Relationship Management: Cultivate and expand deep relationships at the highest levels within the account working in close coordination with your direct reports and other departments. Establish and grow customer loyalty and Customer Delight, including proactively engaging customers with insights on industry trends and potential challenges to position proactive innovative solutions to overcome them. Drive engagement between Executive Sponsor and other senior executives within broader Thermo Fisher leadership to foster deep trust and confidence in CRG's offerings while gaining business insights to accelerate expansion. Make connections and identify new account areas for potential footprint expansion. Build and strengthen client advocacy and engagement at the highest account organizational levels. Establish robust CRG stakeholder management across all business units.
Account Ownership: Drive team to achieve target within CDSD and all CRG business units. Expand existing commercial presence to grow account into strategic partner. Central point of contact for internal and external communication across all CRG. Proactively engages and drive internal stakeholders across the TMO organization (CRG, PSG, other groups), direct reports, and business partners (Finance, Legal, Sales, Operational Delivery, Governance) to ensure operational, financial and commercial goals are achieved. Coaches team and is actively involved on proposals and bid defenses and owns partnership pursuits efforts within account. Develop and maintain active account plan and demonstrate progress against planned strategies. Proactively solicits feedback from internal and external stakeholders to capture business intelligence for all account team members to share intelligence, best practices, and drive competitive differentiation.
Develops Growth Strategies: Identifies key areas of strategic expansion within account and drives proactive selling across all business units within CRG and across PSG. Collaborates with therapeutic unit leadership to develop strategies and execute against account growth plan with emphasis on enterprise level view. Develops innovative commercial solutions (including commercial constructs, financial incentive structures, operational models) and proactively presents to customer to address existing challenges. Proactively identify and address financial, operational, relationship and quality concerns aligned with customer needs while emphasizing TMO's market differentiation. Develops strong working relationships with internal operational, commercial and finance partners to execute according to plan. Prioritize top revenue generation and maximize to increase market penetration.
Operational quality and efficiency: Enterprise champion collaborating effectively with direct reports and operational colleagues to ensure exquisite operational delivery, exceed operational milestones while maintaining expected levels of quality and rigor. Coach Dev Ops and others to proactively address potential challenges and issues while optimizing existing operating models to support more efficient ways of working. Drive incumbency on account,
Innovation: Leverage collective relationship to identify customer needs to inform innovation and investment strategies. Demonstrates a deep understanding of the client's market position, needs, and competitive landscape consistently with ability to influence internal commercial, technological and operational innovation to proactively reduce gaps and drive transformation. Deeply understand industry trends to inform clients. Challenge enterprise on client needs to force innovation discussion and application to proactively reduce gaps and drive process improvements.
Team Management: Recruit, train, and manage the high-performing account team, including business development and development operations. Foster a collaborative and motivated environment focused on accountability for results, client advocacy and innovative problem solving by providing rigorous oversight, coaching and guidance to maximize individual and team performance using Challenger methodology. Ensure consistent delivery for each business development representative of top-line salesgoals and targeted profit contribution. Drives commercial execution excellence. Correctly use Salesforce and enforce all sales administrative tasks.
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 preferred.
Previous experience that provides the knowledge, skills, and abilities to perform the job comparable to 15+ years; strong preference for experience in a CRO, Pharmaceutical or Medical Device sales industry.
Proven sales history with breadth of domestic geographic responsibility and 5+ years of account management experience. 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:
Demonstrated success in a similar commercial leadership role that has consistently achieved and exceeded commercial targets.
In-depth knowledge of the CRO industry and clinical trial processes, including regulatory requirements and best practices. Strong understanding of complex technical requirements and the ability to effectively communicate technical information to both technical and non-technical stakeholders.
Excellent leadership and communication skills, with the ability to effectively collaborate, cultivate and influence stakeholders across functions and at all levels. Executive presence with ability to build and foster senior level customer relationships.
Demonstrates robust judgment, problem solving and decision making; Ability to apply critical and analytical thinking and business acumen to develop effective solutions.
A "big-picture" thinker with the ability to contribute meaningfully to strategic discussions while also remaining attuned to the details required for successful operational execution.
Ability to create constructive tension with customers by identifying customer challenges and potential gaps, designing customized solutions and messaging to influence customer behavior and influence the buying process
Understanding of management, planning, organizing and resourcing skills and managing priorities. A high tolerance for ambiguity and the ability to navigate complexity
Great communicator and negotiator, able to develop shared perspectives and achieve actionable results through others.
Ability to handle complex situations and multiple responsibilities simultaneously mixing long term projects with the urgency of immediate demands on the operations.
Demonstrated analytical skills with the ability to judge situations accurately and quickly, grasping complexities, identifying key issues and applying sound judgment.
Ability to quickly and effectively build credibility and strong relationships at all levels
Strategic thinker with ability to uncover and understand customer needs and construct novel enterprise level solutions to address customer needs
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.
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 offthe-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.
Regular and consistent attendance.
About Thermo Fisher Scientific
Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team of more than 100,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. For more information, please visit www.thermofisher.com.
hermo 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
