Executive Account Director, Business Development (Central Labs) - US, Northeast Region

ThermoFisher Scientific Executive Account Director, Business Development (Central Labs) - US, Northeast Region Newington, New Hampshire Apply Now

Job Description, Global Key Account Manager, Biopharma Central Lab Team

Position Summary: As part of the Global Business Development team for Central Laboratory, the Global Key Account Manager (KAM/Executive Account Director) executes a strategic sales plan to maximize global key accounts for Central Labs business. Responsible for achieving annual sales targets by maintaining a keen awareness of business strategies, client climate and requirements to maximize business opportunities and sales. The Global Key Account Manager reports to Manager, Key Accounts.

Key Responsibilities:

1. Develop and execute a strategic sales plan for owned assigned accounts and drive performance through well-thought account plans.
2. Demonstrate year over year growth for global key accounts, meeting/exceeding sales goals for each account.
3. Drive account expansion through cross-selling ASD and partnering with CDSD.
4. Identify and access various points of business develop across the global key accounts, developing relationships with key stakeholders across clinical teams, therapeutic & service areas further establishing GLC as a partner supporting their business strategies.
5. Develop relationships with target new biopharma accounts and develop unique value prop to position to win and grow.
6. Establish and preserve preferred vendor status by aligning with GCL’s service offerings to maximize business return through proactive account management.
7. Organize quarterly strategic planning meetings to evaluate the health of the relationship, ongoing/upcoming projects, potential issues and resource requirements.
8. Drive successful RFP/Proposals process to meet and exceed key account expectations; actively participate in bid defense and contract negotiations.
9. Lead and drive RFI strategy process, from receipt of RFI through completion including client meetings, internal stakeholder alignment, development of presentation materials, and quality of responses.
10. Advise senior leadership team on the success of our global key accounts; provide insight into trends that support preferred/exclusive vendor relationships.
11. Work with other KAMs to ensure a collective voice is championing a business direction and changes needed to win and retain more key accounts.
12. Partner closely with Alliance Lead on assigned accounts to ensure client satisfaction and provide insight to relationship management.
13. Partner closely with Scientific affairs to assist in growing new market niches and creating new services based on client input.
14. Provide routine updates to opportunities and log all requested activities into Salesforce to meet KPI expectations.
15. Liaise and align with Subject Matter Experts (SMEs) and other departments to meet key account needs.

Key Skills:

• Consultative selling in large accounts.
• Relationship-building and ability to expand beyond current contacts.
• Ability to clearly present and articulate value.
• Ownership of account management with ability to balance competing needs/objections.
• Sufficient Labs knowledge to succeed.

Education:

• Bachelor's degree or equivalent and relevant formal academic / vocational qualification. Previous experience that provides the knowledge, skills, and abilities to perform the job (comparable to 8+ years).

Knowledge, Skills and Abilities:

• Strong interpersonal skills needed to build relationships, communicate and influence across all levels of the organization.
• Effective team leader and player.
• Advanced process improvement/implementation skills.
• Excellent verbal and written communication/interpersonal skills.
• Extensive MS Office skills to include Word, Excel, PowerPoint.

Management Role:

• No management responsibility.

Working Conditions and Environment:

Work is performed in an office environment with exposure to electrical office equipment. Occasional drives to site locations with occasional travel both domestic and international.

Physical Requirements:

Frequently stationary for 6-8 hours per day. Ability to communicate information and ideas so others will understand; with the ability to listen to and understand information and ideas presented through spoken words and sentences.

Compensation and Benefits:

The salary range estimated for this position based in Kentucky is $137,900.00–$183,850.00. This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.