Account Director, Business Development (Central Labs) US - Boston

Thermo Fisher Scientific • Waltham, MA

1d

About The Position

This field-based sales position is part of the Global Business Development team for Central Laboratory and covers an assigned geographic territory. Its primary focus is acquiring and retaining high-value clients among small and mid-sized pharmaceutical companies. The role manages the full new-client acquisition process, from introductions, capability presentations, and relationship development through proposal oversight, sales closing, award negotiations, service follow-up, and expanding opportunities with each client.

The position owns territory performance and sales targets, builds a pipeline of qualified leads, develops client strategies, and collaborates with internal teams and stakeholders to meet client expectations. It also represents PPD GCL in client presentations, bid defenses, and industry events as needed, and records opportunity updates and activities in Salesforce.

The role is based in an office environment and requires the employee to be physically based in the assigned territory. Travel is 25–50%, including occasional domestic and international travel. The position has no management responsibility.

Requirements

• Bachelor’s degree or equivalent relevant formal academic or vocational qualification.
• Previous experience providing the knowledge, skills, and abilities to perform the job, comparable to 2 years; an appropriate combination of education, training, and/or directly related experience may be considered equivalent.
• Must be physically based in the assigned territory.
• Strong interpersonal skills to build relationships, communicate, and influence across organizational levels, and act as a liaison for internal and external customers.
• Ability to work effectively as a team leader and team player.
• Advanced process improvement and implementation skills.
• Extensive analytical skills, including data interpretation, tracking, and trending.
• Excellent verbal, written, and interpersonal communication skills.
• Extensive MS Office skills, including Word, Excel, Visio, Access, and PowerPoint; high PC competence and understanding of computer logic.
• Excellent business and financial acumen.
• Intensity and drive to win.
• Ability and willingness to build accounts from scratch.
• Ability to clearly present and articulate the value proposition.
• Pipeline management and strong organizational skills.

Responsibilities

• Own the assigned territory and drive performance through territory account plans, acquiring and retaining high-value small and mid-sized pharmaceutical clients.
• Partner with CDSD to win joint accounts.
• Develop relationships to foster growth at established accounts within the territory.
• Build a territory leads funnel to achieve annual sales and new-client acquisition targets.
• Qualify prospective clients, determine project timelines, key contacts, and funding sources, and convert qualified leads into opportunities.
• Drive awards within the assigned territory to meet GCL sales targets and objectives.
• Develop relationships with new accounts, using the standard value proposition to win and grow business.
• Develop and implement client strategies to optimize sales results and address competitive risks.
• Provide input to and oversee the proposal and opportunity process with the Proposals & Contracts and Scientific Affairs teams.
• Act as a client advocate and provide market and competitive information to support PPD GCL capability and process improvements and meet client capability requirements.
• Represent PPD GCL at client presentations, bid defenses, and industry conferences or events as needed.
• Partner with Scientific Affairs, Proposals & Contracts, Project Management, and other stakeholders to meet and exceed client expectations.
• Provide routine opportunity updates and log requested activities in Salesforce to meet KPI expectations.
• Partner with Account Development to grow the pipeline and use lead-generation tools such as Salesforce.com and Global Data.

Benefits

• 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 of paid time off and 10 paid holidays annually.
• Paid parental leave: 3 weeks for bonding and 8 weeks for caregiver leave.
• Accident and life insurance.
• Short- and long-term disability in accordance with company policy.
• Competitive 401(k) U.S. retirement savings plan.
• Employees’ Stock Purchase Plan, with eligible colleagues able to purchase company stock at a discount.
• Variable annual bonus may be available based on company, team, and/or individual performance results in accordance with company policy.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior