Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Executive Director -Business Development, Global Biopharma GMP Analytical Testing Solutions –Analytical Services Division

Join the GMP Analytical Testing Solutions Team as an Executive Director of Business Development and take on the exciting challenge of developing and executing a strategic sales plan to maximize business from your assigned global key accounts. In this pivotal role, you will drive revenue growth by aligning with business strategies, anticipating client needs, and identifying market opportunities to achieve annual sales targets.

GMP Testing Solutions, a Business Unit within the Analytical Services Division (ASD), plays a critical role in supporting drug discovery, development through to commercialization. Reporting to the Vice President of GMP Business Development, this position is instrumental retaining existing client business and expanding the share of wallet within strategic key accounts.

We are seeking a strategic thinker with exceptional relationship-building skills to cultivate and maintain partnerships that support GMP 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.

This is a global position and can be based remotely within the (East Coast) United States.

ASD’s comprehensive laboratory services help drive drug development programs forward.  Our purpose is to meet our clients’ needs by:

Improving our position as the trusted partner for laboratory services in Biotech and Pharmaceutical markets;Honoring our commitments by consistently delivering results; andBecoming an admired business to work for, and a safe and exciting career destination for outstanding talent.

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 to understand how our GMP analytical testing offering enables 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 Key Accounts in Global Biopharma:  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.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 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.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. 

How will you get here:

A bachelor’s degree in business administration, sales, or a related field is the required minimum education; MBA or advanced degree is desired.

Experience:

Previous experience that provides the knowledge, skills, and abilities to perform the job comparable to 10+ years; strong preference for experience in clinical business development and key account management in a related Pharmaceutical, Biotech or Medical Device sales industryExperience 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 GMP 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

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 dayRepetitive 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.

About Thermo Fisher Scientific

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with annual revenue of approximately $42 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team of more than 120,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. For more information, please visit www.thermofisher.com.

US ONLY.  Talent Acquisition to add regional requirements outside of the US.Apply today! http://jobs.thermofisher.com

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.

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