Location
Horsham, West Sussex | United Kingdom
Job description
Lead Account Manager
When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, like helping customers find cures for cancer, protecting the environment, or ensuring our food is safe. Your work will have a real-world impact, and you’ll be supported in achieving your career goals!
Location/Division
We are a strategic drug development CDMO and clinical services partner serving the pharmaceutical, biotech, research and clinical lab, medical device, consumer, academic, and government markets. We can navigate everything from sophisticated supply chain issues and compressed timelines to evolving regulations and a global pandemic. We know your challenges and have developed solutions to help bring treatment to market faster: A patient is always waiting.
This position is an integral part of our sales organization for the Clinical Trials Division with Pharma Services.
How will you make an impact?
In this role, you will handle and develop specific client accounts within the EMEA region. You will identify high-growth and high-potential opportunities within your specific accounts alongside handling the current base business.
What will you do?
- Identify and progress new opportunities within the region's territory and mid-size Pharma and Biotech Accounts.
- Actively work with global site operational teams to protect existing business and discuss future opportunities
- Continually monitor and review personal performance against plan highlighting any concerns to the manager.
- Own project prioritising to drive quoting requirements
- Own and handle the quoting process ensuring the most effective solution for your client
- Lead and set client expectations by involving other Fisher Clinical Services personnel, such as Client Services, Operations, Subject Matter Experts (SMEs), and Executive Leadership Team (ELT) Members, to build a horizontally integrated relationship that capitalizes on the technical talent and knowledge base within Fisher Clinical Services
- Meet new sales objectives and deliver on targets set for new business
- Have a solid understanding of the multiple service lines to support clinical trials: Clinical Ancillary Management, Comparator, Total Transportation Management, Direct to Patient, Clinical Supply Optimization Services
- Analyze client needs to assess potential demands for new work
- Own the process of winning new business, including leadership at the bid defense meeting, price negotiation, and contracts management
- Find opportunities for improvement of quality and service within the account and implement action plans
- Ensure accurate and timely reporting of metrics
- Undertake any other duties on an ad-hoc basis as required by the Line Manager.
- Demonstrated understanding of clinical path for molecules at the therapeutic level for program expansion.
- Achievement of master-level rating in the majority of sales proficiencies
- Actively mentor new hires during the onboarding process
- Proven track record to consistently achieving sales targets over successive years
- Ability to build strategic relationships with clients (preferred or sole source agreement)
- Ability to position service lines to improve and increase win rate
- Proactively engages across business units for cohesive integrative opportunities within PSG and CRG
How will you get here?
Education
- The minimum education requirement is a bachelor’s degree.
Experience
- Minimum of 8 years with a combination of related clinical project experience and related sales experience. Preferably, this experience includes clinical protocol development and/or CRO sales.
Knowledge, Skills, Abilities
- Account Management experience in a targeted sales environment.
- Excellent interpersonal skills, attention to detail and accuracy
- Strong analytical and leadership skills
- Strong communication and negotiation skills
- Resilient and self-confident
- High level of intensity, passion, and integrity
- A proactive approach
- Encouraging of confidentiality
- Consistent record in leading laterally and influencing without authority to accomplish business initiatives on behalf of our customers
- Able to make decisions independently, and to benefit the company
About Thermo Fisher Scientific
Thermo Fisher Scientific Inc. is the world leader in serving science, with an annual revenue of approximately $40 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, growing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our distributed team of more than 100,000 colleagues delivers an unrivaled 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, Patheon, and PPD. For more information, please visit .
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
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