Thermo Fisher Scientific
Account Director/ Sr Account Director Business Development (Biotech) -US, East C
Thermo Fisher Scientific, Boston, Massachusetts, us, 02298
Overview
Account Director/Senior Account Director, Business Development (Biotech) - US (East Coast, Central Region, West Coast)
at Thermo Fisher Scientific. This role is part of PPD, a Thermo Fisher Scientific company. You will develop and execute a strategic sales plan to maximize business from assigned global key accounts, drive revenue growth by aligning with business strategies, anticipating client needs, and identifying market opportunities to achieve annual sales targets.
The ideal candidate is a strategic thinker with exceptional relationship-building skills, strong leadership, organizational capabilities, and
deep industry knowledge across the pharmaceutical, biotech, or medical device sectors , with a proven track record of success in prior roles.
How you will make an impact You will help our customers make the world healthier, cleaner and safer by helping clients and sponsors understand how our services enable them to deliver life-changing therapies to patients more quickly.
What you will do
Drive Strategy to Action: Develop and execute a strategic sales plan for 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 senior leaders across 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 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; deliver RFP responses and contract negotiations while providing recommendations on 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 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. Collaborate with internal partners to ensure client satisfaction, provide insights into relationship management and operations, identify opportunities, and implement recommendations to enhance client experience. 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 relevant experience; strong preference for experience in clinical business development and key account management in a related Pharmaceutical, Biotech or Medical Device sales industry
Experience in global sales with diverse account base. In some cases, an equivalency, consisting of a combination of appropriate education, training and/or directly related experience, will be considered sufficient for an individual to meet the requirements of the role.
Knowledge, Skills and Abilities
Familiarity with the environment supporting drug development through commercialization, including a strong understanding of common customer needs in this field.
Awareness of regulatory landscape, including understanding regulatory bodies, compliance requirements, and any changes or updates in regulations to adequately address compliance concerns of potential clients.
Success in a similar role that has consistently achieved measurable results.
Strong customer relationship management skills to reach mutually acceptable resolutions.
Strong commercial savvy with skills to identify and develop sales leads, present capabilities, navigate the sales process and close deals.
Strong intuition for business and critical thinking abilities to convert strategies into profitability and business growth.
Exceptional organizational and project management skills, handling multiple tasks simultaneously to meet outcomes.
Strong analytical and problem-solving abilities to interpret sophisticated data and provide actionable insights (including strong presentation skills at an executive-level).
Demonstrated global and cultural awareness.
Proficiency in using relevant software applications, including 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 assigned goals.
Must show the ability to demonstrate the Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement
Working Conditions and Environment
Work is performed in an office environment with exposure to electrical office equipment.
Occasional travel, both domestic and international.
Interaction with clients/associates required.
Long varied hours required occasionally.
Physical Requirements
Frequently stationary for 6-8 hours per day
Repetitive hand movement of both hands with the ability to make fast, simple, repeated movements of the fingers, hands, and wrists.
Moderate mobility required.
Light to moderate lifting and carrying (or otherwise moves) objects including luggage and laptop computer with a maximum lift of 15-20 lbs.
Ability to access and use a variety of computer software developed both in-house and off-the-shelf.
Ability to apply abstract principles to solve complex conceptual issues. Requires multiple periods of intense concentration.
Performs a wide range of complex tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence.
Regular and consistent attendance.
Compensation And Benefits The salary pay range estimated for this position 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, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount
For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards
Seniority level
Not Applicable
Employment type
Full-time
Job function
Sales, Business Development, and Product Management
Industries: Pharmaceutical Manufacturing and Biotechnology Research
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at Thermo Fisher Scientific. This role is part of PPD, a Thermo Fisher Scientific company. You will develop and execute a strategic sales plan to maximize business from assigned global key accounts, drive revenue growth by aligning with business strategies, anticipating client needs, and identifying market opportunities to achieve annual sales targets.
The ideal candidate is a strategic thinker with exceptional relationship-building skills, strong leadership, organizational capabilities, and
deep industry knowledge across the pharmaceutical, biotech, or medical device sectors , with a proven track record of success in prior roles.
How you will make an impact You will help our customers make the world healthier, cleaner and safer by helping clients and sponsors understand how our services enable them to deliver life-changing therapies to patients more quickly.
What you will do
Drive Strategy to Action: Develop and execute a strategic sales plan for 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 senior leaders across 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 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; deliver RFP responses and contract negotiations while providing recommendations on 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 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. Collaborate with internal partners to ensure client satisfaction, provide insights into relationship management and operations, identify opportunities, and implement recommendations to enhance client experience. 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 relevant experience; strong preference for experience in clinical business development and key account management in a related Pharmaceutical, Biotech or Medical Device sales industry
Experience in global sales with diverse account base. In some cases, an equivalency, consisting of a combination of appropriate education, training and/or directly related experience, will be considered sufficient for an individual to meet the requirements of the role.
Knowledge, Skills and Abilities
Familiarity with the environment supporting drug development through commercialization, including a strong understanding of common customer needs in this field.
Awareness of regulatory landscape, including understanding regulatory bodies, compliance requirements, and any changes or updates in regulations to adequately address compliance concerns of potential clients.
Success in a similar role that has consistently achieved measurable results.
Strong customer relationship management skills to reach mutually acceptable resolutions.
Strong commercial savvy with skills to identify and develop sales leads, present capabilities, navigate the sales process and close deals.
Strong intuition for business and critical thinking abilities to convert strategies into profitability and business growth.
Exceptional organizational and project management skills, handling multiple tasks simultaneously to meet outcomes.
Strong analytical and problem-solving abilities to interpret sophisticated data and provide actionable insights (including strong presentation skills at an executive-level).
Demonstrated global and cultural awareness.
Proficiency in using relevant software applications, including 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 assigned goals.
Must show the ability to demonstrate the Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement
Working Conditions and Environment
Work is performed in an office environment with exposure to electrical office equipment.
Occasional travel, both domestic and international.
Interaction with clients/associates required.
Long varied hours required occasionally.
Physical Requirements
Frequently stationary for 6-8 hours per day
Repetitive hand movement of both hands with the ability to make fast, simple, repeated movements of the fingers, hands, and wrists.
Moderate mobility required.
Light to moderate lifting and carrying (or otherwise moves) objects including luggage and laptop computer with a maximum lift of 15-20 lbs.
Ability to access and use a variety of computer software developed both in-house and off-the-shelf.
Ability to apply abstract principles to solve complex conceptual issues. Requires multiple periods of intense concentration.
Performs a wide range of complex tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence.
Regular and consistent attendance.
Compensation And Benefits The salary pay range estimated for this position 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, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount
For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards
Seniority level
Not Applicable
Employment type
Full-time
Job function
Sales, Business Development, and Product Management
Industries: Pharmaceutical Manufacturing and Biotechnology Research
#J-18808-Ljbffr