Executive Director, Account Development - US, Remote

at  Thermo Fisher Scientific

POSITION SUMMARY:

The Sr. Director – Account Development is responsible for the global Commercial inside sales team which covers all 3 divisions for our Clinical Research Group (CRG). This position is a strategic leader who will closely liaise with Commercial leadership teams, Commercial Operations, Marketing, and Finance teams across our divisions and will ensure that we have the right inside sales tools and portfolio to meet customer needs. The position is accountable to sales leadership for achieving agreed upon financial targets, ensuring strategic selling initiatives are met, attracting, and retaining a qualified sales team to realize growth opportunities and providing service to customers consistent with Thermo Fisher Scientific standards and expectations. Leads a large team of managers and sales professionals within the department and provides innovative solutions to ensure the delivery of overall team metrics. Collaborates with executive management to develop and implement long-term planning, process improvement initiatives and implementation of best practices for the department. Acts as a liaison and drives strategic partnerships cross-functionally and represents the department by presenting at internal meetings.

Key Responsibilities:

• Recruit, develop and retain top talent across multiple regions, focusing on close collaboration with Sales Managers and Talent Acquisition to ensure strong pipeline to support Inside Sales recruitment needs.
• Identify employee development opportunities, build and recommend solutions to address skill gaps and establish measures to improve overall team performance.
• Oversees development and evaluation of departmental competencies and metrics.
• Oversees delivery of overall team metrics for calls, emails, meetings and proposals sent.
• Ensures team is achieving or exceeding baseline goals by managing, coaching, and solutioning through opportunities.
• Collaborates with leadership to manage weekly team calls by providing agenda input, leading meeting at times and securing internal subject matter experts for continued training.
• Collaborates with Business Development leadership on a regular basis to understand needs of territory or business unit, then provides strategic leadership to the team in support of those needs.
• Manages team deliverables across business units to ensure proper balance. Acts as a subject matter expert and provides guidance to team members across a variety of topics and situations, including best contacts for triage of leads, customer interaction coaching and mentoring on organizational processes and best practices.
• Build strong internal company relationships with key leaders across CRG and broader Thermo Fisher as appropriate.
• Proactively find opportunities and facilitate an innovative culture of continuous process improvement.

EDUCATION AND EXPERIENCE:

• Previous experience that provides the knowledge, skills, and abilities to perform the job (comparable to 10+ years).
• 5+ years of management responsibility, with demonstrated ability to lead effectively and drive results in a matrixed management operating environment.
• 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:

• Strong business acumen, including understanding of the global financial, marketing and buying and selling processes within a general business environment.
• Strong general knowledge of sales processes, strategies, and methodologies, including CRO specific sales.
• Proven leadership skills and abilities
• Demonstrated ability to focus on customer service and departmental goals
• Strong analytical skills with the ability to analyze corporate objectives and business unit objectives to align the goals of the department and the team.
• Proven ability to lead a team to achieve a set of core metrics.
• Skilled at prioritization and effectively allocating workload across multiple team members.
• Demonstrated strategic vision in terms of departmental development, client management and global consistency.
• Excellent communication and presentation skills
• Strong computer skills, including Microsoft Office, Salesforce or similar CRM.
• Attention to detail and ability to multi-task daily.
• Excellent organizational skills

PHYSICAL REQUIREMENTS:

• Standing and walking required daily.
• Lifting / carrying objects of 5-25 lbs. required daily.
• Crouching / stooping required frequently.
• Lifting / carrying objects of 26-50+ lbs. required occasionally.
• Kneeling, twisting of upper body / neck, and pushing / pulling of items required occasionally.

MANAGEMENT ROLE:

• Directs through lower management levels and / or highly skilled specialist employees who exercise significant latitude and independent judgment. Often heads one or more departments or a large, centralized staff function. In some instances, may be responsible for a functional area (as determined by executive management) and not have subordinate supervisors or employees. May manage employees across multiple regions.

Key Responsibilities:

• Recruit, develop and retain top talent across multiple regions, focusing on close collaboration with Sales Managers and Talent Acquisition to ensure strong pipeline to support Inside Sales recruitment needs.
• Identify employee development opportunities, build and recommend solutions to address skill gaps and establish measures to improve overall team performance.
• Oversees development and evaluation of departmental competencies and metrics.
• Oversees delivery of overall team metrics for calls, emails, meetings and proposals sent.
• Ensures team is achieving or exceeding baseline goals by managing, coaching, and solutioning through opportunities.
• Collaborates with leadership to manage weekly team calls by providing agenda input, leading meeting at times and securing internal subject matter experts for continued training.
• Collaborates with Business Development leadership on a regular basis to understand needs of territory or business unit, then provides strategic leadership to the team in support of those needs.
• Manages team deliverables across business units to ensure proper balance. Acts as a subject matter expert and provides guidance to team members across a variety of topics and situations, including best contacts for triage of leads, customer interaction coaching and mentoring on organizational processes and best practices.
• Build strong internal company relationships with key leaders across CRG and broader Thermo Fisher as appropriate.
• Proactively find opportunities and facilitate an innovative culture of continuous process improvement