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

Thermo Fisher Scientific•Morrisville, NC

19d•Onsite

About The Position

As part of Thermo Fisher Scientific’s PPD organization, 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. The Director builds and maintains partnerships supporting Business Development objectives and helps clients understand how the company’s services can help deliver life-changing therapies to patients more quickly. The role focuses on Biotech Phase II–III accounts, including account strategy, revenue generation, market penetration, client satisfaction, and expansion of share of wallet. It also leads RFI and RFP processes, proposal development, and contract negotiations, and collaborates with internal business, project management, and subject matter expert teams to win and retain accounts and improve the client experience. 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 position involves frequent stationary work, repetitive hand movements, moderate mobility, and light to moderate lifting and carrying of items such as luggage and a laptop, up to 15–20 pounds.

Requirements

Bachelor’s degree in business administration, sales, or a related field, with five years of experience; equivalent education, training, and/or directly related experience may be considered.
Experience comparable to eight or more years in roles providing relevant knowledge, skills, and abilities.
Strong customer relationship management skills and ability to reach mutually acceptable resolutions.
Commercial skills to identify and develop sales leads, present capabilities, navigate the sales process, and close deals.
Business intuition and critical thinking to convert strategies into profitability and business growth.
Strong organizational and project management skills, including managing multiple tasks simultaneously.
Analytical and problem-solving abilities, including interpreting complex data and presenting actionable insights to executive audiences.
Demonstrated 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 values: Integrity, Intensity, Innovation, and Involvement.
Ability to access and use a variety of in-house and off-the-shelf computer software.
Ability to apply abstract principles to complex conceptual issues and sustain multiple periods of intense concentration.
Ability to perform complex tasks under variable demands and changing conditions.
Regular and consistent attendance.

Nice To Haves

MBA or other advanced degree.
Strong preference for clinical business development and key account management experience in pharmaceutical, biotech, or medical device sales.
Experience in global sales with a diverse account base.
CRO sales experience in Phase II and III.

Responsibilities

Develop and execute strategic sales plans and account plans for assigned accounts.
Build and maintain long-term relationships with key clients and senior leaders across Procurement, R&D, vendor management, and strategic outsourcing.
Drive revenue generation and market penetration within assigned Biotech Phase II–III key accounts.
Develop strategies for target global accounts, assess client satisfaction, and recommend improvements.
Expand share of wallet, generate new business opportunities, and develop the service portfolio across global key accounts.
Lead 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 materials, and response quality.
Translate RFI strategy into effective RFP responses to win preferred-provider client negotiations.
Partner with internal business and project management teams to align business direction and implement changes needed to win and retain accounts.
Work with internal account partners to support client satisfaction, relationship management, operational insights, and improvements to the client experience.
Collaborate with subject matter experts to pursue new market niches and develop services and line extensions based on client feedback and unmet needs.
Travel as needed to accomplish assigned goals.