Senior Account Director - Business Development, Health Economics - Market Access

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Thermo Fisher Scientific

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Analytical Instruments • Laboratory Supply Chain Programs and eCommerce • Laboratory Equipment • Lab Services • Specialty Diagnostics

10,000+

Description

• Secures and retains business for PPD (Health Economic/ Market Access through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at existing and new clinical sponsors. • Positions PPD as a primary or preferred provider for all clinical development work to be outsourced. • Qualifies deals and develops proposals including defining the solutions and recommending pricing structures to meet strategic company goals. • Serves as the primary contact until work is sold, then coordinates with the relevant clinical development area(s) to ensure a successful implementation. • Acts as a liaison between sponsor and company on all business development activities and requirements. • Gathers data on marketing trends and competitive products/services and pricing. • Mentors and trains junior level staff. • Orchestrates RFP strategy calls, develops client proposals, prepares client presentations, and negotiates and closes contracts. • Signs new business authorizations at or above assigned authorization goal. • Makes cold calls and client visits; maintains sales database; maintains cold call and client visit activity reports. • Ensures client satisfaction through periodic client contact; reports and develops recommendations to address client dissatisfaction; respond to all client requests.

Requirements

• 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 8+ years’) or equivalent combination of education, training, & experience. • Scientific, sales and/or marketing background with concentration in pharmaceutical/biotech area. • Proven track record of developing mid- and high- level business contacts. • Excellent interpersonal skills in order to manage and fully integrate with Operations, Finance, Bids & Contracts and Marketing, and follow-up to expand relationships and business opportunities. • Demonstrated experience in identifying and developing sales leads, making professional presentations, managing the sales process through close, and handling all aspects of contract negotiations. • Understanding of sales automation systems and Microsoft Office programs.