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

The following information provides an overview of the skills, qualities, and qualifications needed for this role.

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

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 :

• Develop and execute a strategic sales plan for owned assigned accounts and drive performance through well-thought account plans.
• Develop account plans for each assigned account.
• Demonstrate year over year growth for global key accounts, meeting / exceeding sales goals for each account.
• Drive account expansion through cross-selling ASD and partnering with CDSD.
• Identify and access various points of business development 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, advancing our strategic relationships with budget holders and key decision makers.
• Develop relationships with target new biopharma accounts and develop unique value propositions to position to win and grow.
• Establish and preserve preferred vendor status by maintaining a keen awareness of the global key accounts business strategies and pain points to align with GCL’s service offerings to maximize business return through proactive account management.
• In conjunction with PPD Alliance Leads, organize quarterly strategic planning meetings to evaluate the health of the relationship, ongoing / upcoming projects, potential issues and resource requirements and champion the relationship internally to improve customer affinity.
• Drive successful RFP / Proposals process to meet and exceed key account expectations; actively participate in bid defense and contract negotiations while providing recommendations on improving profitable solutions that meet customer needs.
• 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.
• Advise senior leadership team on the success of our global key accounts; provide insight into trends that support the preferred / exclusive vendor relationships.
• Work with other KAMs to ensure a collective voice is championing a business direction and changes needed for us to win and retain more key accounts in collaboration with VP, Business Development, Central Labs.
• Partner closely with Alliance Lead on assigned accounts to ensure client satisfaction, provide insight to relationship management and the operations regarding areas of opportunity, make and implement recommendations to drive higher client satisfaction.
• Partner closely with Scientific affairs to assist in growing new market niches and creating new services and line extensions based on client input.
• Provide routine updates to opportunities and log all requested activities into Salesforce to meet KPI expectations.
• Liaise and align with Subject Matter Experts (SMEs) and other departments through GCL 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).

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 :

• 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 acumen.
• Proven executive presence.

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.
• 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 obtain or relate information to diverse groups.
• Works independently with little guidance 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%.

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 in accordance with company policy.

We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes :

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs.
• Employee assistance and family support programs, including commuter benefits and tuition reimbursement.
• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy.
• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan.
• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount.

For more information on our benefits, please visit : https : / / jobs.thermofisher.com / global / en / total-rewards

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