Associate Director, Business Development (Central Labs)

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

At Thermo Fisher Scientific, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life - enabling our customers to make the world healthier, cleaner and safer. We provide our teams with the resources needed to achieve individual career goals while taking science a step beyond through research, development and delivery of life-changing therapies. With clinical trials conducted in 100+ countries and ongoing development of novel frameworks for clinical research through our PPD clinical research portfolio, our work spans laboratory, digital and decentralized clinical trial services. Your determination to deliver quality and accuracy will improve health outcomes that people and communities depend on – now and in the future.    

As part of the Global Business Development team for Central Laboratory, The Associate Director, Account Management has the primary priority of acquiring and retaining high-value clients within the small and mid-sized pharmaceutical companies. This is a field-based sales position within an assigned territory based on geography. The position is responsible for handling the entire process of new client acquisition including introduction, capabilities presentations, relationship development, proposal acquisition and oversight, sales closing, negotiation of awards, service related follow up and the expansion of opportunities with each client.

Key Responsibilities:

•  Own assigned territory and drive performance through well-thought territory account plans, acquiring and retaining high-value clients within the small and mid-sized pharma market
• Partner with CDSD to win joint accounts
• Develop relationships as needed to foster growth at established accounts within territory
• Develop a territory leads funnel to achieve annual sales targets and meet new client acquisition targets.   Qualify prospective clients in accordance with sales process, project timeframe, key contacts and funding sources.  Convert qualified leads into opportunities.
• Drive awards within assigned territory to meet GCL sales targets and objectives
• Knock on doors and develop relationships with new accounts in territory, demonstrating our standard value proposition to win and grow.
• Develop and implement effective client strategies to optimize sales, results and overcome competitive risks
• Provide input and be responsible for the proposal/opportunity process, in concert with the proposals & contracts team and Scientific Affairs team
• Act as a client advocate and provider of market and competitive information to direct and enable PPD GCL capability and process improvements and meet client capability requirements
• Represent PPD GCL at client presentations, client bid defenses, and industry conferences/events on an at needed basis
• Collaborate with Scientific affairs, proposals and contracts, project management and other key collaborators throughout the organization to meet and exceed client expectations
• Continuously report on opportunities and log all requested activities in Salesforce to meet expectations for key metrics.
• Partner with Account Development to grow pipeline and leverage lead generation tools such as Salesforce.com and Global Data

Key Skills:

• Intensity and hunger to win
• Ability and willingness to build from scratch with accounts
• Ability to clearly present and articulate value prop
• Pipeline management and strong interpersonal skills
• Must be physically based in assigned territory

Minimum Qualifications:

Bachelor’s degree required

At least 2 years of experience within business development, clinical trials management/sales or drug development required

Advanced knowledge of Salesforce.com preferred

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory with PPD, part of Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

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.