Contract Manufacturing Operations Account Manager

Supply Chain Rochester, Michigan


The Contract Manufacturing Operations (CMO) Account Manager is responsible for maximizing the value of the assigned customer accounts and serves as the primary liaison between Par and the contract customer.  Their responsibilities include interfacing with contract customers and plant functions to meet customer program requirements while ensuring alignment with plant and contract business strategy and goals.

All incumbents are responsible for following applicable Division & Company policies and procedures.

Scope of Authority - span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority ( capital, operating, etc.), P&L responsibility, etc.

Associated CMO sterile products portfolio accounts for approximately $30+MM of annual business & associated activities. Additional responsibilities may include supporting local and global Supply Chain-related projects, site-specific programs relating to site Quality, and Manufacturing Operations, local programs.


Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time



% of Time

Customer Accounts

§  Maximize the value of assigned customer accounts.

§  Identify and assess customer product and program opportunities and develop proposals and plans consistent with contract business direction.

§  Undertake select activities for contract negotiation.

§  Grow customer relationships to understand short- and long-term requirements.

§  Provide accurate and timely short- and long-term revenue forecasts.

§  Serve as primary customer interface and plant department conduit for assigned existing accounts and associated programs.

§  Lead regular update meetings with customers and follow up on resulting action items.

§  Monitor progress of work against schedule and advise customers on progress and/or issues.

§  Interface with customers and provide data as requested such as monthly inventories, yield data, and the information requested in support of projects.

§  Invoice customers, as required.

§  Manage day-to-day activities with CMO partners.

§  Other related activities, as required or as assigned.


Project Management

§  Ensure effective transition of project leadership into project management during project kick-off.

§  Owns and manages CMO based Change Records where appropriate.

§  Provide support to non-CMO activities within Supply Chain, such as various Rochester Site Quality or Operations initiatives or non-Rochester programs.


Cross-Functional Responsibilities

§  Provide assistance to finance and supply chain in forecasting, capacity and material planning, and accounting of annual plans for contract business.

§  Interface with the financial group to ensure that monthly invoicing targets are met.



§  Utilization of existing reports, performance management, and other related tools.

§  Reports Key Process Indicators results monthly, or as required.

§  Develop new tools and reporting, as required.






Education & Experience

Minimal acceptable level of education, work experience and  certifications required for the job

§  A Bachelor of Science Degree from a four-year college or university and/or equivalent work experience. 

§  Postgraduate education or extensive experience and/or training beneficial, but not required.

§  A minimum of 4 years work experience with a knowledge of, and experience with, sterile manufacturing principles, quality regulations, manufacturing planning and scheduling, resource and capacity planning, and customer relations.


Proficiency in a body of information required for the job    

e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.

§  Position requires balanced technical and business acumen to provide contract service solutions that meet Par and customer requirements.

§  Working knowledge in Microsoft Office.

§  Working knowledge of ERP systems preferred (e.g. SAP, JD Edwards).

§  A working knowledge of general supply contract principles or quality agreements a plus.




Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific       e.g. coaching, negotiation, calibration, technical writing etc.

§  Analytical - Collects and researches data; gathers and analyzes information skillfully; well organizational skills; approaches problems objectively and systematically; draws accurate conclusions from complex information.

§  Selling and Negotiation – probes needs with customer, identifies opportunities and works with customer to position Par as the preferred CMO service provider.

§  Customer Service - Responds to requests for service and assistance. Utilizes knowledge of workflows to proactively identify and address issues that may affect service to the customer; steps in to handle escalated issues that arise, communicating directly with customers as needed, and takes appropriate steps to promote efficient workflows/customer service; builds trust/credibility with customers by demonstrating commitment to achieving mutual goals. 

§  Interpersonal – Interfaces with customers and members of management and non-management employees; actively contributes to building a high performance culture and a positive work environment by demonstrating Par Pharmaceutical values.  

§  Oral Communication – Listens/gets clarification; responds well to questions.

§  Written Communication - Writes clearly and informatively; presents numerical data effectively: able to read and interpret written information.

§  Team Work - Exhibits objectivity and openness to others' views; takes personal accountability for contributions to team and organizational results; initiates collaborative efforts across the department; uses influence – up, down & sideways – to build strong business practices to get results. 

§  Diversity - Shows respect and sensitivity for personal and cultural differences; values multiple viewpoints and is sensitive to factors (race, gender, age, culture, and religion) that may affect behavior and feelings.

§  Ethics - Works with integrity and ethically: maintains confidentiality.

§  Organizational Support - Follows policies and procedures; takes initiative, risks, and assumes personal responsibility to achieve organizational goals.

§  Adaptability - Adapts to changes in the work environment; able to handle multiple tasks simultaneously, and works with a sense of urgency in meeting or exceeding deadlines; open to change, new ideas and different perspectives.

§  Dependability - Takes responsibility for own actions; achieves goals by being resourceful, reliable, and follows through on commitments.

§  Innovation - Displays original thinking and creativity.

§  Judgment - Exhibits sound and accurate judgment; anticipates and resolves problems objectively and quickly eliminates barriers to progress; actively seeks, considers and incorporates others’ ideas when making decisions.

§  Professionalism - Treats others with respect and consideration regardless of their status or position; behaves in accordance with clear professional and appropriate ethical standards; consistently follows through on commitments and is seen as reliable by coworkers; respects all colleagues and holds others and self to same high standards.

§  Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; must excel in being able to analyze very detailed and complex information, including legal contract language and terms.

§  Safety and Security - Observes safety and security procedures; responsible for meeting department safety objectives and follows on-going safe operating procedures consistent with the job requirements.

§  Must be able to maintain working relationships with all colleagues, internal and external customers, closely interact with members of the department and senior management staff.

§  This position requires the ability to communicate effectively both orally and in writing with all levels of management.

§  Must also have a high degree of initiative and the ability to organize and integrate data from many sources to make decisions or recommendations.

§  Must be able to analyze and interpret basic financial data to form a basis for supportive action.

§  The position requires the ability to work independently, exercise good judgment, and interface with outside customers.

Physical Requirements

Physical & mental requirements     e.g. lift 40 pounds, walk across plant/warehouse, business travel (% of time), driving as part of work responsibilities, etc.

§  Office environment.

§  Manufacturing areas.

§  Warehouse.

§  Laboratories.

§  Plant sites.

§  Travel when required; up to 10% possible.


Disclaimer:  The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications.  Management reserves the right to change or modify such duties as required.