Job Description
The Research and Safety Division (RSD) is a global division of Thermo Fisher Scientific, branded as Fisher Scientific, which markets and sells a vast portfolio of laboratory products and services to its key customer base around the world. RSD’s portfolio represents the product lines of thousands of supplier/manufacturers in the laboratory space, both internal and external to Thermo Fisher, and sells to customers include Pharmaceutical, Biotech, Academic, Industrial, and Government institutions that maintain scientific laboratories and engage in scientific research activities. The Business Development Director is responsible for strategic account development activities for a set of assigned large, high-potential accounts, ensuring an ongoing pipeline of major customer acquisition opportunities for RSD and Thermo Fisher Scientific.
Key Responsibilities:
Lead all new business development activities inside assigned accounts within the Biotech segment through proposal and negotiation, culminating in new contract agreements
Build strong understanding of assigned customers and their marketplaces through a broad range of information sources, including direct customer exchanges, networking, publications, market information, colleagues, and industry events
Coordinate needs assessment activities, develop and execute against an optimal account entry strategy, and clearly articulate customized value propositions focused on addressing the customers internal challenges or areas of focus
Develop strong and strategic relationships with middle and senior management contacts in procurement, operational, and scientific disciplines; maintain a balance of communication across various stakeholder groups; utilize any opportunity to support customers and build trust and interest, even outside of business focus
Develop and manage efficient account development plans; track progress against key account development milestones; report out progress in regularly scheduled account review sessions
Engage and lead field selling resources to ensure strategic alignment, information sharing, and team execution
Involve resources outside of RSD sales as appropriate to develop opportunity, including interests across other Thermo Fisher Scientific business units
Ensure effective cross-divisional and global coordination of account strategy as applicable, including alignment with the Corporate Accounts team
Understand competitive landscape, current competitive contracts with assigned customers, and the impact on our account development strategy
Lead all proposal development activities, either in response to a customer RFP or proactively, including value proposition, terms, and negotiating pricing with suppliers; lead pro forma review process to justify business proposal
Clearly and broadly articulate components of negotiated contracts and ensure strong implementation and execution against customer and company expectations; work with assigned account management sales director (IDIR) to ensure smooth handoff and continued account development
As requested, support further development and articulation of the Fisher Scientific value proposition, including components attributable to the broader Thermo Fisher Scientific enterprise
Up to 70% domestic travel required
Minimum Requirements/Qualifications
Bachelors degree (in a Science preferred); MBA preferred
Strong analytical and finance background preferred
8+ years of relevant work experience, including a strong background in science and marketplaces relying on laboratory research; specific involvement with key program and non-program customers preferred
Experience in strategic selling, account management, business negotiation, and matrix management environments; direct management experience preferred
Demonstrated ability to maintain and grow senior-level customer relationships across multiple customer functional areas such as sourcing, production, research, facilities, QA/QC, and materials management
Experience with the channel (distribution) business model, including familiarity with the P&L structure and a strong understanding of value added service offerings available to the customer
Strong knowledge of Word, Excel and PowerPoint required; experience with contact management software preferred
Demonstrated overachievement against aggressive goals set in previous positions
Non-Negotiable Hiring Criteria:
Assertive and influential, able to create compelling arguments and gain agreement from key individuals, internally and externally
Strong customer advocate, who seeks to understand customer focus and effectively address needs; gains personal satisfaction from customer success
Relationship architect; able to build a strong network of influential supporters
Independent and self-motivated; able to independently structure productive activities to reach an end goal
Thoughtful but decisive, with a strong bias for action and a proactive vs. reactive approach
Focused, with demonstrated work ethic, personal motivation, and enthusiasm; takes personal pride in accomplishment
Strong leadership, team development, and matrix management skills; derives genuine satisfaction from being an effective mentor
Entrepreneurial with a strong financial acumen; able to understand impact of negotiation points on a business engagement
Demonstrated ability to work productively in a complex business environment and leveraging it towards goal achievement
Bias for learning and continual improvement; desire to have up to date information and pursue best practices
Strong communication skills and confident executive presence
Able to create customer insight as a valued thought leader, building value in all interactions
Strong strategic business planning skills, including contingency planning
This position may be considered for Relocation Assistance.
Wednesday, October 07, 2015
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