Executive Account Director, Business Development (Biotech CDSD) - US - East Coast Region

Thermo Fisher Scientific•Morrisville, NC

20d•Onsite

About The Position

As part of PPD, a part of Thermo Fisher Scientific, the Executive Account Director, Business Development Biotech develops and executes strategic sales plans to maximize business from assigned global key accounts. The role drives revenue growth by aligning with business strategies, anticipating client needs, and identifying market opportunities to achieve annual sales targets. It focuses on helping clients and sponsors understand how PPD services can help deliver life-changing therapies to patients more quickly. The position builds and maintains senior-level client relationships across disciplines such as Procurement, R&D, vendor management, and strategic outsourcing. It drives sales results and market penetration for biotech accounts, particularly in Phase II–III, and leads RFI, RFP, proposal, and contract-negotiation activities to secure preferred-provider opportunities. The role also collaborates with internal business, project-management, and subject-matter teams to retain and grow accounts, improve client satisfaction, and develop services based on client feedback and unmet needs. Work is performed in an office environment, with occasional domestic and international travel and interaction with clients and associates. Long, varied hours are occasionally required. The role involves frequent stationary work, repetitive hand movements, moderate mobility, and light-to-moderate lifting or carrying of items such as luggage and a laptop, up to 15–20 lbs.

Requirements

Bachelor’s degree in business administration, sales, or a related field, with the posting specifying five years of experience alongside the required minimum education; equivalent education, training, and/or directly related experience may be considered in some cases.
Comparable experience providing the knowledge, skills, and abilities to perform the job; the posting specifies 8+ years.
Experience in global sales with a diverse account base.
Familiarity with drug development through commercialization and common customer needs in this field.
Awareness of the regulatory landscape, including regulatory bodies, compliance requirements, and regulatory changes.
Demonstrated success in a similar role with measurable results.
Strong customer relationship-management skills and ability to reach mutually acceptable resolutions.
Commercial skills to identify and develop sales leads, present capabilities, navigate sales processes, and close deals.
Business intuition and critical-thinking skills to translate strategies into profitability and business growth.
Strong organizational and project-management skills, including managing multiple tasks simultaneously.
Analytical and problem-solving abilities, including interpreting sophisticated data and providing actionable insights; strong executive-level presentation skills.
Global and cultural awareness.
Proficiency with relevant software, including CRM systems and Microsoft Office Suite.
Ability to adapt to a fast-paced, multifaceted work environment.
Flexibility and willingness to travel.
Ability to demonstrate Thermo Fisher’s Four I’s: Integrity, Intensity, Innovation, and Involvement.
Ability to perform occasional long, varied hours.
Ability to remain stationary frequently for 6–8 hours per day; perform repetitive hand movements; maintain moderate mobility; and lift or carry objects up to 15–20 lbs.
Ability to use a variety of in-house and off-the-shelf computer software, apply abstract principles to complex conceptual issues, and handle complex tasks under changing conditions.
Regular and consistent attendance.

Nice To Haves

MBA or another advanced degree.
Strong preference for experience in clinical business development and key account management in pharmaceutical, biotech, or medical-device sales.
CRO sales experience in Phase II and III.

Responsibilities

Develop and execute strategic sales plans and account plans for assigned global key accounts.
Build and maintain strong, long-lasting relationships with key clients and senior leaders across Procurement, R&D, vendor management, and strategic outsourcing.
Generate revenue and increase market penetration within assigned biotech key accounts, including Phase II–III opportunities.
Develop strategies for target global accounts and identify share-of-wallet expansion, new-business, and portfolio-development opportunities.
Assess client satisfaction and recommend improvements.
Drive RFP and proposal processes, deliver responses, negotiate contracts, and recommend profitable solutions that meet customer needs.
Lead RFI strategy from receipt through completion, including client meetings, internal stakeholder alignment, presentation development, and response quality.
Translate RFI strategy into effective RFP responses to win preferred-provider negotiations.
Work with internal business and project-management teams to champion business direction and implement changes needed to win and retain accounts.
Partner with internal account teams to support client satisfaction, relationship management, operations, opportunity identification, and client-experience improvements.
Collaborate with subject-matter experts to expand into market niches and develop services and line extensions based on client feedback and unmet needs.
Travel as needed to accomplish assigned goals.