Sales Operations Manager, Biologics Proposal

at  Thermo Fisher Scientific

POSITION SUMMARY:

The Manager, Biologics Proposals is the process owner and strong people leader for all activities and team management associated with new business biologics proposals. This includes the generation and monitoring of team metrics that ultimately support the goals and objectives of the commercial organization, frequent interaction with other leaders and management within the organization, and the development of a strong team. It is the expectation that the Manager, Biologics Proposals will spend their time with the day-to-day management of a remote global team, distribution of workload, addressing and resolving issues, working on systems improvements/implementations, matrix communications (internal to and external to the business unit), participation in global meetings and initiatives, talent acquisition and retention, and team coaching and development. The Manager will support the generation of leadership reports, budget planning, annual goal setting and will perform semi- annual and annual performance reviews for direct reports. Remaining time can be dedicated to overflow proposal generation support as needed. The Manager may lead the team through supervisors as per their discretion.

MINIMUM REQUIREMENTS/QUALIFICATIONS:

• Bachelor’s Degree in a relevant scientific field.
• Typically requires minimum of 8 years of related industry experience.
• Strong understanding of the Biologics Process is strongly preferred.
• 3+ years of Proposal or technical writing experience preferred.
• 1+ years of People Management experience (direct or indirect; e.g. team lead)
• Proficient in MS Project, MS Excel, MS PowerPoint and MS Word, SharePoint, SalesForce.com required
• Experience with Smartsheet preferred
• Contract Development Manufacturing Organization (CDMO) experience is preferred.

OTHER JOB REQUIREMENTS:

• Strong Customer-facing interpersonal skills.
• Strong leadership skills. Able to drive responsibility and accountability within a team environment.
• Ability to think strategically and make decisions for the team.
• Experience in and passion for continuous process improvement focused on driving efficiency, consistency and removing waste from the process.
• Ability to see the big picture in a global environment, conceptualize systems improvements and drive their implementation.
• Ability to work successfully in a fast-paced environment.
• Demonstrates self-control in any situation
• Strong ability to collaborate internally with the technical, sales, business management, and leadership teams.
• Ability to bring together and guide multi-functional teams; build morale.
• Ability to coach and develop others.
• Strong analytical and questioning skills to be able to extract detailed information quickly.
• Excellent organizational and time management skills.
• Ability to quickly assess and appropriately prioritize tasks for self and the team
• Pragmatic, proactive yet flexible approach in the working environment.
• Excellent written and oral communication skills both internal and external to the organization.
• Able to handle multiple priorities.
• Strong attention to detail and high standards.
• Support management in the development of or input to annual budget and head count planning.
• Some travel is required.
  Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.

KEY RESPONSIBILITIES:

• Implementation, maintenance, and review of systems associated with processes and tools required to ensure consistent, efficient, and high quality, timely proposal generation.
• Supports the accuracy, data integrity and continued optimization of SalesForce.com and other IT systems as it pertains to Biologics proposals and projects.
• Updating practices and policies as needed to support the Business Unit objectives.
• Partnering with Business Development Executives, Business Management, Subject Matter Experts, Business Directors, Biologics Business Unit Leadership team members, Legal, and counterparts in other Patheon Business Units to drive excellence in preparing profitable and executable proposals.
• Liaise with other PSG (Pharma Services Group) quote leaders in other business to drive cross selling, integration, harmonization, alignment, and in support of providing Customers with a customized end-to-end solution for their programs.
• Possess a high-level technical understanding of the Biologics processes and ability to speak internally and externally to the details within a proposal in conjunction with Subject Matter Experts, Business Management, and the Business Development Executive.
• Support Client calls and site visits as needed globally. Ability to speak to Patheon’s services and capabilities and provide a general overview of Thermo Fisher Scientifics services.
• Training others on proposals practices and policies, as needed to ensure all involved in the sales process and those that support the proposals generation process obtain an adequate understanding to foster teamwork and process adherence.
• Support initial screening process of certain opportunities to provide a decision on whether a proposal can be generated based on information provided.
• Generate high quality, robust proposals that are aligned with a customer’s request, as required, based on team bandwidth and/or complexity of the request.
• Oversees and supports the maintenance of proposal templates (timelines, documents, cost models, etc).
• Support marketing in building technical experience claims and rollout of new technologies or services for creating internal training and Client facing material.
• Works closely with the Program Management Leaders to develop, maintain, improve as needed the Proposal to Project (P2P) process to ensure robust transition won opportunities to Program Management for execution. Support the transition of proposal timelines into the MyPrograms Project Plan.

DIRECT PEOPLE MANAGEMENT RESPONSIBILITIES

• Day-to-day management, guidance, and oversight of the team of proposal managers.
• Development, monitoring, and reporting team metrics.
• Assessing team bandwidth and resourcing appropriately based on sales targets and/or document issuance targets.
• Coaching and Development of individual team members, periodic feedback, and formal / informal annual performance reviews.
• Driving accountability, and responsibility across the team for meeting/exceeding team and personal goals and metrics, process adherence, team collaboration (within the team and across the organization), Customer excellence, timely, high quality document generation and maintaining a professional working environment.
• Talent acquisition and retention of high performing employees.
• Leads the onboarding of new employee through a robust and complete onboarding process.
• Generation of annual team goals based on Biologics business sales targets (and others as required).
• Trend and maintain an industry standard turnaround time for document generation and issuance.