Account Director, Business Development (Central Labs) -US Boston
Thermo Fisher Scientific

Work Schedule
Standard (Mon-Fri)

Environmental Conditions
Office

Job Description

The Global Business Development Territory Reps in the Central Laboratory team are responsible for acquiring and retaining high-value clients in the small and mid-sized pharmaceutical companies. This field-based sales position focuses on an assigned territory and involves managing the entire process of new client acquisition, including introduction, capabilities presentations, relationship development, proposal acquisition and oversight, sales closing, negotiation of awards, service related follow up, and expanding opportunities with each client.

Key Responsibilities:

• Own assigned territory and drive performance through well-thought territory account plans, acquiring and retaining high-value clients within the small and mid-sized pharma market
• Partner with CDSD to win joint accounts
• Develop relationships as needed to further growth at established accounts within territory
• Develop a territory leads funnel to achieve annual sales targets and meet new client acquisition targets. Qualify prospective clients in accordance with sales process, resolve project timeframe, key contacts and funding sources. Convert qualified leads into opportunities.
• Drive awards within assigned territory to meet GCL sales targets and objectives
• Bring to bear your skills in knocking on doors and developing relationships with new accounts in the territory, using a standard value proposition to win and grow.
• Develop and implement effective client strategies to optimize sales, results and overcome competitive risks
• Lead all aspects of the proposal/opportunity process, working closely with the proposals & contracts team and Scientific Affairs team
• Act as a client advocate and provider of market and competitive information to direct and enable PPD GCL capability and process improvements and meet client capability requirements
• Represent PPD GCL at client presentations, client bid defenses, and industry conferences/events on an as-needed basis, with equivalent experience also being considered.
• Collaborate with Scientific affairs, proposals and contracts, project management and other key collaborators throughout the organization to meet and exceed client expectations
• Regularly update opportunities and record all requested activities in Salesforce to meet expectations for critical metrics.
• Partner with Account Development to grow pipeline and leverage lead generation tools such as Salesforce.com and Global Data

• Intensity and hunger to win
• Ability and willingness to build from scratch with accounts
• Ability to clearly present and articulate value prop
• Pipeline management and strong organizational skills
• Must be physically based in assigned territory

• You must have a Bachelor's degree or equivalent, along with a relevant academic or vocational qualification. Previous experience of at least 2 years is required, or a combination of education, training, and related experience that meets the role's requirements.

• Strong interpersonal skills needed to build relationships, communicate and influence across all levels of the organization, and act as a liaison for internal/external customers
• Effective team leader and player
• Advanced process improvement/implementation skills
• Extensive analytical skills and data interpretation/tracking/trending skills
• Excellent verbal and written communication/interpersonal skills
• Excellent communication skills, both written and verbal
• Extensive MS Office skills to include Word, Excel, Visio, Access, PowerPoint.
• High level of PC competence and understanding of computer logic
• Excellent business and financial competence
• Proven executive presence

• No management responsibility

• 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.

• Frequently stationary for 6-8 hours per day.
• Repetitive hand movement of both hands with the ability to make fast, simple, repeated movements of the fingers, hands, and wrists.
• Frequent mobility required.
• Occasional crouching, stooping, bending and twisting of upper body and neck.
• Light to moderate lifting and carrying (or otherwise moves) objects including luggage and laptop computer with a maximum lift of 15-20 lbs.
• Ability to access and use a variety of computer software developed both in-house and off-the-shelf.
• 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.
• Frequently interacts with others to acquire or communicate information to diverse groups.
• Works independently with little mentorship or reliance on oral or written instructions and plans work schedules to meet goals. Requires multiple periods of intense concentration.
• Performs a wide range of variable tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence. Ability to perform under stress. Ability to multitask.
• Regular and consistent attendance
• Travel 25-50%