Company Information
Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, enabling our customers to make the world healthier, cleaner and safer. With annual revenues of $10 billion, we have more than 30,000 employees and serve over 350,000 customers within pharmaceutical and biotech companies, hospitals and clinical diagnostic labs, universities, research institutions and government agencies, as well as environmental and industrial process control settings. Together, we offer the most convenient purchasing options to customers and continuously advance our technologies to accelerate the pace of scientific discovery, enhance value for customers and fuel growth for shareholders and employees alike. Visit www.thermofisher.com.
The BioPharma Services Division (BSD) of Thermo Fisher Scientific Inc. is the world leader in expediting drug research and delivering patient hope. A highly successful and high growth division, BioPharma Services employs approximately 4,000 dedicated individuals globally providing world class pharmaceutical and biopharmaceutical solutions including clinical trial packaging, labeling, supply chain, logistics, and laboratory testing.
Job Description
Job Title: Senior Account Executive
Reports To: (title only) Director of Sales, North America
Group/Division: BioPharma Services
Business Unit: Fisher Clinical Services Sales and Marketing
Position Location: San Fransisco, California
Career Band: IV
Job Track: Sales
Number of Direct Reports (approximate): 0
Day/Shift (if applicable): Day
FLSA Status (Exempt/Non-Exempt): Exempt
Position Summary:
The Senior Account Executive for Fisher Clinical Services is responsible for meeting the business development or “sales” objectives for assigned customers and/or an assigned territory. Meeting these objectives includes the identification of opportunities, the formulation of specific account strategies, and the implementation of tactics that will result in new business, while building long-term productive customer-supplier relationships with said businesses, as well as existing customers. This position requires timely reporting on activities, expenses, operations and forecast data for assessment of progress on meeting predetermined objectives. This position confers with Fisher Clinical Services Senior Management and liaisons with Fisher Clinical Services Client Services to discuss quotations, project management and scheduling activities.
Essential Duties and Responsibilities:
Applies Good Manufacturing Principles in all areas of responsibility.
Demonstrates and promotes the company vision.
Meets or exceeds the business development or sales goals for the assigned accounts and/or territory.
Develop, attain approval, and implement specific Account Development Plans (ADP) including strategies, tactics and initiatives designed to support the attainment of predetermined goals. This includes the prioritization of accounts, identification of decision-makers, utilization of sales tools while leveraging events (trade shows and vendor fairs), entertainment, etc.
Provide clinical supplies sales support for Fisher Clinical Services Project Managers
Manage client expectations by involving other Fisher Clinical Services personnel, such as Client Services, Operations, Subject Matter Experts (SMEs) and Executive Leadership Team (ELT) Members, in order to build a horizontally integrated relationship that capitalizes on the technical talent and knowledge base within Fisher Clinical Services.
Negotiate with customers while providing proposals, quotations, and service agreements that are properly reviewed and authorized by the Director of Sales, Contracts, Operations, and ELT, where required.
Document activity and report progress on an ongoing basis with CRM systems that are provided. Review performance against plan with Director of Sales and, where shortfalls exist, the incumbent will recommend alternative strategies and tactics.
Provide suggestions for solutions and/or new services or areas of technology for Fisher Clinical Services that are in concert with the business development with the current “Go-To-Market” strategy.
Participate in training and development opportunities, such as Miller-Heiman Conceptual and Strategic Selling; Communispond Executive Presentation Skills; Thermo Fisher Scientific Practical Process Improvement, etc., in order to maintain competency and to stay abreast of the latest business development tools and clinical supplies technology.
Participate in the Fisher Clinical Services Performance Management & Development (PMD) process completing a self-assessment, participating in the appraisal interview and suggesting development activities.
Observes Fisher Clinical Services company policy and Fisher Clinical Services SOP’s and makes recommendations for improving the effectiveness of policies and procedures, where appropriate.
Accept other sales related duties as assigned.
Other duties may be assigned to meet business needs.
Conducts all activities in a safe, efficient, and professional manner.
Basic Minimum Qualifications (BMQ):
To perform this job successfully, the individual must be able to perform each essential duty satisfactorily. The requirements below are representative of the knowledge, skill or ability required.
Communication and presentation skills
Clinical trials and/or materials management knowledge
Negotiation and problem solving skills
Education/ Experience (BMQ):
Minimal requirements include a BS/BA or equivalent in business or the sciences with 4 years of related clinical project experience plus 2 years of related sales experience. Preferably, this experience includes clinical protocol development. Any combination of an advanced degree such as a Pharm.D. or MBA included with the related clinical supplies or sales experience may qualify for the minimum requirements for this position.
Demonstrated competency with software tools used for internal and external communications such as the Microsoft Office Suite, including MS Access and MS Project Management, SalesForce, or other CRM software. Demonstrated ability to embrace and utilize internal software/platforms.
Add’l preferences:
Certificates and/ or Licenses (BMQ):
A valid driver’s license is required.
Add’l preferences:
Supervisory Responsibility:
No direct responsibility is assigned. The incumbent will review and approve quotations developed by the assigned Project Manager or the Quotation Development Team.
Internal and External Contacts:
Internal contact at all levels of Fisher Clinical Services. Will work with guidance from Fisher Clinical Services General Managers, Leaders of the Commercial Organization, Client Services, Operations, SMEs, ELT Members and Business Development Heads, with ultimate accountability to the Director of Sales.
External contacts with all Fisher Clinical Services customers. Must be able to present Fisher Clinical Services capabilities and negotiate for position. This position requires superior communication, analytical, and problem solving abilities. Sound administrative skills and well developed management skills, with proven ability to close a sale, are required.
Ability and/or Skills (BMQ):
Up to 50% overnight travel may be required. Intellectually and psychologically challenging situations where critical decisions must be made. Normally required to drive and or fly to and from customer locations. Ability to lift and carry a lap top computer, LCD projector and promotional materials into customer facilities frequently weighing 10–25 lbs.
Add’l preferences:
Work Schedule:
8 AM to 5 PM core hours, additional hours as required.
Up to 50% travel
Other Factors:
Required to maintain a “home office”. International travel may be required.
Disclaimer:
This position description is written as a guideline to inform Thermo Fisher Scientific Employees of what is generally expected of them at each job level. The description is not intended to be all encompassing or limiting in any manner; rather, it is hoped it will add understanding and better reflect the work performed at all levels of employment within Thermo Fisher Scientific. Duties and responsibilities other than those listed may be included as needed within the work group or the company as a whole.
The above information is for exclusive use within Thermo Fisher Scientific and may not be used or duplicated by others without written consent.
Industry: Biotech/Pharma
Discipline: Direct Sales
Experience: 15+ Years
Compensation: $100K
Company: Fisher Clinical Services