Executive Director, Commercial (FSP, Partnership Solutions) - US, East Coast/Central Region

Work Schedule

Environmental Conditions

Job Description

Executive Director – Biopharma FSP Commercial

As the Executive Director for Biopharma FSP Commercial, you will be accountable for the strategic direction of the FSP business across assigned accounts working closely with commercial Group Leaders to focus on accelerating the growth and expanding CRGs FSP market share.  This role will provide consultation and direction to commercial leaders and work in close partnership with the FSP Business Unit and other functional leads and employees to ensure commercial excellence, consistency, quality, innovation and learning across the biopharma segment focused on the development of strategic solutions to drive market share and meet financial targets. Provides an important interface with the client and with other departments internally on all aspects of assigned account(s).

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 clinical development service offering enables them to deliver life-changing therapies to their patients more quickly.

What will you do:

• Relationship Management: Cultivate and expand deep relationships at the highest levels within assigned accounts working in close coordination with General Partners, Development Operations and Business Development. Establish and drive customer loyalty and Customer Delight, including proactively engaging customers with insight on industry trends and potential challenges coupled with mitigation strategies across the FSP business. Partner with Executive Sponsors and other senior executives within broader Thermo Fisher leadership to foster deep trust and confidence in CRG’s FSP offering while gaining business insights to accelerate expansion. Connect individuals and identify new account areas for potential footprint expansion. Build and strengthen client advocacy and engagement at the highest account organizational levels. Establish robust CRG stakeholder management across all business units and maintain active account plan. Proactively solicits feedback from internal and external stakeholders to capture business intelligence within account plan for all account team members to share intelligence, best practices, and competitive differentiation.
• Account Ownership: Partner with Biopharma teams to achieve targets within CDSD with an average annual GCD gross authorization target of over $300M.  Serve as a Central point of contact for General Partners and across all CRG. Internally, acts as a subject matter expert in the FSP business. Proactively engages and drive internal stakeholders across CDSD and business partners (Finance, Legal, Sales, Operational Delivery, Governance) to ensure clear customer accountability, timelines and operational and commercial strategies are achieved. Develop optimal outsourcing solutions (i.e. non-billable resource allocation, synergy capabilities). Coach CDSD and Deve Ops teams on proposals, bid defenses and partnership pursuits related to the FSP business. Expand existing commercial presence to grow Biopharma FSP market share.
• Develops Growth Strategies: Identifies key areas of strategic expansion for FSP and drives proactive selling across all business units within CRG.  Develops novel and innovative commercial solutions (including commercial constructs, financial incentive structures, operational models). Proactively identify and address financial concerns aligned with customer needs while emphasizing TMO’s market differentiation. Develops strong working relationships with internal operational, commercial and finance partners to execute according to plan. Prioritize top revenue generation are identified and maximize to increase market penetration.
• Operational quality and efficiency: Enterprise champion collaborating effectively with commercial and operational colleagues to ensure exquisite operational delivery, exceed operational milestones while maintaining expected levels of quality and rigor. Coach Dev Ops and others to proactively address potential challenges and issues while optimizing existing operating models to support more efficient ways of working. Drive incumbency so client has efficiency benefits.
• Innovation: Leverage collective relationship to identify customer needs to inform innovation and investment strategies. Demonstrates a deep understanding of the client’s market position, needs, and competitive landscape consistently with ability to influence internal commercial, technological and operational innovation to proactively reduce gaps and drive transformation. Deeply understand industry trends to inform clients. Challenge enterprise on client needs to force innovation discussion and application to proactively reduce gaps and drive process improvements.

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 preferred.

• Previous experience that provides the knowledge, skills, and abilities to perform the job comparable to 15+ years; strong preference for experience in a CRO, Pharmaceutical or Medical Device sales industry.
• Significant experience working in FSP models, with specific focus in key functional areas such as clinical operations, data management, biostatistics and pharmacovigilance.
• History with breadth of global responsibility and account management. 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:

• Demonstrated success in a similar leadership role that has consistently achieved and exceeded goals and objectives.
• In-depth knowledge of the CRO industry and clinical trial processes, including regulatory requirements and best practices.  Strong understanding of complex technical requirements and the ability to effectively communicate technical information to both technical and non-technical stakeholders.
• Proven ability to build and develop high performing teams.
• Excellent leadership and communication skills, with the ability to effectively collaborate, cultivate and influence stakeholders across functions and at all levels. Executive presence with ability to build and foster senior level customer relationships.

• Demonstrates robust judgment, problem solving and decision making; Ability to apply critical and analytical thinking and business acumen to develop effective solutions.
• A “big-picture” thinker with the ability to contribute meaningfully to strategic discussions while also remaining attuned to the details required for successful operational execution.
• Understanding of management, planning, organizing and resourcing skills and managing priorities. A high tolerance for ambiguity and the ability to navigate complexity
• Great communicator and negotiator, able to develop shared perspectives and achieve actionable results through others.
• Ability to handle complex situations and multiple responsibilities simultaneously mixing long term projects with the urgency of immediate demands on the operations.
• Demonstrated analytical skills with the ability to judge situations accurately and quickly, grasping complexities, identifying key issues and applying sound judgment.
• Ability to quickly and effectively build credibility and strong relationships at all levels
• Strategic thinker with ability to uncover and understand customer needs and construct novel enterprise level solutions to address customer needs
• 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.
• 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.

About Thermo Fisher Scientific

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with annual revenue of approximately $40 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 100,000 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.

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.