Account Director - Business Development, Central Labs

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Position Summary: As part of the Global Business Development team for Central Laboratory, the Global Business Development Territory Reps (BD/Director/Associate Director, Account Management) has the primary priority of acquiring and retaining high-value clients within the small and mid-sized pharmaceutical companies. This is a field-based sales position within an assigned territory based on geography. The position is responsible for managing the entire process of new client acquisition including introduction, capabilities presentations, relationship development, proposal acquisition and oversight, sales closing, negotiation of awards, service related follow up and the expansion of opportunities with each client.

Key Responsibilities:

•  Own assigned territory and drive performance through well-thought territory account plans, acquiring and retaining high-value clients within the small and mid-sized pharma market
• Partner with CDSD to win joint accounts
• Develop relationships as needed to foster growth at established accounts within territory
• Develop a territory leads funnel to achieve annual sales targets and meet new client acquisition targets.   Qualify prospective clients in accordance with sales process, determine project timeframe, key contacts and funding sources.  Convert qualified leads into opportunities.
• Drive awards within assigned territory to meet GCL sales targets and objectives
• Knock on doors and develop relationships with new accounts in territory leveraging standard value prop to win and grow
• Develop and implement effective client strategies to optimize sales, results and overcome competitive risks
• Provide input and oversee the proposal/opportunity process, in concert with the proposals & contracts team and Scientific Affairs team
• Act as a client advocate and provider of market and competitive information to direct and enable PPD GCL capability and process improvements and meet client capability requirements
• Represent PPD GCL at client presentations, client bid defenses, and industry conferences/events on an at needed basis
• Partner with Scientific affairs, proposals and contracts, project management and other key stakeholder through the organization to meet and exceed client expectations
• Provide routine updates to opportunities and log all requested activities into Salesforce to meet KPI expectations
• Partner with Account Development to grow pipeline and leverage lead generation tools such as Salesforce.com and Global Data

Key Skills:

• Intensity and hunger to win
• Ability and willingness to build from scratch with accounts
• Ability to clearly present and articulate value prop
• Pipeline management and strong organizational skills
• Must be physically based in assigned territory
• Travel 25-50%

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 2 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 Massachusetts is $95,000.00–$158,300.00.

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