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

Thermo Fisher Scientific • Richmond, VA

22d • $180,000 - $200,000 • Onsite

About The Position

The Executive Account Director is part of Thermo Fisher Scientific’s Global Business Development team for Bioanalytical Laboratory. This role executes strategic sales plans to maximize global key accounts for the Bioanalytical Labs business and achieves annual sales targets by understanding business strategies, client needs, and market conditions. The position reports to the Manager, Key Accounts and has no management responsibility.

The role develops and grows existing global key accounts, builds relationships with new biopharma accounts, and establishes Bioanalytical Labs as a preferred or exclusive vendor. It leads account planning, cross-selling, proposals and RFPs, RFI responses, bid defenses, and contract negotiations, while coordinating closely with alliance leads, scientific affairs, subject matter experts, and other internal teams. The position also advises senior leadership on account performance and trends, tracks opportunities and activities in Salesforce, and works to improve customer satisfaction and profitable growth.

Work is performed in an office environment, with occasional visits to site locations and domestic and international travel. Travel is listed as 50%–75%. The role involves frequent periods of stationary work, computer use, mobility, and interaction with others; occasional bending, crouching, twisting, and lifting or carrying objects weighing up to 15–20 pounds. The estimated salary range for the position based in Virginia is $180,000–$200,000, with possible eligibility for a variable annual bonus.

Requirements

• Bachelor’s degree or equivalent and relevant formal academic or vocational qualification.
• Comparable to 8 or more years of relevant experience; a combination of education, training, and directly related experience may be considered equivalent.
• Consultative selling experience or skill 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 knowledge of laboratories 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 contribute effectively as part of a team.
• 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 travel domestically and internationally; travel is listed as 50%–75%.
• Ability to perform the listed physical and work activities, including frequent computer use, mobility, interaction with others, and occasional lifting or carrying up to 15–20 pounds.

Responsibilities

• Develop and execute strategic sales and account plans for assigned global key accounts.
• Achieve year-over-year growth and meet or exceed sales goals for assigned accounts.
• Drive account expansion through cross-selling and collaboration with relevant business development partners.
• 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 challenges and aligning Bioanalytical Labs services to customer needs.
• Organize quarterly strategic planning meetings with PPD Alliance Leads to review relationship health, projects, issues, and resource needs.
• Lead RFP and proposal processes, participate in bid defenses and contract negotiations, and recommend profitable solutions that meet customer needs.
• Lead RFI strategy and responses from receipt through completion, including client meetings, internal alignment, presentation materials, and response quality.
• Advise senior leadership on global key-account performance and trends that support preferred or exclusive vendor relationships.
• Collaborate with other Key Account Managers and the VP, Business Development, Bioanalytical Labs, to champion business direction and changes that help win and retain key accounts.
• Partner with Alliance Leads to support client satisfaction, relationship management, operational opportunities, and improvement recommendations.
• Work with Scientific Affairs to develop market niches, new services, and service extensions based on client input.
• Update opportunities 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 (PTO) 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 coverage 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.

What This Job Offers

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