Lead Account Manager

at  Thermo Fisher Scientific

• Job Description
  When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, like helping customers find cures for cancer, protecting the environment, or ensuring our food is safe. Your work will have a real-world impact, and you’ll be supported in achieving your career goals.

EDUCATION

• The minimum education requirement is a bachelor’s degree.

EXPERIENCE

• Minimum of 8 years with a combination of related clinical project experience and related sales experience. Preferably, this experience includes clinical protocol development and/or CRO sales.

KNOWLEDGE, SKILLS, ABILITIES

• Account Management experience in a targeted sales environment.
• Excellent communication skills, attention to detail and accuracy
• Strong analytical and leadership skills
• Strong communication and negotiation skills
• Resilient and self-confident
• High level of intensity, enthusiasm, and professionalism
• A proactive approach
• Encouraging of confidentiality
• Consistent record in leading laterally and influencing without authority to accomplish business initiatives on behalf of our customers
• Able to make decisions independently, and to benefit the company

• Identify and progress new opportunities within the region’s territory and mid-size Pharma and Biotech Accounts.
• Actively work with global site operational teams to protect existing business and discuss future opportunities
• Continually monitor and review personal performance against plan highlighting any concerns to the manager.
• Own project scoping to drive quoting requirements
• Own and handle the quoting process ensuring the most effective solution for your client
• Lead and set client expectations by involving other Fisher Clinical Services personnel, such as Client Services, Operations, Subject Matter Experts (SMEs), and Executive Leadership Team (ELT) Members, to build a horizontally integrated relationship that capitalizes on the technical talent and knowledge base within Fisher Clinical Services
• Meet new sales objectives and deliver on targets set for new business
• Have a solid understanding of the multiple service lines to support clinical trials: Clinical Ancillary Management, Comparator, Total Transportation Management, Direct to Patient, Clinical Supply Optimization Services
• Analyze client needs to assess potential demands for new work
• Lead the process of winning new business, including leadership at the bid defense meeting, price negotiation, and contracts management
• Find opportunities for improvement of quality and service within the account and implement action plans
• Ensure accurate and timely reporting of metrics
• Undertake any other duties on an ad-hoc basis as the need arises by the Line Manager.
• Demonstrated understanding of clinical path for molecules at the therapeutic level for program expansion.
• Achievement of master-level rating in the majority of sales competencies
• Actively mentor new hires during the onboarding process
• Track record to consistently achieving sales targets over successive years
• Ability to build strategic relationships with clients (preferred or sole source agreement)
• Ability to position service lines to improve and increase win rate
• Proactively engages across business units for cohesive integrative opportunities within PSG and CRG