DirecciónSummary of role :
The DPD Senior Business Development Executive is responsible for the developing and implementing DPD base strategies to drive growth and development of their assigned Strategic Account Clients within the context of the DPD relationship.
The Senior BDE be required to work closely with the Sales Account Leader (SAL) deliver a client tailored value proposition.
The Senior BDE will be required to hunt for new molecules, seek to gain a deeper share of wallet leading to improved customer success and experience.
They will be required to develop and maintain key relationships across the client team relevant to ensuring delivery of the growth plan.
They work cross functionally with business unit, network and site leaders , subject matter experts (SMEs), Business Managers , Site Operations and Strategic Relationship Managers to drive increased growth.
A day in the Life :
Creates DPD Business Development strategy for assigned Strategic Accounts in the Pharma Services Group, incorporating division level goals and objectives.
This is collected in the Account Growth Plan.
- Becomes an authority in the partner’s pipeline and portfolio to proactively uncover BU level valuable business opportunities.
- Leads tactical RFPs and run rate deals as well as large, sophisticated deals within BU.
- Develops relationships at senior levels within select accounts to advance Thermo Fisher’s access and opportunities. Builds relationships with R&D, clinical operations, and commercial leaders at partner organizations, enabling identification, development of support of new or expanded opportunities.
- Creates account leverage across the breadth of the portfolio.
- Leads the DPD sales objectives for each client.
- Supports the development, alignment and pull-through of customer specific contracts.
- Leads DPD specific contractual negotiations and full sale process for assigned accounts.
- Uses opportunities and initiatives such as bundles, incentives, and rebates to grow DPD’s share of spend with Thermo Fisher.
- Anticipate and regularly consider challenge points and opportunities for further customer penetration and / or customer experience;
share findings with key stakeholders.
- Gathers information, analyzes, and develops commercial strategies with customer dynamics and focus; ability to adjust strategies based on Strategic Business Intelligence data, new customer affiliations, market conditions and new areas of focus.
- Understands the key operating cycles and imperatives of the client : Budget cycle, strategic sourcing priorities and business processes.
- Applies customer relationship management system and reporting tools to accurately forecast (DPD-level sales number), communicate and update on sales objectives.
Minimum Requirements / Qualifications :
- A minimum degree preferred in a scientific subject area (chemistry, biochemistry, or pharmacy) or business-related field.
- MBA or professional business education preferred.
- Previous sales, deal design and key account or relationship management experience.
- Strong analytical skills including financial competence.
- Consistent track record of successfully gaining business from key / large accounts.
- Demonstrated success engaging effectively with senior leaders both internal and external to the company.
- Previous sales experience, including commercial account leadership.
- Demonstrated experience leading complex, high-value, high growth accounts in a matrix environment with multiple partners.
- A strong teammate with consistent track record to coordinate activities and influence actions across a team and Company.
- Strong negotiation and communication skills.
- Complex deal structuring experience.
- Self-motivated and biased to action and results
- Please note this role may require you to travel up to 50% globally*
Benefits :
We offer competitive remuneration, sales incentive bonus plan and a range of employee benefits specific to your country.
Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects.
We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!
