Executive Account Director, Business Development Biopharma Central Lab Team
Position Summary: As part of the Global Business Development team for Central Laboratory, the Global Key Account Manager (KAM/Executive Account Director) executes a strategic sales plan to maximize global key accounts for Central Labs business. Responsible for achieving annual sales targets by maintaining a keen awareness of business strategies, client climate and requirements to maximize business opportunities and sales. The Global Key Account Manager reports to Manager, Key Accounts.
Key Responsibilities:
Develop and execute a strategic sales plan for owned assigned accounts and drive performance through well-thought account plans
Develop account plans for each assigned account
Demonstrate year over year growth for global key accounts, meeting/exceeding sales goals for each account
Drive account expansion through cross-selling ASD and partnering with CDSD
Identity and access various points of business develop across the global key accounts, developing relationships with key stake holders across clinical teams, therapeutic & service areas further establishing GLC as a partner supporting their business strategies, advancing our strategic relationships with budget holders and key decision makers
Develop relationships with target new biopharma accounts and develop unique value prop to position to win and grow
Establish and preserve preferred vendor status by maintaining a keen awareness of the global key accounts business strategies and pain points to align with GCL's service offerings to maximize business return through proactive account management
In conjunction with PPD Alliance Leads, organize quarterly strategic planning meetings to evaluate the health of the relationship, ongoing/upcoming projects, potential issues and resource requires and champion the relationship internally to improve customer affinity
Drive successful RFP/Proposals process to meet and exceed key account expectations; actively participate in bid defense and contract negotiations while providing recommendation on improving profitable solutions that meet customer needs
Lead and drive RFI strategy process, from receipt of RFI through completion including client meetings, internal stakeholder alignment, development of presentation materials, and quality of responses.
Advise senior leadership team on the success of our global key accounts; provide insight into trends that support the preferred/exclusive vendor relationships,
Work with other KAMs to ensure a collective voice is championing a business direction and changes need for us to win and retain more key accounts in collaboration with VP, Business Development, Central Labs
Partner closely with Alliance Lead on assigned accounts to ensure client satisfaction, provide insight to relationship management and the operations regarding areas of opportunity, make and implement recommendations to drive higher client satisfaction
Partner closely with Scientific affairs to assist in growing new market niches and creating new services and line extensions based on client input.
Provide routine updates to opportunities and log all requested activities into Salesforce to meet KPI expectations
Liaise and align with Subject Matter Experts (SMEs) and other departments through GCL to meet key account needs.
Key Skills:
Consultative selling in large accounts
Relationship-building and ability to expand beyond current contacts
Ability to clearly present and articulate value
Ownership of account management with ability to balance competing needs/objections
Sufficient Labs knowledge to succeed
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 8+ 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
Management Role:
No management responsibility
Working Conditions and Environment:
Work is performed in an office environment with exposure to electrical office equipment.
Occasional drives to site locations with occasional travel both domestic and international.
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%
Compensation and Benefits
The salary range estimated for this position based in Kentucky is $137,900.00-$183,850.00.
This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:
A choice of national medical and dental plans, and a national vision plan, including health incentive programs
Employee assistance and family support programs, including commuter benefits and tuition reimbursement
At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
Employees' Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount
For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards
