Sr Account Director, Business Development (Biotech CDSD) -US -West Coast Region

ThermoFisher Scientific; Carlsbad (CA); On-site; USD 128,000 - 190,000; Full time

Benefits offered by this job

Medical and dental plans

Vision plan

Paid time off

401(k) plan

Employee stock purchase plan

Job summary

Thermo Fisher Scientific in California seeks a Lead Account Manager to drive strategic sales across global biotech and pharmaceutical accounts. You will translate customer needs into winning proposals and coordinate with internal partners to secure preferred provider opportunities.

The role requires 5+ years of global sales experience, a Bachelor’s degree, and strong relationships with senior leaders. Expect travel, a performance bonus, and a comprehensive Total Rewards package.

Qualifications

• Bachelor’s degree with 5+ years in business administration, sales, or a related field.
• MBA or advanced degree is desirable.
• Experience in global sales with diverse account base is preferred.

Responsibilities

• Drive Strategy to Action: Develop and execute a strategic sales plan for owned assigned accounts and drive performance through detailed account plans.
• Establish Strong Client Rapport: Build and maintain relationships with key clients and senior leaders across Procurement, R&D, and vendor management.
• Deliver Sales Results for accounts in Biotech (Phase II-III): Define revenue opportunities and expand share of wallet across global accounts.
• Develop Proposals & RFIs to Win Preferred Provider Opportunities: Lead RFP/proposals and contract negotiations to meet client needs.
• Lead and drive RFI strategy: Manage RFI through to completion with client meetings and internal alignment.

Skills

Relationship-building

CRM systems

Microsoft Office Suite

Strategic sales

Travel willingness

Education

Bachelor's degree in Business or related field

MBA or advanced degree desired

Tools

CRM systems

MS Office

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

Job Description

Join PPD, a part of Thermo Fisher Scientific, as an Sr Account Director, Business Development Biotech and take on the exciting challenge of developing and executing a strategic sales plan to maximize business from your assigned global key accounts. In this pivotal role, you will drive revenue growth by aligning with business strategies, anticipating client needs, and identifying market opportunities to achieve annual sales targets.

We are seeking a strategic thinker with exceptional relationship-building skills to cultivate and maintain partnerships that support Business Development objectives. The ideal candidate will bring strong leadership, organizational expertise, and deep industry knowledge across the pharmaceutical, biotech, or medical device sectors, along with a proven track record of success in previous roles.

This opportunity is for future potential needs within the West Coast Region. This role will support the Clinical Development Services Division.

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 services enable them to deliver life-changing therapies to their patients more quickly.

What will you do:

• Drive Strategy to Action: Develop and execute a strategic sales plan for owned assigned accounts and drive performance through well-thought account plans.

• 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, vendor management and strategic outsourcing.

• Deliver Sales Results for accounts for Biotech (Phase II-III) : define and drive revenue generation opportunities to increase market penetration within assigned Key Accounts. Develop specific strategies for success with target global accounts. 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.

• CRO Sales experience in Phase II & III preferred

• Develop Proposals & RFIs to Win Preferred Provider Opportunities: Drive successful RFP/Proposals process to meet and exceed key account expectations; actively deliver RFP responses 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.

• Translate RFI strategy into effective RFP responses to win Preferred Provider client negotiations.

Partner for Success:

• Work with internal Business and Project Management Teams to ensure a unified approach in championing business direction and implementing necessary changes to win and retain key accounts. Partner closely with internal business partners assigned to accounts to ensure client satisfaction, provide insights into relationship management and operations, identify areas of opportunity, and implement recommendations to enhance client experience. Additionally, collaborate with and leverage subject matter experts to expand into new market niches and develop new services and line extensions based on client feedback and unmet needs.

How will you get here:

• A bachelor’s degree with (5 years) experience in business administration, sales, or a related field is the required minimum education; MBA or advanced degree is desired.

• 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.

Experience:

• Previous experience that provides the knowledge, skills, and abilities to perform the job comparable to 5+ years; strong preference for experience in clinical business development and key account management in a related Pharmaceutical, Biotech or Medical Device sales industry

• 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 the environment supporting drug development through commercialization, including a strong understanding of common customer needs 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.

• 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.

• Ablity 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.

• Regular and consistent attendance.

Compensation and Benefits

The salary pay range estimated for this position Lead Account Manager based in California is $128,000.00-190,000.00.

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

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.