Alfa Laval Spiral

Alfa Laval Spiral

Industry Manager, Pharma – Food & Pharma Division

Richmond, VA

Sponsorship not specified$135k-$165kDetected 42 days ago
ComplianceCRMBusiness DevelopmentNegotiationGMPCRISPRLeadershipCommunicationCollaborationMentoringPublic SpeakingFermentation

About the role

  • Together, we're pioneering the solutions of the future and unlocking the full potential of precious resources.
  • This position balances long-term strategic value positioning and large greenfield opportunities with shorter-term retrofit, upgrade and replacement solution opportunities.
  • This is a national role with location flexibility; preference for candidates near pharma and biopharma regions (Boston/Cambridge, Raleigh Durham, Philadelphia, Bay Area).

Responsibilities

  • Strong networking skills, with a proven ability to build and leverage relationships across the pharmaceutical and biopharma industry; an established professional network is highly preferred.
  • Demonstrated success in business development, with persuasive communication and negotiation skills to identify, engage, and secure new opportunities that drive growth.
  • Demonstrated leadership experience, including building or scaling commercial teams, coaching sales professionals, and driving performance in a matrixed or technical selling environment.
  • Ability to collaborate effectively across a matrixed organization and build alignment.
  • Willingness to travel nationally up to 50% to support customers, sales teams, and key industry events.

Requirements

  • You have a Bachelor's Degree in Life Sciences, Engineering, Business Administration or related field.
  • 5+ years of experience in the pharmaceutical or life science industry, ideally in bioprocessing, capital equipment, or related technology solutions.
  • Strong understanding of GMP manufacturing, process technologies, and regulatory expectations.
  • Proficiency in defining strategic direction and initiatives for assigned accounts, developing comprehensive sales plans to achieve growth targets
  • CRM proficiency and strong organizational discipline.

Skills

  • About the job

Compensation

  • Alfa Laval offers a competitive salary and full benefits package, including medical/dental/vision/life, 401(k) plan, and more.

Company info

  • Lead the development and execution of the U.S. Pharma and Biopharma growth strategy across the Food & Pharma division, translating global direction into coordinated regional initiatives aligned across multiple business units.
  • Serve as the primary liaison between the U.S. organization and the Global Industry Manager, Pharma, ensuring alignment on strategic priorities, market trends, key opportunities, and long-term growth initiatives.
  • Drive enterprise-level account engagement strategies for priority Pharma customers and CDMOs, coordinating cross-BU collaboration to maximize total Alfa Laval value and strengthen strategic customer relationships.
  • Lead key account onboarding by identifying, segmenting, and prioritizing high-potential accounts; initiate contact and drive opportunity generation to achieve end-customer sales across the pharma and biotech market.
  • Manage CRM tools and related systems to develop and track leads, ensuring the business pipeline is actively built, maintained, and measured with accurate, data-driven leading indicators.
  • Develop the team's capabilities through coaching, mentorship, regular feedback, and structured skill‑building around bioprocessing applications, value selling, and strategic account management.
  • Identify and develop opportunities in underpenetrated or emerging Pharma segments, including cell & gene therapies, biologics, mRNA, precision fermentation-based therapeutics, and sterile drug manufacturing.
  • Monitor industry trends, regulatory drivers, competitive movements, and technology shifts to guide commercial focus and messaging.
  • Support BU portfolio development by relaying Voice of Customer insights, product gaps, feedback, and market requirements.
  • Serve as the national point of contact for major Pharma related initiatives, supporting Regional Sales Managers with application expertise, sales strategy, and competitive intelligence.
  • Lead national account planning for priority Pharma customers and CDMOs, coordinating cross BU engagement to maximize total Alfa Laval value.
  • Support opportunity development, including site visits, customer meetings, and technical presentations across the U.S.
  • Build and communicate value propositions tied to sustainability, quality, reliability, and regulatory compliance - key purchasing drivers in the Pharma sector.
  • Collaborate across Sales, BU teams, Engineering, and Service to ensure unified customer engagement and execution.
  • Help build internal Pharma capabilities through training, application guidance, competitive positioning, and go-to-market enablement.
  • Represent Alfa Laval at major U.S. pharmaceutical trade shows, technical conferences, and industry forums, positioning the company as a thought leader in sustainable and high-performance processing solutions.
  • Develop and maintain strong relationships across the Pharma value chain, including engineering firms, EPCs, integrators, OEM partners, CDMOs, and end users.
  • Support product quality discussions and customer feedback loops, helping drive continuous improvement initiatives.
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