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

Thermo Fisher Scientific • Richmond, VA

2d • Onsite

About The Position

As part of Thermo Fisher Scientific’s Global Business Development team for Bioanalytical Laboratory, the Executive Account Director (Global Key Account Manager) executes strategic sales plans to maximize global key accounts for the Bioanalytical Labs business. The role is responsible for achieving annual sales targets by understanding business strategies, client needs, and market conditions to maximize opportunities and sales. The position reports to the Manager, Key Accounts.

The role develops and executes strategic account plans, grows assigned global accounts, expands business through cross-selling and partnerships, and builds relationships with stakeholders and decision-makers. It also leads RFI, RFP, and proposal activities, supports bid defenses and contract negotiations, and collaborates with alliance leads, scientific affairs, subject matter experts, and other departments to improve client satisfaction and develop services. The role provides account insights to senior leadership and records opportunities and activities in Salesforce.

Work is performed in an office environment, with occasional visits to site locations and occasional domestic and international travel. The stated travel expectation is 50%–75%. The position involves frequent computer use and stationary work, frequent mobility and interaction with others, and occasional lifting of objects such as luggage and a laptop weighing up to 15–20 lbs.

Requirements

• Bachelor’s degree or equivalent and relevant formal academic or vocational qualification.
• Previous experience providing the knowledge and skills to perform the job, comparable to 8+ years; an appropriate combination of education, training, and directly related experience may be considered equivalent.
• Consultative selling experience in large accounts.
• Ability to build relationships and expand beyond existing 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, and influence across organizational levels and liaise with internal and external customers.
• Ability to lead and work effectively as part of a team.
• Advanced process improvement and implementation skills.
• Extensive analytical, data interpretation, tracking, and trending skills.
• Excellent verbal and written communication and interpersonal 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.
• Ability to use a variety of in-house and off-the-shelf computer software.
• Ability to communicate and understand information presented verbally and in writing, work independently with little guidance, plan work to meet goals, concentrate intensely, handle variable tasks and changing conditions, perform under stress, and multitask.
• Regular and consistent attendance.
• Ability to travel 50%–75%, including occasional domestic and international travel.

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, and identify new business-development opportunities.
• Build relationships with stakeholders across clinical teams, therapeutic areas, service areas, budget holders, and key decision-makers.
• Develop relationships with target biopharma accounts and position the company to win and grow business.
• Maintain preferred-vendor status by aligning Bioanalytical Labs service offerings with account strategies and needs.
• Organize quarterly strategic planning meetings with PPD Alliance Leads to review relationships, projects, issues, and resource requirements.
• Lead RFP and proposal processes; participate in bid defenses and contract negotiations and recommend profitable solutions that meet customer needs.
• Lead RFI strategy and execution, including client meetings, internal 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 Key Account Managers and the VP, Business Development, Bioanalytical Labs, on account strategy and retention.
• Partner with Alliance Leads to support client satisfaction, identify opportunities, and implement recommendations.
• Partner with Scientific Affairs to develop market niches, services, and line extensions based on client input.
• Provide routine opportunity updates and record 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, and short- and long-term disability in accordance with company policy.
• Competitive 401(k) U.S. retirement savings plan.
• Employees’ Stock Purchase Plan offering eligible colleagues the opportunity to purchase company stock at a discount.
• Variable annual bonus may be available based on company, team, and/or individual performance results.

What This Job Offers

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