Senior Account Director, Business Development – Biotech

This is a fully remote position, open to applicants in California.

📋 Description

• Formulate and implement strategic sales initiatives for designated global key accounts.

• Propel revenue growth by aligning with corporate strategies, anticipating client requirements, and spotting market opportunities.

• Cultivate and sustain enduring relationships with key clients and senior executives across Procurement, R&D, vendor management, and strategic outsourcing.

• Identify and drive revenue-generating opportunities for Biotech Phase II–III accounts.

• Enhance market penetration within assigned key accounts.

• Devise strategies for achieving success with targeted global accounts.

• Evaluate client satisfaction and propose areas for improvement.

• Foster share-of-wallet expansion, new business ventures, and portfolio development.

• Oversee RFP/proposal processes and contract negotiations.

• Create and execute RFI strategies, encompassing client meetings, stakeholder alignment, presentation materials, and response quality.

• Convert RFI strategies into impactful RFP responses to secure Preferred Provider negotiations.

• Collaborate with internal Business and Project Management Teams to advocate for business direction and implement necessary changes.

• Work alongside internal account teams to guarantee client satisfaction and enhance relationship management and operations.

• Identify prospects and implement suggestions to improve client experience.

• Team up with subject matter experts to penetrate new market niches and develop new services and product extensions.

• Compile and present regular reports on business development activities and outcomes to the VP of GMP, Business Development.

• Assist clients and sponsors in understanding how services facilitate the expedited delivery of transformative therapies.

⛳️ Requirements

• A bachelor’s degree along with a minimum of 5 years of experience in business administration, sales, or a related field is essential.

• An MBA or advanced degree is preferred.

• Over 5 years of relevant experience that aligns with the knowledge, skills, and abilities necessary for the role.

• Strong preference for experience in clinical business development and key account management within the Pharmaceutical, Biotech, or Medical Device sales industry.

• Experience in global sales with a diverse account base.

• Familiarity with the environment that supports drug development through to commercialization.

• Solid understanding of common customer needs in drug development.

• Awareness of the regulatory landscape, regulatory bodies, and compliance requirements.

• Proven success in a similar position with consistently measurable results.

• Strong customer relationship management capabilities.

• Excellent commercial acumen, sales lead generation, presentation skills, sales process navigation, and deal-closing abilities.

• Robust business critical thinking and profitability/growth strategy capabilities.

• Exceptional organizational and project management skills.

• Proficient analytical and problem-solving skills, including executive-level presentation capabilities.

• Demonstrated understanding of global and cultural contexts.

• Proficiency in CRM systems and the Microsoft Office Suite.

• Capacity to thrive in a fast-paced and multifaceted work environment.

• Willingness and flexibility to travel.

• Ability to embody Thermo Fisher's values: Integrity, Intensity, Innovation, and Involvement.

• Regular and consistent attendance is required.

• Capability to access and utilize both in-house and off-the-shelf software.

• Skill to apply abstract principles to tackle complex conceptual issues.

• Ability to engage in multiple periods of intense concentration.

• Capability to perform complex tasks amidst variable demands and shifting conditions.

• Physical ability to remain stationary for 6–8 hours daily.

• Repetitive hand movements of both hands and the ability to execute quick, simple, repeated finger, hand, and wrist movements.

• Moderate mobility requirements.

• Ability to lift and carry 15–20 lbs.

• Occasional domestic and international travel may be necessary.

🏝️ Benefits

• A selection of national medical and dental plans, as well as a national vision plan, inclusive of health incentive programs.

• Employee assistance and family support initiatives.

• Commuter benefits available.

• Tuition reimbursement options.

• A minimum of 120 hours of paid time off (PTO).

• 10 paid holidays each year.

• Paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave).

• Accident and life insurance coverage.

• Short- and long-term disability benefits in line with company policy.

• Competitive 401(k) U.S. retirement savings plan.

• Employees’ Stock Purchase Plan (ESPP) that allows for the purchase of company stock at a discounted rate.

• Variable annual bonus linked to company, team, and/or individual performance outcomes, pursuant to company policy.

• Fully remote work arrangements are available.