Sr Sales Operations Analyst

at  Thermo Fisher Scientific

JOB DESCRIPTION

At Thermo Fisher Scientific, each one of our 125,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.
When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, like helping customers in finding cures for cancer, protecting the environment or making sure our food is safe. Your work will have real-world impact, and you’ll be supported in achieving your career goals.

POSITION SUMMARY:

The Senior Proposal Manager will generate biologics proposals varying from budgetary estimates to detailed work statements for different clinical phases ranging from pre-clinical through commercial to fulfill specific client requirements. They will generate sophisticated customized proposals that include a strategic view comparing capabilities at multiple sites and scales across the bio network. They will provide a technical assessment of customer requirements and, through an understanding of the services and capabilities of the global network, offer solutions to the Client directly. They will engage with the Client on their program needs through virtual and/or face to face visits and calls. Additionally, they will work with technical and business colleagues to generate program scope, timelines, and approved pricing; and to deliver a high quality, robust proposal the meets the Client’s program expectations. They will present the proposal to the prospective client, offering solutions that are in line with the request, providing technical guidance, and discussing the company’s high quality and service standards either remotely and/or during face-to-face site visits. They will interface through email, phone calls or site visits, in partnership with the Business Development Executive(s), the Senior Leadership team, and with prospective customer during the initial contact stage to help drive the proposal to contract signing. The selected candidate will also mentor and support team colleagues where needed. They will lead or become involved with key initiatives and projects that support process improvements and new technical offerings or expansion of network capabilities and the business.

PROPOSAL MANAGER

• Evaluate RFI/RFPs and gain a technical understanding of the request in order to develop an appropriate scope of work.
• Liaise and align with the Scientific and Technical Affairs team, global MSAT, Business Management, and other functional area leads on a harmonized strategy.
• Generate detailed proposals for various molecules with varying complexity and strategies for services available within Thermo Fisher Scientific.
• Generate proposals that are integrated with multiple business units including but not limited to Drug Product and Fisher Clinical Services.
• Work with quotes and technical team members from different business units and lead the integration of multiple services into one cohesive proposal document.
• Actively participate in Client calls and visits to understand their program requirements and offer solutions based on program needs. Present issued proposals and encourage active discussion to understand the feedback and retain Customer engagement.
• Ability to read and understand contractual terms.
• Act as the liaison between the defined Client Solution team and the Client.
• Engage with the Business Management and Senior Leaders to generate and obtain approval on program pricing using sophisticated pricing models.
• Implement proposal revisions requested and to assist in driving the program from to successful contract signature. Create an executable statement of work for signature that is fully vetted and aligned internally and externally.
• Work with the assigned Program Managers and assigned Core Team to transition from Proposals to Program Management upon contract and Work Statement signature.
• Routinely review and revise high level and detailed proposal template language, costing models, standard FTE estimates, and standard timeline templates as needed seeking input internally from key colleagues (for early phase and/or late-stage/commercial opportunities).
• Work with sales to define closing plans appropriate to meet the Client and Business needs.
• May attend Trade Shows and Technical Conferences to represent the company, as needed

MINIMUM REQUIREMENTS/QUALIFICATIONS:

• Bachelor’s Degree in a relevant scientific field, Masters Preferred
• 5+ years of confirmed industry experience is required.
• 3-5 years of Proposal or technical writing experience preferred
• 1-3 years of customer-facing experience preferred
• 1-3 years of CDMO confirmed experience preferred
• Proficient in MS Project, MS Excel, MS PowerPoint and MS Word

OTHER JOB REQUIREMENTS:

• Solid understanding of a Biologics Drug Substance manufacturing process and analytical support is preferred.
• Strong attention to detail and high standards
• Excellent organizational and personal time management skills
• Ability to mentor and empower team colleagues
• Strong client-facing interpersonal skills
• Collaboration with internal colleagues globally including leadership.
• Strong analytical skills to be able to extract detailed information quickly.
• Strong ability to think creatively and have a solution minded approach
• Pragmatic, proactive yet flexible approach in the working environment
• Excellent written and oral communication skills both internal and external
• Able to prioritize and demonstrate self-control
• Ability to function in a dynamic environment and balance multiple priorities simultaneously.
• Ability to participate / lead meetings (via teleconference or face to face) in different time zones (outside of typical business work hours).
• Minimal travel will be 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.

SENIOR PROPOSAL MANAGER ADDITIONAL RESPONSIBILITIES:

• Prepare proposals that are more sophisticated and strategic (comparing multiple sites, scales, program options) for any clinical phase and molecule type inclusive of different production technologies (batch/ fed batch/ perfusion).
• Minimal inclusion in closing contract discussions and negotiations as needed.
• Participate and lead key alignment / change initiatives with the goal to improve team performance, ensure capabilities are up to date, and to support the business goals of the Biologics business.
• Serve as delegate for the Manager, Biologics proposals as needed.
• Distribute workload and prioritize effectively.
• Work within the defined timeframe for generation of initial proposals and revisions with the ability to deliver proposals on time with the highest quality.
• Lead in personnel onboarding and mentoring for new existing team members.
• Make strategic decisions based on feedback from cross functional groups to support overall Sales Targets and business models to remain driven in the market.