Thermo Fisher Scientific
EU Business Development Director - Commercial Leadership | GMP Labs
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EU Business Development Director – GMP Labs – Analytical Services Division
You will lead our European Business Development strategy within our GMP lab services business with responsibility to drive Authorizations and Revenue growth with our Partner Biotech accounts and grow new business with new Biotech accounts. GMP sits within the Analytical Services Division (ASD). This role will report to the Vice President, Business Development, GMP, and will play an essential role in ensuring the overall success of the GMP commercial efforts by growing share of wallet with new PPD Biotech accounts and expanded share in Biopharma in underpenetrated European key accounts. You will partner with our Vice President of EU Operations, GMP Labs to build a sustainable strategy to take share in a growing market.
The EU Business Development (BD) Director will play a pivotal role in driving the growth of GMP by expanding our network of preferred provider relationships with external Biotech organizations. This role requires a strategic thinker with exceptional relationship-building skills to foster and maintain partnerships that contribute to GMP’s business development objectives. In addition to leading the European team, you will also be directly responsible for 1-2 partner accounts where taking share from competition will be critical. The ideal candidate will possess outstanding front line leadership and organizational skills, a deep understanding of the laboratory, European Biotech market, and will demonstrate a consistent track record of success in previous positions.
The position will be based in EMEA – inclusive of European, UK or Switzerland locations. Ideal candidates will need to show the ability to work across multiple cultures.
ASD’s comprehensive laboratory services help drive drug development programs forward. Our purpose is to meet our clients’ needs by:
- Improving our position as the trusted partner for laboratory services in Biotech and Pharmaceutical markets;
- Honoring our commitments by consistently delivering results; and
- Becoming an admired business to work for, and a safe and exciting career destination for outstanding talent.
How will you make an impact:
You will enable our customers to make the world healthier, cleaner, and safer by helping our clients and sponsors understand how our laboratory service offerings in GMP Analytical Testing can accelerate the delivery of life-changing therapies to their patients.
What will you do:
- Drive Strategy to Action: Develop and implement a comprehensive sales strategy for our European Business Development team and targeted accounts within the GMP market space. This includes delivering a compelling value proposition and a methodology to consistently translate that value proposition into action in a differentiated way for each account.
- Partner with the GMP Labs European leadership team to drive consistent results leading to long term investments in the region.
- Establish Strong Client Rapport: Build and maintain strong, long-lasting relationships with key clients, including senior leaders across various disciplines such as Procurement, R&D, and Clinical Development. Support the BD team in advancing to higher levels within each key Biotech account.
- Deliver Sales Results for Biotech Accounts Segment: Define and drive revenue generation opportunities to increase market penetration with BD team and Biotech accounts. Develop Biotech-specific strategies for both current key accounts and new target accounts. Assess client satisfaction and recommend improvements. Ensure achievement of sales goals by driving share of wallet expansion, new business opportunities, and portfolio development across global Biotech accounts.
- Create Strategic Proposal Approach: Partner with appropriate functions to develop a strategic proposal response process, including templates, presentation materials, and a methodology that ensures the established value proposition resonates with Biotech accounts. Review all key proposals with the team to refine sales pitches and improve win rates.
- Develop Team for Success: Recruit, train, mentor, and lead a high-impact team of Biotech business development leads by fostering a collaborative and motivated environment. Remove barriers, provide guidance, and build tools and processes to enable the team to achieve optimal outcomes. Establish performance expectations, monitor progress, and implement corrective actions to address performance gaps.
- Monitor and Report Sales Performance: Prepare and present regular reports on business development activities and results to the VP Sales, GMP.
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How will you get here:
- A bachelor’s degree in business administration, sales, or a related field is required; an MBA or advanced degree is preferred.
Experience:
- Previous experience that provides the knowledge, skills, and abilities to perform the job comparable to 12+ years; strong preference for experience in biopharma, biotech pharma business development and key account management in a related Pharmaceutical or Medical Device sales industry to include 5+ years of sales management experience.
- Experience in global sales with diverse account base. In some cases, an equivalency, consisting of a combination of appropriate education, training and/or directly related experience, will be considered sufficient for an individual to meet the requirements of the role.
Knowledge, Skills and Abilities:
- Familiarity with clinical trials, drug development and manufacturing. This includes knowledge of customer needs commonly raised in this field.
- Awareness of regulatory landscape, including understanding regulatory bodies, compliance requirements, and any changes or updates in regulations to adequately address compliance concerns of potential clients.
- Success in a similar role that has consistently achieved measurable results.
- Excellent leadership and self-awareness to collaborate and influence colleagues at all levels.
- Expertise in motivating and integrating teams with excellent coaching and mentoring skills.
- Track record of building peer relationships and effective teams.
- 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 & 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 presentation skills at an executive-level).
- Demonstrated global and cultural awareness.
- Proficiency in using 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.
- Must show the ability to demonstrate the Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement
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Working Conditions and Environment:
- Work is performed in an office environment with exposure to electrical office equipment.
- Moderate travel, both domestic and international.
- Interaction with BDs, clients/associates required.
- Long varied hours required occasionally.
Physical Requirements:
- 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.
- Moderate mobility required.
- 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 apply abstract principles to solve complex conceptual issues. Requires multiple periods of intense concentration.
- Performs a wide range of complex tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence.
- Regular and consistent attendance.
About Thermo Fisher Scientific
Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team of more than 100,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. For more information, please visit www.thermofisher.com.
EU ONLY. Talent Acquisition to add regional requirements outside of the EU.
Apply today! http://jobs.thermofisher.com
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.
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Job Seekers with a Disability: Thermo Fisher Scientific offers accessibility service for job seekers requiring accommodations in the job application process. For example, this may include individuals requiring assistance because of hearing, vision, mobility, or cognitive impairments. If you are a job seeker with a disability, or assisting a person with a disability, and require accessibility assistance or an accommodation to apply for one of our jobs, please submit a request by telephone at 1-855-471-2255*. Please include your contact information and specific details about your required accommodation to support you during the job application process.
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