Sales Representative (Primary Pharma Packaging)

Industry: Primary Packaging & Supply Chain Services

Role Objective

To identify and recruit a results-driven Sales Representative with a proven track record in primary/pharmaceutical packaging, supply chain, and clinical or commercial outsourcing services.

The candidate should possess deep industry knowledge, strong client relationship management skills, and the ability to drive revenue growth through strategic business development.

Key Responsibilities (with Time Allocation)

1. New Business Development – 40%

• Identify and prospect new primary pharmaceutical clients needing packaging, logistics, and supply chain solutions.

• Develop customized outreach strategies via cold calls, LinkedIn, referrals, trade shows, and networking.

• Conduct discovery meetings to understand client needs, timelines, and compliance requirements.

2. Client Relationship Management – 20%

• Build and nurture long-term relationships with key decision-makers including procurement, QA, and operations leads.

• Serve as the primary point of contact for strategic accounts to ensure satisfaction and identify growth opportunities.

• Provide regular updates, host QBRs (Quarterly Business Reviews), and stay engaged post-sale.

3. Sales Cycle & Proposal Management – 15%

• Manage end-to-end sales process including RFP/RFQ development, pricing, contract negotiation, and close.

• Collaborate with finance, legal, and technical teams to craft and deliver customized proposals.

• Work within defined margins and pricing structures aligned with company profitability targets.

4. Internal Collaboration – 10%

• Liaise with internal project management, packaging operations, and QA/RA teams to align solutions with client needs.

• Support kickoff calls, handoffs, and ongoing internal communication to ensure seamless execution.

5. Forecasting & Reporting – 10%

• Maintain accurate pipeline and opportunity data in CRM.

• Report on sales KPIs, forecast revenue, and contribute to budgeting.

6. Trade Shows & Industry Engagement – 4%

• Represent QPSI at key industry events such as CPhI, DCAT, Interphex, etc.

• Network with prospects and existing clients, gather intelligence, and support brand visibility.

7. Other duties as assigned – 1%

Experience & Qualifications

• 5+ years of B2B sales experience in pharmaceutical contract services (packaging, clinical trials, logistics, CDMO/CMO).

• Strong understanding of the pharma supply chain, regulatory landscape, and packaging workflows (blister, bottle, vial, kit assembly, labeling).

• Familiarity with GMP/GLP requirements and client onboarding for commercial and clinical packaging.

• Demonstrated success meeting or exceeding multimillion-dollar revenue targets.

• Comfortable navigating long sales cycles involving multiple stakeholders (procurement, QA, operations, supply chain).

• Experience working with cross-functional teams including operations, project management, QA/QC, and regulatory.

Education

• Bachelor's degree in Life Sciences, Business, or a related field (MBA or advanced science degree is a plus).

Key Skills & Competencies

• Strategic hunter with consultative selling ability

• Strong communication and negotiation skills

• Self-motivated with a high degree of initiative

• Familiar with CRM tools and reporting software

• Able to understand technical aspects of packaging solutions and translate them to client value

Territory & Travel

• Must be open to regional or national travel (30–50%).

• Based in the Mid-Atlantic/Northeast region preferred, but flexible for strong candidates.

Compensation Expectations

• Base salary commensurate with experience (typically $110K–$140K)

• Car allowance, travel expense reimbursement

• PTO, full benefits