Executive Director, Business Development (Medical Communications) US, Remote

at  Thermo Fisher Scientific

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 8+ years’) or equivalent combination of education, training, & experience.

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.

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.

SUMMARIZED PURPOSE:

Within Medical Communications, we improve patient health by supplying medical information services to our customers, patients and healthcare providers. We engage with healthcare professionals, regulatory agencies and pharmaceutical customers to help them navigate regulatory and compliance requirements around the world. We manage medical information inquiries, document adverse events and product complaints, report product launches, prepare standard responses to inquiries and develop process improvements for customer implementation.

LEADER ROLE:

• Provides global leadership and oversight of a business development segment.
• Defines the strategy, plans and executes innovative initiatives to maximize profitability and growth.
• Ensures opportunities for revenue generation are identified and developed to increase market penetration.
• Builds stakeholder engagement plans, develops and cultivates relationships and works cross-functionally with colleagues to create proactive solutions and flexible commercial models that deliver value for PPD’s clients.
• Fosters a high-performance business development team by mentoring, coaching and developing to achieve authorization targets.

Essential Functions:

• Provides global leadership of the business development team and sales portfolio for Medical Communications.
• Ensures achievement of gross authorization targets, profitability and growth of new partnerships.
• Performs strategic landscape analysis and executes a comprehensive sales plans for the portfolio. Monitors client assignments and staff performance to track achievement of sales/authorization targets across accounts.
• Proactively addresses variances.
• Establishes short and long-term objectives for business development team ensuring alignment with corporate strategy and goals. Ensures consistent delivery of top-line sales goals and targeted profit contribution.
• Provides collaborative leadership with strategic partnerships, biopharma, alliance and growth account teams, as well as, operational colleagues to broaden and expand PPD’s service offerings and support strategic selling initiatives.
• Oversees profitability by monitoring profit/loss from work sold.
• Manages operational expenses in order to achieve PPD profitability targets.
• Achieves year-over-year financial growth while maintaining service quality to partner accounts.
• Assesses client satisfaction and recommends opportunities for improvement to ensure the overall success of the account.
• Stays abreast of market trends and identifies opportunities for penetration of additional partnerships.
• 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 satisfaction through periodic client contact; reports and develops recommendations to address client dissatisfaction; respond to all client requests.
• Mentors and trains junior level staff.