange resin-based pharmaceutical API’s and Excipients.

+ Experience working directly with end-users and distributors.

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DuPont is an equal opportunity employer. Qualified applicants will be considered without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability or any other protected class. If you need a reasonable accommodation to search or apply for a position, please visit our Accessibility Page for Contact Information ( .

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Job Posting: JC256975151

Posted On: Mar 17, 2024

Updated On: Apr 25, 2024

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