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Integrated Solutions Sales Manager - West Coast

San Francisco Bay Area, CA, USA, Seattle, WA, USA, Southern California, CA, USA Req #436
Wednesday, August 7, 2019

Our products enable the biopharmaceutical industry to be at the forefront in the development and advancement of treatments for serious diseases. Earning sales revenue of more than 1.5 billion euros in 2018 our people come from over 60 nations at 50 sites in 33 countries.

What you can look forward to accomplishing:

The purpose of this role is to develop and sell process solutions to customers in the Biopharmaceutical industry.  Applicant will be required to collaborate with Sartorius engineering resources, Application specialists and technical process know-how (Process Flow, Mass Balance, Design Space etc.) in order to meet or exceed the customer’s process needs and clearly calculate capital as well as forecast operating costs.  This position will work closely with local sales and key account management to fully understand the needs and business model of our clients to place the right commercial value on top of the technical equipment and technical solution. The InSo Manager will be technically and commercially responsible for assigned projects and will be required to regularly update Sartorius Customer Relationship Management Tool (CRM) and manage projects with discipline and clear communications.

  • Leads and develops Sales Strategies for complex process based opportunities.

  • Develops strategies by Analyzing Capex and Opex spend while considering long term return on investment.

  • Analyzes incoming leads and formal bid invitations from end users and engineering firms to create a cost effective solution meeting the project’s functional, qualitative, financial and schedule requirements.

  • Acts as the customer contact for technical details during the sales process.

  • Interacts with sales, key account management, Engineering and Application specialists to develop the appropriate sales strategy and technical and commercial solutions for the customer.

  • Leads consulting discussions with customers regarding our single-use process solutions as well as engineering designs.

  • Coaches internal engineering resources in the understanding of customer process requirements.

  • Advises customers on technology transfer and equipment scale-up from bench top to full scale production.

  • Develop and maintain cost estimating models and worksheets for projects

  • Develop and maintain proposal templates for engineered systems.

  • Completion of detailed cost estimates for projects and services including: installation, commissioning, equipment retrofits, validation support and Maintenance

  • Support the preparation of detailed, comprehensive proposals describing the equipment and services included in the quoted scope of supply.

  • Drafting of exception and clarification lists and ensuring acceptability of the terms and conditions of sale.

  • The InSo Manager is the facilitator between the customer and engineering, manufacturing and quality assurance.

  • Ensure proper “hand-off” of incoming orders to customer service and project managers

  • Maintain current knowledge of Sartorius Stedim Biotech’s products, process trends and accepted practices for biopharmaceutical systems and processes within industry.

  • Provides additional technical support to the North American sales team.

  • Create networks within industry organizations

  • Present at Customers, conferences and trainings in North America.

  • Regular use of CRM (Sales Funnel, Value Close date etc.) and Costing Tools (Equipment margins and Consumables Forecasts)

Skills and experience that you need to bring to our company

  • Experience working directly for a biopharmaceutical company or an engineering company is preferred.

  • Understanding of regulatory requirements associated with cGMP manufacturing.

  • Working knowledge of pharmaceutical and engineering standards and guidelines, such as: cGMP, ISPE, ASME, CFR, GAMP, BPE guidelines, and NIH Biosafety Levels.

  • Experience with IQ/OQ/PQ of process equipment.

  • Experience implementing stainless steel and disposable components into manufacturing processes.

  • Ability to interpret and make recommendations based on PFD’s, P&ID’s GA and detailed design documents.

  • Familiarity with automation platforms (i.e. Allen-Bradley, Emerson, and Siemens) is a plus.

  • Sales and / or Customer Purchasing Experience desirable but not required.


  • A Bachelor of Science in Engineering, Chemical, Biochemical, Biology or Biopharmaceutical related field from an accredited program.

  • Minimum of 5+ years upstream and or downstream process / engineering experience with biopharmaceutical processes from Clinical to Commercial.  

Additional Requirements:

  • Occasional travel; up to 40% with sales team for pre-sales meetings and to develop customer relationships and understand customer process requirements.

Driving our future growth requires talented people. Sartorius is a dynamic organization suited to people who want to showcase skills, be recognized for expertise and thrive in a vibrant and innovative environment.

Strong identification with our company values: SUSTAINABILITY, OPENNESS, ENJOYMENT

Driving our future growth requires talented people. Sartorius is a dynamic organization suited to people who want to showcase skills, be recognized for expertise and thrive in a vibrant and innovative environment.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin.  We are also an equal opportunity employer of individuals with disabilities and protected veterans. 

Please view equal employment opportunity posters provided by OFCCP here

Other details

  • Travel Required Yes
  • San Francisco Bay Area, CA, USA
  • Seattle, WA, USA
  • Southern California, CA, USA