Thermo Fisher Scientific
Account Director/ Sr Account Director Business Development (Biotech) -US, East C
Thermo Fisher Scientific, Raleigh, North Carolina, United States
Overview
Join PPD, a part of Thermo Fisher Scientific, as an Account Director/Sr Account Director, Business Development Biotech - US. Take on the challenge of developing and executing a strategic sales plan to maximize business from assigned global key accounts. In this role you will drive revenue growth by aligning with business strategies, anticipating client needs, and identifying market opportunities to achieve annual sales targets.
We are seeking a strategic thinker with exceptional relationship-building skills to cultivate and maintain partnerships that support Business Development objectives. The ideal candidate will bring strong leadership, organizational expertise, and
deep industry knowledge across the pharmaceutical, biotech, or medical device sectors , along with a proven track record of success in previous roles.
How will you make an impact:
You will enable our customers to make the world healthier, cleaner and safer by helping our clients and sponsors understand how our services enable them to deliver life-changing therapies to their patients more quickly.
What will you do
Drive Strategy to Action: Develop and execute a strategic sales plan for owned assigned accounts and drive performance through well-thought account plans.
Establish Strong Client Rapport: Build and maintain strong, long-lasting relationships with key clients, including developing relationships with key leaders at senior levels across various disciplines including Procurement, R&D, vendor management and strategic outsourcing.
Deliver Sales Results for Biotech (Phase II-III): Define and drive revenue generation opportunities to increase market penetration within assigned Key Accounts. Develop specific strategies for success with target global accounts. Assess client satisfaction and recommend opportunities to improve. Ensure achievement of sales execution by driving delivery of share of wallet expansion, new business opportunities and portfolio development across global Key Accounts.
CRO Sales experience preferred.
Develop Proposals & RFIs to Win Preferred Provider Opportunities: Drive successful RFP/proposals process to meet and exceed key account expectations; actively deliver RFP responses and contract negotiations while providing recommendations on improving profitable solutions that meet customer needs. Lead and drive RFI strategy process, from receipt of RFI through completion including client meetings, internal stakeholder alignment, development of presentation materials, and quality of responses. Translate RFI strategy into effective RFP responses to win Preferred Provider client negotiations.
Partner for Success: Work with internal Business and Project Management Teams to ensure a unified approach in championing business direction and implementing necessary changes to win and retain key accounts. Partner closely with internal business partners assigned to accounts to ensure client satisfaction, provide insights into relationship management and operations, identify areas of opportunity, and implement recommendations to enhance client experience. Additionally, collaborate with and leverage subject matter experts to expand into new market niches and develop new services and line extensions based on client feedback and unmet needs.
Monitor and Report Sales Performance: Prepare and present regular reports on business development activities and results to VP GMP, Business Development.
Qualifications
A bachelor’s degree in business administration, sales, or a related field is the required minimum education; MBA or advanced degree is desired.
Experience
5+ years of experience in a related field; strong preference for experience in clinical business development and key account management in Pharmaceutical, Biotech or Medical Device sales.
Experience in global sales with a diverse account base. An equivalent mix of education, training, and related experience may be considered.
Knowledge, Skills and Abilities
Familiarity with the environment supporting drug development through commercialization, and a strong understanding of customer needs in this field.
Awareness of regulatory landscape, including regulatory bodies, compliance requirements, and changes in regulations to address client concerns.
Track record of success in similar roles with measurable results.
Strong customer relationship management skills and the ability to reach mutually acceptable resolutions.
Strong commercial savvy with the ability to identify and develop sales leads, present capabilities, navigate the sales process and close deals.
Strategic and analytical thinking to convert strategies into profitability and growth.
Exceptional organizational and project management skills, able to handle multiple tasks to meet outcomes.
Analytical and problem-solving abilities to interpret data and provide actionable insights (including executive-level presentation skills).
Global and cultural awareness.
Proficiency with CRM systems and Microsoft Office Suite.
Ability to adapt to a fast-paced and multi-faceted work environment.
Flexibility and willingness to travel to accomplish goals.
Ability to demonstrate Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement.
Working Conditions and Environment
Office environment with exposure to electrical equipment.
Occasional travel, domestic and international.
Interaction with clients and associates required.
Long varied hours occasionally.
Physical Requirements
Frequently stationary for 6-8 hours per day.
Repetitive hand movements with fingers, hands, and wrists.
Moderate mobility required.
Light to moderate lifting and carrying (up to 15-20 lbs).
Ability to use computer software and systems.
Ability to apply abstract principles to solve complex issues and concentrate for extended periods.
Complex tasks with variable demands and limited predictability.
Regular and consistent attendance.
Compensation and Benefits The salary pay range estimated for this position Lead Account Manager based in North Carolina is $137,900.00–$229,800.00.
This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:
A choice of national medical and dental plans, and a national vision plan, including health incentive programs
Employee assistance and family support programs, including commuter benefits and tuition reimbursement
At least 120 hours paid time off (PTO), 10 paid holidays annually, parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability
Retirement and savings programs, such as a 401(k) plan
Employee Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount
For more information on our benefits, please see the Total Rewards page.
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We are seeking a strategic thinker with exceptional relationship-building skills to cultivate and maintain partnerships that support Business Development objectives. The ideal candidate will bring strong leadership, organizational expertise, and
deep industry knowledge across the pharmaceutical, biotech, or medical device sectors , along with a proven track record of success in previous roles.
How will you make an impact:
You will enable our customers to make the world healthier, cleaner and safer by helping our clients and sponsors understand how our services enable them to deliver life-changing therapies to their patients more quickly.
What will you do
Drive Strategy to Action: Develop and execute a strategic sales plan for owned assigned accounts and drive performance through well-thought account plans.
Establish Strong Client Rapport: Build and maintain strong, long-lasting relationships with key clients, including developing relationships with key leaders at senior levels across various disciplines including Procurement, R&D, vendor management and strategic outsourcing.
Deliver Sales Results for Biotech (Phase II-III): Define and drive revenue generation opportunities to increase market penetration within assigned Key Accounts. Develop specific strategies for success with target global accounts. Assess client satisfaction and recommend opportunities to improve. Ensure achievement of sales execution by driving delivery of share of wallet expansion, new business opportunities and portfolio development across global Key Accounts.
CRO Sales experience preferred.
Develop Proposals & RFIs to Win Preferred Provider Opportunities: Drive successful RFP/proposals process to meet and exceed key account expectations; actively deliver RFP responses and contract negotiations while providing recommendations on improving profitable solutions that meet customer needs. Lead and drive RFI strategy process, from receipt of RFI through completion including client meetings, internal stakeholder alignment, development of presentation materials, and quality of responses. Translate RFI strategy into effective RFP responses to win Preferred Provider client negotiations.
Partner for Success: Work with internal Business and Project Management Teams to ensure a unified approach in championing business direction and implementing necessary changes to win and retain key accounts. Partner closely with internal business partners assigned to accounts to ensure client satisfaction, provide insights into relationship management and operations, identify areas of opportunity, and implement recommendations to enhance client experience. Additionally, collaborate with and leverage subject matter experts to expand into new market niches and develop new services and line extensions based on client feedback and unmet needs.
Monitor and Report Sales Performance: Prepare and present regular reports on business development activities and results to VP GMP, Business Development.
Qualifications
A bachelor’s degree in business administration, sales, or a related field is the required minimum education; MBA or advanced degree is desired.
Experience
5+ years of experience in a related field; strong preference for experience in clinical business development and key account management in Pharmaceutical, Biotech or Medical Device sales.
Experience in global sales with a diverse account base. An equivalent mix of education, training, and related experience may be considered.
Knowledge, Skills and Abilities
Familiarity with the environment supporting drug development through commercialization, and a strong understanding of customer needs in this field.
Awareness of regulatory landscape, including regulatory bodies, compliance requirements, and changes in regulations to address client concerns.
Track record of success in similar roles with measurable results.
Strong customer relationship management skills and the ability to reach mutually acceptable resolutions.
Strong commercial savvy with the ability to identify and develop sales leads, present capabilities, navigate the sales process and close deals.
Strategic and analytical thinking to convert strategies into profitability and growth.
Exceptional organizational and project management skills, able to handle multiple tasks to meet outcomes.
Analytical and problem-solving abilities to interpret data and provide actionable insights (including executive-level presentation skills).
Global and cultural awareness.
Proficiency with CRM systems and Microsoft Office Suite.
Ability to adapt to a fast-paced and multi-faceted work environment.
Flexibility and willingness to travel to accomplish goals.
Ability to demonstrate Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement.
Working Conditions and Environment
Office environment with exposure to electrical equipment.
Occasional travel, domestic and international.
Interaction with clients and associates required.
Long varied hours occasionally.
Physical Requirements
Frequently stationary for 6-8 hours per day.
Repetitive hand movements with fingers, hands, and wrists.
Moderate mobility required.
Light to moderate lifting and carrying (up to 15-20 lbs).
Ability to use computer software and systems.
Ability to apply abstract principles to solve complex issues and concentrate for extended periods.
Complex tasks with variable demands and limited predictability.
Regular and consistent attendance.
Compensation and Benefits The salary pay range estimated for this position Lead Account Manager based in North Carolina is $137,900.00–$229,800.00.
This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:
A choice of national medical and dental plans, and a national vision plan, including health incentive programs
Employee assistance and family support programs, including commuter benefits and tuition reimbursement
At least 120 hours paid time off (PTO), 10 paid holidays annually, parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability
Retirement and savings programs, such as a 401(k) plan
Employee Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount
For more information on our benefits, please see the Total Rewards page.
#J-18808-Ljbffr