Executive Account Director – Business Development, Key Accounts, Bioanalytical Labs

🔥 49 minutes ago

⚔️ Virginia – Remote

⚔️ Virginia – Remote

💵 $180k - $200k / year

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

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Thermo Fisher Scientific

WebsiteLinkedInAll Job Openings

10,000+ employees

🧬 Biotechnology

💊 Pharmaceuticals

🏥 Healthcare

Biotechnology • Pharmaceuticals • Healthcare

Thermo Fisher Scientific is the world leader in serving science, with a stated mission to enable customers to make the world healthier, cleaner and safer. The company provides a broad portfolio of laboratory instruments, analytical technologies, diagnostics, consumables, software and services that support life‑sciences research, analytical testing, clinical diagnostics and the development and manufacture of therapies. Its operations and offerings (as described on its site and in its news) include advanced imaging and electron microscopes, chromatography and mass‑spectrometry systems, genetic and clinical testing, lab automation and AI tools, bioprocessing and contract development/manufacturing services (brands cited include Thermo Scientific, Applied Biosystems, Invitrogen, Gibco, Fisher Scientific, Unity Lab Services, Patheon and PPD). Thermo Fisher reports annual revenue over $45 billion and emphasizes corporate social responsibility, environmental and community programs alongside its scientific products and services.

📋 Description

• Develop and execute strategic sales plans for assigned global key accounts • Create account plans and drive year-over-year growth while meeting or exceeding sales goals • Expand accounts through cross-selling ASD and partnering with CDSD • Identify business development opportunities and build relationships with clinical teams, therapeutic/service areas, budget holders, and decision makers • Develop relationships with new biopharma accounts and position unique value propositions • Establish and preserve preferred vendor status through proactive account management • Organize quarterly strategic planning meetings with PPD Alliance Leads • Evaluate relationship health, projects, issues, and resource requirements while championing customer relationships internally • Lead RFP/proposal processes, bid defenses, and contract negotiations • Lead RFI strategy from receipt through completion, including client meetings, stakeholder alignment, presentation materials, and response quality • Advise senior leadership on global key account success and relationship trends • Collaborate with other KAMs and the VP, Business Development, Bioanalytical Labs, on business direction and account retention • Partner with Alliance Leads to improve client satisfaction and implement recommendations • Work with Scientific Affairs to grow market niches and create services and line extensions based on client input • Provide opportunity updates and log activities in Salesforce to meet KPI expectations • Liaise with SMEs and other Bioanalytical Labs departments to meet key account needs • Occasional drives to site locations and domestic/international travel

🎯 Requirements

• Bachelor's degree or equivalent and relevant formal academic / vocational qualification • 8+ years of previous experience providing the knowledge, skills, and abilities to perform the job • Combination of appropriate education, training and/or directly related experience may be considered as an equivalency • Consultative selling in large accounts • Relationship-building and ability to expand beyond current contacts • Ability to clearly present and articulate value • Ownership of account management with ability to balance competing needs/objections • Sufficient Labs knowledge to succeed • Strong interpersonal skills to build relationships, communicate and influence across all organizational levels • Ability to act as a liaison for internal/external customers • Advanced process improvement/implementation skills • Extensive analytical and data interpretation/tracking/trending skills • Excellent verbal and written communication/interpersonal skills • Extensive MS Office skills including Word, Excel, Visio, Access, and PowerPoint • High level of PC competence and understanding of computer logic • Excellent business and financial acumen • Proven executive presence • Ability to travel domestically and internationally • Ability to meet physical and attendance requirements, including regular and consistent attendance • Ability to travel 50%-75%

🏖️ Benefits

• Variable annual bonus based on company, team, and/or individual performance results • National medical and dental plans • National vision plan, including health incentive programs • Employee assistance and family support programs • Commuter benefits • 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 • Short- and long-term disability in accordance with company policy • Competitive 401(k) U.S. retirement savings plan • Employees’ Stock Purchase Plan (ESPP) with opportunity to purchase company stock at a discount

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