Channel Manager, Global Central Labs - US Remote

at  Thermo Fisher Scientific

POSITION SUMMARY:

You will lead our CRO Channel program and CRO Business Leads for our Global Central Labs (GCL) with responsibility to drive Authorizations and Revenue growth with our Partner CRO account and grow new business with new CRO accounts. GCL sits within the Analytical Services Division (ASD). This role will report to the Vice President, Business Development, Central Labs and will play an essential role in ensuring overall success of the Central Labs commercial efforts by growing share of wallet with new PPD CRO accounts. The External CRO Channel Manager will play a pivotal role in driving the growth of Global Central Labs (GCL) by expanding our network of preferred provider relationships with external Contract Research Organizations (CROs). This role requires a strategic thinker with exceptional relationship-building skills to foster and maintain partnerships that contribute to GCL’s business development objectives. The ideal candidate will possess outstanding leadership and organizational skills, a deep understanding of the laboratory, CRO market, and clinical trials market and will demonstrate a consistent track record of success in previous positions. The position is global in nature and can be located remotely within the United States, preferably on the east coast time zone.

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; and
• Becoming an admired business to work for, and a safe and exciting career destination for outstanding talent.

EXPERIENCE:

• 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 or Medical Device sales industry to include 5+ years of sales management experience.
• Experience 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 clinical trials and drug development. This includes knowledge of customer needs commonly raised 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.
• Excellent leadership and self-awareness to collaborate and influence colleagues at all levels.
• Expertise in motivating and integrating teams with excellent coaching and mentoring skills.
• Track record of building peer relationships and effective teams.
• 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

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.

WHAT WILL YOU DO:

• Drive Strategy to Action: develop and implement a comprehensive sales strategy to apply to our CRO accounts within GCL in the CRO Channel market space including developing the right value proposition and a methodology to consistently translate that value proposition into action in a differentiated way for each CRO.
• 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 and Clinical Development. Support team in advancing to higher levels within each key CRO account.
• Deliver Sales Results for CRO Accounts segment: define and drive revenue generation opportunities to increase market penetration with CRO Accounts. Develop CRO specific strategies for success, for both current Key CRO accounts and to drive business to new CRO target 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 CRO Accounts.
• Create Strategic Proposal Approach: partner with appropriate functions to develop strategic proposal response process with templates, presentation materials and a methodology that ensures established value proposition resonates with CRO Accounts. Review all key proposals with team to define and improve existing sales pitch and improve win rates.
• Develop Team for Success: recruit, train, mentor and lead impactful team of CRO business leads by cultivating a collaborative and motivated environment. Remove barriers, provide guidance and build tools and processes to enable team to achieve optimal outcomes. Establish performance expectations, monitor performance, implement corrective action with team to address performance gaps.
• Monitor and Report Sales Performance: prepare and present regular reports on business development activities and results to VP Sales, GCL.

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; and
• Becoming an admired business to work for, and a safe and exciting career destination for outstanding talent