Vice President, Sales & MarketingPharmaceuticals Search & Selection 2015
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Our Client yowa Hakko USA, Inc. is a wholly owned subsidiary of Kyowa Hakko Bio Co., Ltd., a leading manufacturer of fine chemical products centered on amino acids, nucleic acids and derivatives of such products, as well as oligosaccharides and dipeptides. yowa Hakko Bio (hereinafter Kyowa) was spun off from Kyowa Hakko Kogyo biochemical business in 2008 and is a wholly owned subsidiary of Kyowa Hakko Kirin Co., Ltd. yowa made its entrance into the pharmaceutical business with the introduction of mass production technology for Streptomycin, an anti-tubercular drug. The technology was critical to the elimination of tuberculosis in Japan, and the company soon found itself a household name synonymous with cutting-edge technology and medical advancement. oday, Kyowa remains an industry leader famous for its advancements in the pharmaceutical and nutritional ingredients market.
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yowa Hakko Bio specializes in the production of amino acids - the basic building blocks of any and all biological functions, and peptides by fermentation technology. nown as the industry leader in ingredients for the pharmaceutical industry as well as nutrition and cosmetics, Kyowa boasts a client list of numerous industry leaders, who choose Kyowa when looking for high-quality components with which to make their products. strong research & development infrastructure, consisting of three primary facilities in Japan, including the Technology Research Laboratory, Bioprocess Development Center, and Healthcare Products Development Center, is constantly coordinating their efforts in the pursuit of innovative products. All product health claims are based on decades of research carried out by both Kyowa and third-party scientists, with the majority of their findings being published in peer-reviewed journals. oday Kyowa continues to uphold its mission statement of “Commitment to Life� by developing cutting-edge biotechnology while driving growth across the many markets that it serves.
Vice President, Sales & Marketing
n addition to its manufacturing of generic components for nutritional products, Kyowa has closely aligned their international recognition as a leader in ingredients manufacturing for the pharmaceutical industry.
Kyowa’s product applications cover broad areas such as parenteral nutrition, cell culture media, infusion, brain health, immune function, and sports nutrition.
Pharmaceutical Ingredient Applications Cell Culture Media: Kyowa’s unique technology allows it to
develop and produce a broad range of amino acids and dipeptides that are key to successful Cell Culture Media. One of their most recent developments is the production of L-Alanyl-L-Glutamine, a dipeptide that allows for long term maintenance of cell growth.
Active Pharmaceutical Ingredients (API’s): Many
pharmaceutical products use amino acids as their active ingredient, oftentimes synthesizing the product using the chosen amino acid as the base. The Company also sells several API ingredients including Citicoline Sodium, Glutathione (Oxidized), and Dicarbazine.
Excipients: In addition to their production of active ingredients,
Kyowa provides pharmaceutical excipients, non-essential ingredients that act as the delivery mechanism for the drug. One such product under development is non-animal derived lactose via direct fermentation, which is often used to form tablets because of its compressibility properties.
MISSION STATEMENT
“We strive to contribute to the health and well-being of people around the world by creating new value through the pursuit of advances of life sciences and technologies.”
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PPORTUNITY ue to the recent internal promotions and continued organizational growth, Kyowa Hakko USA, Inc. is seeking a world-class Sales and Marketing leader to lead the Pharmaceutical Bulk Products' sales and marketing functions across North & South America to contribute to the growth of the business and increase profits. his position requires someone who thrives on challenge and demonstrates a passion for anticipating and meeting the sales and marketing needs of an organization that is competing in a demanding environment. We are searching for a creative thinker and sales guru who can design, deliver and manage a sales strategy that is the cornerstone of the company’s growth initiative.
EY RELATIONSHIPS eports to:
CEO, Kyowa Hakko USA, Inc.
irect Reports:
Functional heads to include Sales, Marketing & Business Development Directors Account Services
ther Key Relationships:
Key Customer Relationships Cross Functional heads to include – Supply Chain Technical Services Sales Counterparts in Europe & Asia Global Head of Sales & Marketing
COPE OF ACCOUNTABILITIES he charter of the Vice President of Sales & Marketing - Pharmaceuticals will be to build a highly successful multi-channel sales initiative and be a hard-driving, results-oriented agent for change. The primary focus will be developing short and long-term sales & marketing strategies and processes to deliver enhanced market penetration in the pharmaceutical sector. This executive will inspire and cultivate a ‘culture of innovation and accountability’ throughout the sales & marketing organization. S/he will have overall management and budgetary responsibility for the full range of sales and marketing functions of the Pharmaceutical sector, to include Sales Teams, Technical Sales Applications, and Field Rep’s, as well as all Market Research, Lead Generation, Trade Shows, Advertising, Promotional and Collateral material and activities.
Vice President, Sales & Marketing Specific Accountabilities Increase Revenue & Profits for Pharmaceutical Bulk Products Additional Reading
Create and implement effective sales and marketing strategies for all North & South American sales channels, analyzing sales trends and operating efficiency, product presentations, and best practices in order to maximize profit; Develop proactive sales methods including new potential customer identification, customer presentations, phone sales, and new business opportunities at trade shows and industry events; Continuously reviewing sales strategies, policies, and procedures and making needed changes when necessary.
Cognizin® Citicoline Supplementation Effective At Reducing Cocaine Dependence in Bipolar Patients New Study Results Offer Additional Combination Treatment Options for Patients
Direct Sales Operations Forecast overall national sales results and trends by researching competing companies, as well as their products and practices in order to ensure adoption of competitive strategies; Determine sales plans, pricing strategies, quarterly and annual sales targets, forecast expected sales volume and profit across all products, markets and customers; Develop, mentor and motivate a world-class sales team built upon a foundation of individual and team accountability that is the driving force in ensuring the company revenue/ profitability objectives are met and exceeded across all product lines and sales channels.
Direct Marketing Functions Design and implement overall marketing strategy, objectives and tactical plans; measure results and ROI against metrics to include rate of product inquiry and lead generation, web analytics, advertising response rates, trade show effectiveness, etc; Utilize critical market analysis and develop a SWOT analysis to evaluate the viability of the product portfolio and market positioning; stay abreast of the latest science, patent developments, and industry trends; Develop and implement advertising and promotional strategies, including print, digital, press & industry media, trade shows and collateral material;
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Implement and facilitate smooth communication between sales, marketing and product engineering to ensure customer needs are anticipated and met in a competitive environment.
Increase Awareness Develop, and/or participate in, business organizations to increase sales; promote trade relations through entertaining government officials and business contacts; attend trade shows, industry conferences and other events as necessary thereby increasing the overall awareness and image of the Company.
Corporate Budgetary Process Prepare Pharmaceutical Products budgets, manage costs and increase revenues; assess yearend budgetary results and advise Senior Management on needed actions.
Corporate Decision Making Collaborate with Company CEO and other Senior Leadership in planning Company strategy and establishing near and long-term goals and business plans; Act as a key member of the senior management team and foster a proactive, rather than reactive, orientation enabling the company to meet and exceed its near and long-term objectives.
ESIRED QUALIFICATIONS his Vice President of Sales & Marketing - Pharmaceuticals will be a savvy, service-oriented individual and will bring a deep understanding of the pharmaceutical ingredients industry, complex enterprise-wide sales implementation, and a global perspective. S/he will have the ability to view the pharmaceutical ingredients landscape and understand the continued and dynamic shifts impacting the industry, both domestically and globally. This individual will have the demonstrated ability to build and lead a high-performance team that puts a great emphasis on execution and accountability relative to plans.
Experience & Skills Required Industry Deep experience in the pharmaceutical and/or biotechnology ingredients industry; Leadership Experience Minimum of 15 years business experience, including 10+ years’ experience in progressively responsible positions managing sales and/or marketing teams satisfying the critical demands of large enterprise clients; prior R&D experience and associated knowledge would be welcome;
Vice President, Sales & Marketing
Sales and/or Marketing Leadership A hands-on sales leader with exceptional relationship and people management skills and significant experience developing and implementing sales and market penetration strategies, synthesized to a functional tactical plan, while communicating the brand message and value propositions effectively to achieve or exceed aggressive revenue and profitability goals;
Managerial Scale
Solid record of developing and motivating a world-class sales team in an established, industry-leading organization; the people management skills to develop, lead, inspire and motivate a team capable of delivering aggressive targets;
Planning & Forecasting
Demonstrated success in long-term planning, developing sales forecasting systems and utilizing quantitative analysis in assessing sales results and profitability; well-versed in CRM tools, lead generation, and traditional as well as digital marketing strategies;
Business Acumen
Commercial awareness, financial acumen, superior analytical & problem solving skills, with demonstrated intellectual rigor to win in a complex, fastpaced, challenging industry;
Education
Bachelor of Science degree; Advanced degree (s) strongly preferred.
Behavioral Competencies Required Outcome Orientation
An outcome-focused individual who sets VERY ambitious, challenging goals, and drives a HIGHLY results-oriented organization;
Passion and Drive
High energy, hard-driving and extremely competitive, operating with a sense of urgency, with a deep underlying passion for the industry and delivering a superior customer experience and successful patient outcomes;
Communications/Executive Presence
A strong and persuasive communicator, both oral and written, who is most comfortable delivering fact-based arguments, and displays a natural confidence, polish and Board-level presence;
Strong Interpersonal Skills
A sense of humility, tactful diplomacy, global awareness, and ability to influence; the gravitas, self-awareness and leadership to operate at the highest intellectual and strategic levels; US Partner of IMD International Search
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Shaping Change
A risk taker who believes s/he can make things happen and embraces opportunities to shape change, using an innate sense of urgency to keep the momentum going forward quickly;
Decisive
This individual will be completely self-assured and decisive, expecting to make the key decisions, and seeing her/himself as a resourceful problem solver.
OCATION
The position is based in New York, NY and will include domestic as well as international travel.
OMPENSATION
The successful candidate will receive a compelling compensation package including base salary and performance-based bonus.
PPLICATION PROCESS
Candidates who represent the opportunities and attributes presented in this profile are encouraged to contact Epsen Fuller Group. All inquires are kept strictly confidential and may be made to: Thomas Fuller CEO & Managing Partner tfuller@EpsenFuller.com +1 212-392-4842
Equal Employment Opportunity
Epsen Fuller Group shall provide equal employment opportunity to all qualified candidates, and will refer candidates without regard to race, color, religion, national origin, sex, age, disability, veteran status or any other legally protected basis. Epsen Fuller Group shall comply with all applicable laws, rules and regulations in the performance of duties pursuant to this project, including but not limited to, Title VII of the Civil Rights Act, the Age Discrimination in Employment Act, the Americans with Disabilities Act, and state and local anti-discrimination laws to the extent applicable.
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