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Executive Account Director, Business Development (Key Accounts, Bioanalytical Labs) US -Remote

Location Remote, バージニア州, アメリカ合衆国 Job Id R-01297246 Job Type フルタイム Category 営業・事業開発 Remote フルリモート
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JOB DESCRIPTION

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Job Description

At Thermo Fisher Scientific, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life - enabling our customers to make the world healthier, cleaner and safer. We provide our teams with the resources needed to achieve individual career goals while taking science a step beyond through research, development and delivery of life-changing therapies. With clinical trials conducted in 100+ countries and ongoing development of novel frameworks for clinical research through our PPD clinical research portfolio, our work spans laboratory, digital and decentralized clinical trial services. Your determination to deliver quality and accuracy will improve health outcomes that people and communities depend on – now and in the future.

This position will be responsible for Key Accounts, Bioanalytical Labs and will be overseeing relationships with several top 20 accounts with a focused responsibility to drive Authorizations and Revenue growth within Bioanalytical.  Critical success factors for this role include developing and implementing a value proposition that resonates with each of the key accounts, developing and implementing strategic account plans, building and maintaining personal relationships with critical contacts within the key accounts.  The ideal candidate will possess outstanding organizational skills, a deep understanding of the laboratory and clinical trials market and will demonstrate a consistent track record in key account management. .

Summarized Purpose

Secure and retain business for PPD through professional, consultative, proactive sales activities advised at decision-makers and decision influencers at existing and new clinical sponsors. Positions PPD as a primary or preferred provider for all clinical development work to be outsourced. Qualify deals and develops proposals including defining the solutions and recommending pricing structures to meet strategic company goals. Serve as the primary contact until work is sold, then coordinates with the relevant clinical development area(s) to ensure a successful implementation. Act as a liaison between sponsor and company on all business development activities and requirements. Gather data on marketing trends and driven products / services and pricing.

Essential Functions:

  • Orchestrates RFP strategy calls, develops client proposals, prepares client presentations, and negotiates and closes contracts. Signs new business authorizations at or above assigned authorization goal.
  • Makes cold calls and client visits; maintains sales database; maintains cold call and client visit activity reports.
  • Ensures client happiness through periodic client contact; report and develop recommendations to address client dissatisfaction; respond to all client requests.

Education

  • Bachelor's degree or equivalent and relevant formal academic / vocational qualification
  • Previous experience that provides the knowledge, skills, and abilities to perform the job (comparable to 8+ years’) or equivalent combination of education, training, & experience.

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, Abilities

  • Previous laboratory services, sales experience is required.
  • Proven track record of developing mid- and high- level business contacts.
  • Excellent social skills in order to manage and fully integrate with Operations, Finance, and Marketing, and follow-up to expand relationships and business opportunities.
  • Demonstrated experience in identifying and developing sales leads, making professional presentations, managing the sales process through close, and handling all aspects of contract negotiations.
  • Understanding of sales automation systems and Microsoft Office programs.

Work Environment

Thermo Fisher Scientific values the health and wellbeing of our employees. We support and encourage individuals to create a healthy and balanced environment where they can thrive.  Below is listed the working environment/requirements for this role:

  • Able to communicate, receive, and understand information and ideas with diverse groups of people in a comprehensible and reasonable manner.
  • Able to work upright and stationary for typical working hours.
  • Able to use and learn standard office equipment and technology with proficiency.
  • Able to perform successfully under pressure while prioritizing and handling multiple projects or activities.
  • This role requires independent travel up to 50%, inclusive of traveling in automobiles, airplanes, and trains.

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory with PPD, part of Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

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