Sr. Account Director, Business Development, Central Labs - US Boston/ San F

at  Thermo Fisher Scientific

KEY SKILLS:

• Intensity and hunger to win
• Ability and willingness to build from scratch with accounts
• Ability to clearly present and articulate value prop
• Pipeline management and strong organizational skills
• Must be physically based in assigned territory

EDUCATION

• 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 5+ years). 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 interpersonal skills needed to build relationships, communicate and influence across all levels of the organization, and act as a liaison for internal/external customers
• Effective team leader and player
• Advanced process improvement/implementation skills
• Extensive analytical skills and data interpretation/tracking/trending skills
• Excellent verbal and written communication/interpersonal skills
• Excellent communication skills, both written and verbal
• Extensive MS Office skills to include Word, Excel, Visio, Access, PowerPoint.
• High level of PC competence and understanding of computer logic
• Excellent business and financial acumen
• Proven executive presence

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.
• 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 multitask.
• Regular and consistent attendance
• Travel 25-50%

KEY RESPONSIBILITIES:

• Own assigned territory and drive performance through well-thought territory account plans, acquiring and retaining high-value clients within the small and mid-sized pharma market
• Partner with CDSD to win joint accounts
• Develop relationships as needed to foster growth at established accounts within territory
• Develop a territory leads funnel to achieve annual sales targets and meet new client acquisition targets. Qualify prospective clients in accordance with sales process, determine project timeframe, key contacts and funding sources. Convert qualified leads into opportunities.
• Drive awards within assigned territory to meet GCL sales targets and objectives
• Knock on doors and develop relationships with new accounts in territory leveraging standard value prop to win and grow
• Develop and implement effective client strategies to optimize sales, results and overcome competitive risks
• Provide input and oversee the proposal/opportunity process, in concert with the proposals & contracts team and Scientific Affairs team
• Act as a client advocate and provider of market and competitive information to direct and enable PPD GCL capability and process improvements and meet client capability requirements
• Represent PPD GCL at client presentations, client bid defenses, and industry conferences/events on an at needed basis
• Partner with Scientific affairs, proposals and contracts, project management and other key stakeholder through the organization to meet and exceed client expectations
• Provide routine updates to opportunities and log all requested activities into Salesforce to meet KPI expectations
• Partner with Account Development to grow pipeline and leverage lead generation tools such as Salesforce.com and Global Data