Sr. Account Director, Business Development (CDSD Biotech) - US - Central Region

Thermo Fisher Scientific, through its subsidiary PPD, is seeking a Sr. Account Director in Business Development for the Biotech sector. The role focuses on developing and executing strategic sales plans to maximize revenue from key global accounts, while building strong client relationships and driving performance through effective account management.

Responsibilities:

• Develop and execute a strategic sales plan for owned assigned accounts and drive performance through well-thought account plans
• 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
• 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
• Drive successful RFP/Proposals process to meet and exceed key account expectations; actively deliver RFP responses and contract negotiations while providing recommendation 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
• 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
• 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
• Prepare and present regular reports on business development activities and results to VP GMP, Business Development

Requirements:

• A bachelor's degree with (5 years) experience in business administration, sales, or a related field is the required minimum education; MBA or advanced degree is desired
• Previous experience that provides the knowledge, skills, and abilities to perform the job comparable to 5+ years; 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
• 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 & 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
• CRO Sales experience in Phase II & III preferred