You will lead our Key Accounts program and the Key Account Directors for our Central Labs labs (GCL) with responsibility to drive Authorizations and Revenue growth for our top 20-25 accounts within GCL. GCL sits within the Analytical Services Division (ASD). This role will report to the Vice President, Business Development, Central Labs and will play an essential role in ensuring overall success of the Central Labs commercial efforts by leading a team of global Key Account Managers to grow share of wallet with our most critical customers. Critical success factors for this role include developing and implementing a value proposition for GL that resonates with key accounts, developing and implementing strategic account plans, building and maintaining personal relationships with critical contacts within the key accounts to supplement the team's relationships and ensuring the overall Key Accounts team meets and exceeds performance expectations. This leader will also ensure smooth functioning of the Key Accounts team in coordination and alignment with operational leadership, as needed. The ideal candidate will possess outstanding leadership and organizational skills, a deep understanding of the laboratory and clinical trials market and will demonstrate a consistent track record in key account management and leading high performing teams. The position is global in nature and can be located remotely within the United States, preferably on the east coast time zone.
ASD's comprehensive laboratory services help drive drug development programs forward. Our purpose is to meet our clients' needs by:
Improving our position as the trusted partner for laboratory services in Biotech and Pharmaceutical markets;
Honoring our commitments by consistently delivering results; and
Becoming an admired business to work for, and a safe and exciting career destination for outstanding talent.
How will you make an impact:
You will enable our customers to make the world healthier, cleaner and safer by helping our clients and sponsors to understand how our laboratory service offering enables them to deliver life-changing therapies to their patients more quickly.
What will you do:
Develop Team for Success: recruit, train, mentor and lead impactful team of Key Account Managers by cultivating a collaborative and motivated environment. Remove barriers, provide guidance and build tools and processes to enable team to achieve optimal outcomes. Establish performance expectations, monitor performance, implement corrective action with team to address performance gaps.
Drive Strategy to Action: develop and implement a comprehensive sales strategy to apply to our Key Accounts within GCL in the BioPharma space including developing the right value proposition and a methodology to consistently translate that value proposition into action in a differentiated way for each Key Account.
Build Strong Cross-Divisional Relationships: build and maintain strong relationships both within ASD (including functional areas like operations and finance), across CRG Key Accounts' teams and across Thermo Fisher, including specifically the Corporate Accounts function to ensure alignment and successful execution of commercial initiatives. Ensure the team partners appropriately with other divisions and across the company to improve joint win rates.
Establish Strong Client Rapport: build and maintain strong, long-lasting relationships with key clients, including developing relationships with key leaders at senior levels across various disciplines including Procurement, R&D and Clinical Development. Support team in advancing to higher levels within each key account.
Deliver Sales Results for Key Accounts segment: define and drive revenue generation opportunities to increase market penetration with Key Accounts. Ensure that Key Accounts team develops client relationships and works cross-functionally with colleagues to create proactive solutions and flexible commercial models that deliver value for GCL. Assess client satisfaction and recommend opportunities to improve. Ensure achievement of sales execution by driving delivery of share of wallet expansion, new business opportunities and portfolio development across global Key Accounts.
Create Strategic Proposal Approach: partner with appropriate functions to develop strategic proposal response process with templates, presentation materials and a methodology that ensures established value proposition resonates with Key Accounts. Review all key proposals with team to define and improve existing sales pitch and improve win rates.
Monitor and Report Sales Performance: prepare and present regular reports on business development activities and results to VP Sales, GCL.
How will you get here:
A bachelor's degree in business administration, sales, or a related field is the required minimum education; MBA or advanced degree is desired.
Experience:
Previous experience that provides the knowledge, skills, and abilities to perform the job comparable to 15+ years; strong preference for experience in clinical business development and key account management in a related Pharmaceutical or Medical Device sales industry to include 10+ years of sales management experience.
Experience in global sales with diverse account base. 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:
Familiarity with clinical trials and drug development. This includes knowledge of customer needs commonly raised in this field.
Awareness of regulatory landscape, including understanding regulatory bodies, compliance requirements, and any changes or updates in regulations to adequately address compliance concerns of potential clients.
Success in a similar role that has consistently achieved measurable results.
Excellent leadership and self-awareness to collaborate and influence colleagues at all levels.
Expertise in motivating and integrating teams with excellent coaching and mentoring skills.
Track record of building peer relationships and effective teams.
Strong customer relationship management skills to reach mutually acceptable resolutions.
Strong commercial savvy with skills to identify and develop sales leads, present capabilities, navigate the sales process and close deals.
Strong intuition for business and critical thinking abilities to convert strategies into profitability & business growth.
Exceptional organizational and project management skills, handling multiple tasks simultaneously to meet outcomes.
Strong analytical and problem-solving abilities to interpret sophisticated data and provide actionable insights (including strong presentation skills at an executive-level).
Demonstrated global and cultural awareness.
Proficiency in using relevant software applications, including CRM systems and Microsoft Office Suite.
Ability to adapt to a fast-paced and multi-faceted work environment.
Flexibility and willingness to travel to accomplish assigned goals.
Must show the ability to demonstrate the Thermo Fisher values (The Four I's) - Integrity, Intensity, Innovation, and Involvement
Working Conditions and Environment:
Work is performed in an office environment with exposure to electrical office equipment.
Occasional travel, both domestic and international.
Interaction with clients/associates required.
Long varied hours required occasionally.
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.
Moderate mobility required.
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 apply abstract principles to solve complex conceptual issues. Requires multiple periods of intense concentration.
Performs a wide range of complex tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence.
