Sr Account Director, Business Development (BioAnalytical Labs) -US -San Francisco

Work Schedule

Environmental Conditions

Job Description

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

Purpose

Secures and retains business for PPD through professional, consultative, proactive sales activities directed 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. Qualifies deals and develops proposals including defining the solutions and recommending pricing structures to meet strategic company goals. Serves as the primary contact until work is sold, then coordinates with the relevant clinical development area(s) to ensure a successful implementation. Acts as a liaison between sponsor and company on all business development activities and requirements. Gathers data on marketing trends and competitive products/services and pricing.

Essential Functions and Other Job Information:

• 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; maintain sales database; maintain cold call and client visit activity reports.
• Ensures client satisfaction through periodic client contact; report and develop recommendations to address client dissatisfaction; respond to all client requests.
• Mentors and trains junior level staff
• Candidate must have strong experience in Bioanalytical Lab sales

Qualifications Education and Experience:

• 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 5 years’) or equivalent combination of education, training, & experience. Years of experience refers to typical years of related experience needed to gain the required knowledge, skills, and abilities necessary to perform the essential functions of the job. Years of experience are not to be used as the only determining factor in establishing the job class or making employment selection decisions.

Knowledge, Skills and Abilities:

• Scientific, sales and/or marketing background with concentration in pharmaceutical/biotech area.
• Proven track record of developing mid- and high- level business contacts.
• Excellent interpersonal skills in order to manage and fully integrate with Operations, Finance, Bids & Contracts 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.

Management Role:

• No management responsibility

Working Conditions and Environment:

• Work is performed in an office environment with exposure to electrical office equipment.
• This role requires independent travel up to 30- 50%, inclusive of traveling in automobiles, airplanes, and trains.

Physical and Mental 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.
• Frequent mobility required.
• Occasional crouching, stooping, bending and twisting of upper body and neck.
• 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 communicate information and ideas so others will understand; with the ability to listen to and understand information and ideas presented through spoken words and sentences.
• Frequently interacts with others to obtain or relate information to diverse groups.
• Works independently with little guidance or reliance on oral or written instructions and plans work schedules to meet goals. Requires multiple periods of intense concentration.
• Performs a wide range of variable tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence.
• Ability to perform under stress. Ability to multi-task.
• Regular and consistent attendance.
• 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.

Compensation and Benefits

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