Cluster Lead - Sales

Job Description:

This role leads West's sales team for a defined cluster across South India to drive growth in pharmaceutical packaging components and delivery systems.

Own customer relationships, team performance, and revenue delivery while reinforcing West's position as a trusted partner in injectable drug containment and administration.

Essential Duties and Responsibilities:

Team Leadership and Capability Building:

- Manage and coach a team of Account Managers/Sales Specialists.

- Drive field excellence through joint customer calls, skill development, and succession planning.

- Build a high-performance, values-led culture.

Cluster Revenue and Growth Delivery:

- Own cluster sales targets for West's portfolio: vials, stoppers, seals, syringes, IV bags, and self-injection platforms.

- Expand share of wallet with existing pharma/biotech accounts and drive penetration in generics, biosimilars, and biologics.

Strategic Account Management:

- Deepen relationships with C-suite, procurement, QA, R&D, and manufacturing at top pharma accounts.

- Position West's technical expertise, regulatory support, and supply reliability as key differentiators vs competition.

Business Development:

- Develop new customer base.

- Lead commercialization of new products at existing customers like Devices and Product upgrades and combination products into cluster opportunities.

Business and Demand Planning:

- Drive accurate forecasting with customers and internal supply chain.

- Work with internal stakeholders for enhancing customer service in ensuring OTIF delivery and mitigate supply risks.

Education:

- B.E/B.Pharm, MSc + MBA preferred.

- Life sciences/engineering background.

Work Experience:

- Experience: 10 - 15 years in B2B pharma sales, with 4+ years leading sales teams.

- Prior experience in packaging, devices, or drug delivery systems preferred.

- Exposure: Must have managed large pharma accounts in India.

- Experience with injectable manufacturers, biosimilars, and CMO's.

- Skills: Key account management, technical selling, negotiation, P&L mindset, people leadership.

Preferred Knowledge, Skills and Abilities:

- Customer-Centric Selling: Ability to sell value, not just components.

- Understand drug product packaging interaction.

- Technical Acumen: Understand customer requirements, technical topics like extractables/leachables, container closure integrity, and regulatory filings.

- Leadership: Coach teams to elevate from transactional to technical selling.

- Collaboration: Work with Global Account Managers, Technical Customer Support, and Product Managers.

Travel Requirements:

- 50% or more: More than 130 business days per year.

Additional Requirements:

- Must be able to work in a sedentary work environment.

- Must be able to communicate effectively, speak in front of groups, express and exchange ideas and understand direction.

- Maintain the ability to work well with others in a variety of situations.

- Able to multi-task, work under time constraints, problem solve, and prioritize.

- Able to learn and apply new information or new skill.