Senior Business Development Executive (Strategic Accounts) - Steriles & Oral Solid Dose
Thermo Fisher Scientific
- Swindon
- Permanent
- Full-time
- Creates DPD business development strategy for assigned strategic accounts in the Pharma Services Group, incorporating division level goals and objectives. This is collected in the Account Growth Plan.
- Becomes an authority in the partner’s pipeline and portfolio to proactively uncover BU level valuable business opportunities.
- Leads tactical RFPs and run rate deals as well as large, sophisticated deals within BU.
- Develops relationships at senior levels within select accounts to advance Thermo Fisher’s access and opportunities. Builds relationships with R&D, clinical operations, and commercial leaders at partner organizations, enabling identification, development of support of new or expanded opportunities.
- Creates account leverage across the breadth of the portfolio.
- Leads the DPD sales objectives for each client.
- Supports the development, alignment and pull-through of customer specific contracts.
- Leads DPD specific contractual negotiations and full sale process for assigned accounts.
- Uses opportunities and initiatives such as bundles, incentives, and rebates to grow DPD’s share of spend with Thermo Fisher.
- Anticipate and regularly consider challenge points and opportunities for further customer penetration and/or customer experience; share findings with key stakeholders.
- Gathers information, analyzes, and develops commercial strategies with customer dynamics and focus; ability to adjust strategies based on Strategic Business Intelligence data, new customer affiliations, market conditions and new areas of focus.
- Understands the key operating cycles and imperatives of the client: Budget cycle, strategic sourcing priorities and business processes.
- Applies customer relationship management system and reporting tools to accurately forecast (DPD-level sales number), communicate and update on sales objectives.
- A minimum B.Sc. degree preferred in a scientific subject area (chemistry, biochemistry, or pharmacy) or business-related field.
- MBA or professional business education preferred.
- Previous sales, deal design and key account or relationship management experience essential.
- Experience selling CDMO offering a distinct advantage.
- Sterile and/or Oral Solid Dose experience or knowledge a distinct advantage.
- Strong analytical skills including financial competence.
- Consistent track record of successfully gaining business from key/large accounts.
- Demonstrated success engaging effectively with senior leaders both internal and external to the company.
- Commercial account leadership with demonstrated experience leading complex, high-value, high growth accounts in a matrix environment with multiple partners.
- A strong teammate with consistent track record to coordinate activities and influence actions across a team and Company.
- Strong negotiation and communication skills.
- Complex deal structuring experience.
- Self-motivated and biased to action and results.