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

Thermo Fisher Scientific • Richmond, VA

20h • $137,900 - $229,800 • Onsite

About The Position

The Executive Account Director (Global Key Account Manager) is part of the Global Business Development team for Bioanalytical Laboratory at Thermo Fisher Scientific. The role executes strategic sales plans to maximize global key accounts, achieve annual sales targets, and grow business by aligning Bioanalytical Labs services with clients’ strategies and needs. The position reports to the Manager, Key Accounts and has no management responsibility.

The role develops and expands relationships with existing and prospective biopharma accounts, establishes preferred-vendor status, leads account planning and RFI/RFP activities, and partners with Alliance Leads, scientific teams, subject matter experts, and other departments to improve client satisfaction and develop services. It provides senior leadership with insights into account performance and market trends and maintains opportunity and activity records in Salesforce.

Work is performed in an office environment, with occasional drives to site locations and domestic and international travel. Travel is estimated at 50%–75%.

Requirements

• Bachelor's degree or equivalent and a relevant formal academic or vocational qualification.
• Comparable to 8 or more years of relevant experience providing the knowledge, skills, and abilities to perform the job; an appropriate combination of education, training, and directly related experience may be considered.
• Consultative selling experience in large accounts.
• Ability to build relationships and 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 liaise with internal and external customers.
• Effective team leadership and teamwork skills.
• Advanced process improvement and implementation skills.
• Extensive analytical, data interpretation, tracking, and trending skills.
• Excellent written, verbal, 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 work independently with little guidance, plan work schedules to meet goals, concentrate intensely, multitask, and perform under stress.
• Regular and consistent attendance.

Responsibilities

• Develop and execute strategic sales plans and account plans for assigned global key accounts.
• Meet or exceed annual sales goals and demonstrate year-over-year growth for global key accounts.
• Drive account expansion through cross-selling ASD and partnering with CDSD.
• 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.
• Establish and maintain preferred-vendor status by understanding account strategies and pain points and aligning them with Bioanalytical Labs services.
• Organize quarterly strategic planning meetings with PPD Alliance Leads to review relationship health, projects, issues, and resource needs, and champion the relationship internally.
• Lead 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 alignment, presentation materials, and response quality.
• Advise senior leadership on global key account success and trends supporting preferred or exclusive vendor relationships.
• Collaborate with other Key Account Managers and the VP, Business Development, Bioanalytical Labs, to coordinate business direction and improve the ability to win and retain key accounts.
• Partner with Alliance Leads to support client satisfaction and relationship management, identify opportunities, and implement recommendations.
• Partner with Scientific Affairs to develop market niches, new services, and service extensions based on client input.
• Update opportunities 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.
• Employees’ Stock Purchase Plan with the opportunity for eligible colleagues to purchase company stock at a discount.
• May be eligible for a variable annual bonus based on company, team, and/or individual performance.

What This Job Offers

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