Sr Account Director Business Development (GMP Labs) - US, Remote

at  Thermo Fisher Scientific

JOB DESCRIPTION

Summarized Purpose:
Secures and retains business for PPD through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at existing and new clinical sponsors. Positions PPD as a primary or preferred provider for all clinical development work to be outsourced. Qualifies deals and develops proposals including defining the solutions and recommending pricing structures to meet strategic company goals. Serves as the primary contact until work is sold, then coordinates with the relevant clinical development area(s) to ensure a successful implementation. Acts as a liaison between sponsor and company on all business development activities and requirements. Gathers data on marketing trends and competitive products/services and pricing.

QUALIFICATIONS:

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 5+ 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.

Travel Expectations: may require 20-40% of time for customer-based travel

Essential Functions:

• 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; maintain sales database; maintain cold call and client visit activity reports.
• Ensures client satisfaction through periodic client contact; report and develop recommendations to address client dissatisfaction; respond to all client requests.
• Mentors and trains junior level staff

Job Complexity: works on problems of diverse scope where analysis of data requires evaluation of identifiable factors.
Job Knowledge: a seasoned, experienced professional with a full understanding of area of specialization; resolves a wide range of issues in creative ways. This job is the fully qualified, career-oriented, journey-level position.
Supervision Received: normally receives little instruction on day-to-day work, general instructions on new assignments. Demonstrates good judgment in selecting methods and techniques for obtaining solutions.
Business Relationships: represents the department as a prime contact on projects. Interacts with internal and external personnel on significant matters often requiring coordination between functional areas. Networks with senior internal and external personnel in own area of expertise