Sr Account Director, Business Development (Biotech CDSD) -US -West Coast Region

Overview

Sr Account Director, Business Development (Biotech CDSD) for the West Coast Region, supporting the Clinical Development Services Division. The role develops and executes strategic sales plans for assigned global key accounts to drive revenue growth and meet annual sales targets.

What you'll do

• Develop and execute a strategic sales plan for assigned accounts and drive performance through well-thought account plans.
• Build and maintain strong, long-lasting relationships with key clients, including senior leaders in Procurement, R&D, vendor management and strategic outsourcing.
• Define and drive revenue generation opportunities to increase market penetration within assigned Key Accounts, including for Biotech (Phase II-III).
• Develop specific strategies for success with target global accounts.
• Assess client satisfaction and recommend opportunities to improve.
• Ensure achievement of sales execution by driving share of wallet expansion, new business opportunities and portfolio development across global Key Accounts.
• Drive the RFP/proposal process to meet and exceed key account expectations, deliver RFP responses and contract negotiations, and recommend profitable solutions that meet customer needs.
• Lead the RFI strategy process from receipt through completion, including client meetings, internal stakeholder alignment, presentation materials, and quality of responses.
• Translate RFI strategy into effective RFP responses to win Preferred Provider client negotiations.
• Work with internal Business and Project Management Teams to ensure a unified approach in championing business direction and implementing changes to win and retain key accounts.
• Partner with internal business partners assigned to accounts to ensure client satisfaction, provide insights into relationship management and operations, and implement recommendations to enhance client experience.
• Collaborate with subject matter experts to expand into new market niches and develop new services and line extensions based on client feedback and unmet needs.

What you'll need

• A bachelor's degree with 5 years of experience in business administration, sales, or a related field is the required minimum education, or an equivalency of appropriate education, training and/or directly related experience.
• Previous experience that provides the knowledge, skills, and abilities to perform the job comparable to 5+ years.
• Familiarity with the environment supporting drug development through commercialization, including a strong understanding of common customer needs in this field.
• Awareness of regulatory landscape, including understanding regulatory bodies, compliance requirements, and changes or updates in regulations.
• Success in a similar role that has consistently achieved measurable results.
• Strong customer relationship management skills to reach mutually acceptable resolutions.
• Strong commercial savvy with skills to identify and develop sales leads, present capabilities, navigate the sales process and close deals.
• Strong intuition for business and critical thinking abilities to convert strategies into profitability and business growth.
• Exceptional organizational and project management skills, handling multiple tasks simultaneously to meet outcomes.
• Strong analytical and problem-solving abilities to interpret sophisticated data and provide actionable insights, including strong executive-level presentation skills.
• Demonstrated global and cultural awareness.
• Proficiency in relevant software applications, including CRM systems and Microsoft Office Suite.
• Ability to adapt to a fast-paced and multi-faceted work environment.
• Flexibility and willingness to travel to accomplish assigned goals.
• Ability to demonstrate the Thermo Fisher values (The Four I's): Integrity, Intensity, Innovation, and Involvement.

Nice to have

• MBA or advanced degree.
• CRO sales experience in Phase II & III.
• Strong preference for experience in clinical business development and key account management in a related Pharmaceutical, Biotech or Medical Device sales industry.
• Experience in global sales with a diverse account base.

Details

• Location: Remote, California, USA; the compensation section references a California-based position.
• Standard Monday–Friday schedule; long varied hours required occasionally.
• Occasional domestic and international travel.
• Work performed in an office environment with exposure to electrical office equipment; frequently stationary for 6–8 hours per day; light to moderate lifting up to 15–20 lbs.
• Regular and consistent attendance required.
• Salary range for California: $128,000.00–$190,000.00; may be eligible for a variable annual bonus.