Senior Business Development Executive bei Thermo Fisher Scientific

Work Schedule

Environmental Conditions

Job Description

The Senior Business Development Executive (BDE) for Sterile Drug Product Development (DPD) is responsible for crafting and implementing strategies to drive growth for assigned Strategic Account Clients within the Sterile DPD framework. The Senior BDE collaborates with the Sales Account Leader (SAL) to deliver a customized value proposition to clients. This position offers a great chance to be part of a team striving for excellence in rapidly growing our market reach!

The Senior BDE will explore novel compounds and strive to boost market presence, leading to improved customer happiness and contentment. They will forge and cultivate crucial bonds within the client team to ensure the smooth implementation of the expansion plan. By working together with various departments, such as business units, network and site leaders, subject matter experts (SMEs), Business Managers, Site Operations, and Strategic Relationship Managers, you will propel growth.

Responsibilities

• Build Sterile DPD business development strategy for assigned strategic accounts in the Pharma Services Group, incorporating division-level goals and objectives.
• Become an authority in the partner’s pipeline and portfolio to proactively uncover valuable business opportunities.
• Lead tactical RFPs and run rate deals as well as large, sophisticated deals within BU.
• Develop relationships at senior levels within select accounts to advance Thermo Fisher’s access and opportunities.
• Develop account leverage across the breadth of the portfolio.
• Lead the Sterile sales objectives for each client.
• Support the development, alignment, and pull-through of customer-specific contracts.
• Lead sterile-specific contractual negotiations and the full sales process for assigned accounts.
• Use opportunities and initiatives such as bundles, incentives, and rebates to grow DPD’s share of spend with Thermo Fisher.
• Anticipate and regularly think about challenge points and opportunities for more customer engagement and/or customer experience; share findings with key collaborators.
• Gather information, analyze, and develop commercial strategies with customer dynamics and focus.
• Understand the key operating cycles and imperatives of the client: Budget cycle, strategic sourcing priorities, and business processes.
• Apply customer relationship management system and reporting tools to accurately forecast sales numbers, communicate, and update on sales objectives.

Education/ Experience

• Applicants with a B.Sc or equivalent experience in a scientific field (e.g., chemistry, biochemistry, pharmacy) or a business-related background will receive special consideration.
• MBA or similar background in business education.
• Extensive experience in sales, deal composition, and key account or relationship management.
• Possessing a background in selling CDMO gives a clear edge.
• Having a sterile background or expertise is a clear benefit.
• Strong analytical skills including financial competence.
• Demonstrated history of effectively acquiring business from significant accounts.
• Demonstrated success engaging effectively with senior leaders both internal and external to the company.
• Commercial account leadership with demonstrated experience leading complex, high-value, high-growth accounts in a matrix environment with multiple partners.
• A reliable partner with a track record of coordinating activities and influencing actions within a team and Company.
• Strong negotiation and communication skills.
• Complex deal structuring experience.
• Self-motivated and dedicated to achieving goals.
• Proficient in English.