Executive Account Director, Business Development (Key Accounts, Bioanalytical Labs) -US -East Coast

Thermo Fisher Scientific • Richmond, VA

20d • Onsite

About The Position

As part of Thermo Fisher Scientific’s Global Business Development team for Bioanalytical Laboratory, the Global Key Account Manager (KAM)/Executive Account Director executes a strategic sales plan to maximize global key accounts for the Bioanalytical Labs business. The role is responsible for achieving annual sales targets by maintaining awareness of business strategies, client climate, and requirements to maximize business opportunities and sales. The position reports to the Manager, Key Accounts.

The role develops and manages strategic account plans, grows existing global key accounts, develops new biopharma accounts, and establishes preferred vendor relationships. It leads account-related RFP, proposal, and RFI processes; partners with alliance leads, scientific affairs, subject matter experts, and other departments; and provides account insights and updates to senior leadership. The role has no management responsibility.

Work is performed in an office environment with exposure to electrical office equipment. The position involves occasional drives to site locations and occasional domestic and international travel; stated travel is 50%–75%. Physical requirements include frequent stationary work, repetitive hand movements and mobility, occasional bending and twisting, and light to moderate lifting of objects up to 15–20 lbs. The position requires regular attendance, multitasking, and the ability to work under stress and sustain periods of intense concentration.

The estimated salary range for this position, based in Virginia, is $180,000–$200,000. The role may also be eligible for a variable annual bonus based on company, team, and/or individual performance. Benefits include medical, dental, and vision plans; health incentive programs; employee assistance and family support programs; commuter benefits; tuition reimbursement; paid time off and holidays; paid parental leave; accident and life insurance; short- and long-term disability; a 401(k) retirement savings plan; and an employee stock purchase plan.

Requirements

• Bachelor’s degree or equivalent and relevant formal academic or vocational qualification.
• Previous experience providing the knowledge, skills, and abilities to perform the job, comparable to 8 or more years; an appropriate combination of education, training, and directly related experience may be considered equivalent.
• Consultative selling experience in large accounts.
• Relationship-building skills and ability to expand beyond current contacts.
• Ability to clearly present and articulate value.
• Account-management ownership and ability to balance competing needs and objections.
• Sufficient laboratory knowledge to succeed in the role.
• Strong interpersonal skills to build relationships, communicate, influence across organizational levels, and act as a liaison for internal and external customers.
• Ability to act as an effective 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 Microsoft Office skills, including Word, Excel, Visio, Access, and PowerPoint.
• High level of PC competence and understanding of computer logic.
• Excellent business and financial acumen.
• Proven executive presence.
• Ability to use a variety of in-house and off-the-shelf computer software.
• Ability to communicate and understand information presented verbally and interact with diverse groups.
• Ability to work independently with little guidance, plan work schedules to meet goals, manage variable tasks and changing conditions, multitask, and perform under stress.
• Regular and consistent attendance.

Responsibilities

• Develop and execute strategic sales plans and account plans for assigned accounts.
• Drive year-over-year growth and meet or exceed sales goals for global key accounts.
• Expand accounts through cross-selling and partnerships across service areas.
• Identify business development opportunities and build relationships with stakeholders across clinical teams, therapeutic areas, service areas, budget holders, and key decision-makers.
• Develop relationships with target new biopharma accounts and create value propositions to win and grow business.
• Maintain preferred vendor status by understanding account strategies and pain points and aligning Bioanalytical Labs services to maximize business returns.
• Organize quarterly strategic planning meetings with PPD Alliance Leads to assess relationship health, projects, potential issues, and resource needs, and champion account relationships internally.
• Lead successful RFP and proposal processes, participate in bid defenses and contract negotiations, and recommend profitable solutions that meet customer needs.
• Lead RFI strategy from receipt through completion, including client meetings, internal stakeholder alignment, presentation materials, and response quality.
• Advise senior leadership on global key account performance and trends supporting preferred or exclusive vendor relationships.
• Collaborate with other KAMs and the VP, Business Development, Bioanalytical Labs, to coordinate business direction and improve key-account wins and retention.
• Partner with Alliance Leads to support client satisfaction, relationship management, operational opportunities, and recommendations for improvement.
• Partner with Scientific Affairs to grow market niches and develop services and line extensions based on client input.
• Provide routine opportunity updates and log requested activities in Salesforce to meet KPI expectations.
• Coordinate with subject matter experts and other Bioanalytical Labs departments to meet key-account needs.

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, including 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.
• Employee Stock Purchase Plan offering eligible colleagues the opportunity to purchase company stock at a discount.
• Potential eligibility for a variable annual bonus based on company, team, and/or individual performance results.

What This Job Offers

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