Executive Director/ Vice President, General Partner (Biopharma) - US Remote

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 to understand how our clinical development service offering enables them to deliver life-changing therapies to their patients more quickly.

What will you do

Relationship Management

• Cultivate and expand deep relationships at the highest levels within the account working in close coordination with your direct reports and other departments.
• Establish and grow customer loyalty and Customer Delight, including proactively engaging customers with insights on industry trends and potential challenges.
• Drive engagement between Executive Sponsor and other senior executives within broader Thermo Fisher leadership.
• Make connections and identify new account areas for potential footprint expansion.
• Build and strengthen client advocacy and engagement at the highest account organizational levels.
• Establish robust CRG stakeholder management across all business units.

Account Ownership

• Drive team to achieve target within CDSD and all CRG business units.
• Expand existing commercial presence to grow account into strategic partner.
• Central point of contact for internal and external communication across all CRG.
• Proactively engage and drive internal stakeholders across the TMO organization, direct reports, and business partners.
• Coach team and be actively involved on proposals and bid defenses and own partnership pursuits efforts within account.
• Develop and maintain active account plan and demonstrate progress against planned strategies.
• Proactively solicit feedback from internal and external stakeholders to capture business intelligence.

Develops Growth Strategies

• Identify key areas of strategic expansion within account and drive proactive selling across all business units within CRG and across PSG.
• Collaborate with therapeutic unit leadership to develop strategies and execute against account growth plan.
• Develop innovative commercial solutions and proactively present to customer to address existing challenges.
• Proactively identify and address financial, operational, relationship and quality concerns aligned with customer needs.
• Develop strong working relationships with internal operational, commercial and finance partners.
• Prioritize top revenue generation and maximize to increase market penetration.

Operational Quality and Efficiency

Enterprise champion collaborating effectively with direct reports and operational colleagues to ensure exquisite operational delivery, exceed operational milestones while maintaining expected levels of quality and rigor. Coach Dev Ops and others to proactively address potential challenges and issues while optimizing existing operating models.

Innovation

• Leverage collective relationship to identify customer needs to inform innovation and investment strategies.
• Demonstrate a deep understanding of the client's market position, needs, and competitive landscape.
• Deeply understand industry trends to inform clients.
• Challenge enterprise on client needs to force innovation discussion and application.

Team Management

• Recruit, train, and manage the high-performing account team, including business development and development operations.
• Foster a collaborative and motivated environment focused on accountability for results, client advocacy and innovative problem solving.
• Ensure consistent delivery for each business development representative of top-line sales goals and targeted profit contribution.
• Correctly use Salesforce and enforce all sales administrative tasks.

How will you get here

• A bachelor's degree in business administration, sales, or a related field is the required minimum education; MBA or advanced degree is preferred.
• Previous experience that provides the knowledge, skills, and abilities to perform the job comparable to 15+ years; strong preference for experience in a CRO, Pharmaceutical or Medical Device sales industry to include 5+ years of sales or general management experience.
• Proven sales history with breadth of global responsibility and account management.

Knowledge, Skills and Abilities

• Demonstrated success in a similar commercial leadership role that has consistently achieved and exceeded commercial targets.
• In-depth knowledge of the CRO industry and clinical trial processes, including regulatory requirements and best practices.
• Strong understanding of complex technical requirements and the ability to effectively communicate technical information to both technical and non-technical stakeholders.
• Proven ability to build and develop high performing teams.
• Excellent leadership and communication skills, with the ability to effectively collaborate, cultivate and influence stakeholders across functions and at all levels.
• Executive presence with ability to build and foster senior level customer relationships.
• Demonstrates robust judgment, problem solving and decision making.
• A big-picture thinker with the ability to contribute meaningfully to strategic discussions while also remaining attuned to the details required for successful operational execution.
• Ability to create constructive tension with customers by identifying customer challenges and potential gaps.
• Understanding of management, planning, organizing and resourcing skills and managing priorities.
• A high tolerance for ambiguity and the ability to navigate complexity.
• Great communicator and negotiator, able to develop shared perspectives and achieve actionable results through others.
• Ability to handle complex situations and multiple responsibilities simultaneously.
• Demonstrated analytical skills with the ability to judge situations accurately and quickly.
• Ability to quickly and effectively build credibility and strong relationships at all levels.
• Strategic thinker with ability to uncover and understand customer needs and construct novel enterprise level solutions.
• Must show the ability to demonstrate the Thermo Fisher values (The Four I's) - Integrity, Intensity, Innovation, and Involvement.

Working Conditions and Environment

Work is performed in an office environment with exposure to electrical office equipment. Travel, both domestic and international. Interaction with clients/associates required 25-50%. Long varied hours required occasionally.