Job ID :
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Job Title: Business Development Manager for Key Accounts
Requisition ID: 71134BR
When you join us at Thermo Fisher Scientific, you'll be part of a smart, driven team that shares your passion for exploration and discovery. With revenues of $22 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world.
Location/Division Specific Information
Open to someone working Remote within the U.S. with access to a major airport / Lap Products Division
The BDM is part of the Laboratory Products Division (LPD) which unites deep scientific expertise, a collaborative culture and rich resources to deliver the lab equipment and consumables that our customers need to achieve their scientific goals quickly, reliably and safely. Our smart lab solutions make it faster and easier for our customers to focus on what matters most delivering answers and innovations that save and improve lives.
How will you make an impact?
The Business Development Manager is responsible for developing strategies for a set of assigned key accounts and Manufacture Reps, ensuring an ongoing pipeline of major customer acquisition opportunities for Water Laboratory Products and Thermo Fisher Scientific.
What will you do?
Lead all new strategic business development activities inside assigned accounts through proposal and negotiation, culminating in new, large contract agreements and "program" accounts
Build strong understanding of assigned customers and their marketplaces through a broad range of information sources, including direct customer exchanges, networking, publications, market information, and industry events
Coordinate needs assessment activities, develop and execute against an optimal account entry strategy, and clearly articulate customized value propositions focused on addressing the customers internal challenges or areas of focus
Develop strong and strategic relationships with middle and senior management contacts in procurement, operational, and scientific disciplines; maintain a balance of communication across various stakeholder groups; utilize any opportunity to support customers and build trust and interest, even outside of business focus
Develop and manage efficient account development plans; track progress against key account development milestones; report out progress in regularly scheduled account review sessions
Engage and lead field selling resources to ensure strategic alignment, information sharing, and team execution, working across matrixes
Ensure effective cross-divisional and global coordination of account strategy as applicable, including alignment with the Corporate Accounts team and Distribution Partners
Understand competitive landscape, current competitive contracts with assigned customers, and the impact on our account development strategy
Lead all proposal development activities, either in response to a customer RFP or proactively, including value proposition, terms, and negotiating pricing with suppliers; lead pro forma review process to justify business proposal
Clearly and broadly articulate components of negotiated contracts and ensure strong implementation and execution against customer and company expectations
How will you get here?
Bachelor degree required in Life Science and/or other related field.
Requires 10 years' experience with a major company in the life science industry with a proven track record in sales
Strategic selling, account management, business negotiation in matrix environments; direct management experience preferred
Experience with both direct and distribution selling environments is desired
Knowledge, Skills, Abilities
Demonstrated ability to maintain and grow senior-level customer relationships across multiple customer functional areas such as sourcing, production, research, facilities, QA/QC, and materials management
Strong analytical skills: the ability to draw conclusions and observations from market trends and unit analysis
Demonstrated success in forming interdepartmental relationships
Demonstrated excellence in oral and written communications skills
Substantiated capability to effectively negotiate and close business
A solid foundation in financial skills used in a selling environment
Independent and self-motivated; able to independently structure productive activities to reach an end goal
Thoughtful but decisive, with a strong bias for action and a proactive vs. reactive approach
Demonstrate the Thermo Fisher 4i values Integrity, Intensity, Innovation, and Involvement
At Thermo Fisher Scientific, each one of our 70,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular missionenabling our customers to make the world healthier, cleaner and safer.
Apply today! http://jobs.thermofisher.com
If you are an individual with a disability who requires reasonable accommodation to complete any part of our application process, click here for further assistance.
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
Thermo Fisher Scientific Inc.