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Senior Director - Business Development (Pharmaceutical)

Senior Director - Business Development (Pharmaceutical)
Posted
Nov 28

Position Summary

This position is responsible for developing and executing annual operating plan commitments and long-term profitable growth for the global Pharma market. Responsibilities include developing regional business development strategies, including sales strategies, to continuously improve Thermo Fisher’s position in the addressed segments while penetrating new adjacent segments in order to expand the customer base.

Matrixed leveraging of a global regional Sales team, regional business development and the business unit to meet business target...Read more

Position Summary

This position is responsible for developing and executing annual operating plan commitments and long-term profitable growth for the global Pharma market. Responsibilities include developing regional business development strategies, including sales strategies, to continuously improve Thermo Fisher’s position in the addressed segments while penetrating new adjacent segments in order to expand the customer base.

Matrixed leveraging of a global regional Sales team, regional business development and the business unit to meet business targets including growth, required.

 

Responsibilities:

  • Sales Support – Maintain relationships with key customers and work to develop them into reference customers to help sales in a region or globally. Work closely with the local SSD organization to capture Pharma business by providing unique sales strategies & value propositions, especially with high value and complex deals. Support all aspects of the business strategy
  • Business development –Drive Pharma business performance (incl. bookings, margin, revenue and market position), identify issues and drive improvement actions. Provide input to the weekly and quarterly bookings forecast processes. Provide input to pricing, positioning, sales training content, S&OP volume planning, non – standard request justification, and be the “voice of the field” in new product introduction. Represent the BU in high level commercial meetings, internally and externally.
  • Overarching Strategy: Develop and present the overarching regional Pharma strategy. Screen regional application trends to identify new market opportunities or potentially disrupting trends.
  • Strategic Planning – Support Product Marketing Directors, to provide the field perspective for (new) products and workflows, competitive trends and implement regional Marketing Plans
  • Manage relationships with internal stakeholders, lead cross-functional, global teams, work closely with the BU, sales operations, and Sales and service teams to deliver exceptional customer value while achieving the financial objectives of the business.
  • Continuous Improvement: monitor and continuously improve efficiency and effectiveness of strategy execution by implementing powerful business processes (PPI)

 

Minimum Qualifications:

  • Extensive experience and networks across the Pharma industry is essential, specifically across front end/drug discovery
  • Bachelor’s degree in business or technology discipline required, preferably Life Sciences
  • Extensive business development and/or Sales experience is also essential
  • Technical expertise in Protein biology or Protein expression would be advantageous
  • Experience working for a global, highly matrixed company in a scientific capital equipment, serving the Pharma industry
  • Experienced in working in different geographical regions with different cultures, team player.
  • Demonstrated ability to build strong relationships with key business partners and customers to impact growth
  • Excellent at business development and sales strategy (Miller Heiman), planning and execution with a strong results-oriented approach
  • Highly developed commercial sensibility; ability to recognize growth opportunities and execute on them.
  • Highly effective leadership, adept at team-building and experienced in change management
  • Excellent presentation and communication skills
  • Experience and demonstrated aptitude both managing and prioritizing multiple projects and initiatives
  • Experience in interacting with highly technical customers and customer groups

Willingness to travel up to 60%, both domestic and internationally, as required

 

About Us:

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $25 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, improving patient diagnostics and therapies or increasing productivity in their laboratories, we are here to support them. Our global team of more than 75,000 colleagues delivers an unrivalled 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 and Patheon. For more information, please visit www.thermofisher.com.

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