Senior Account Director – Business Development, Biotech
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Job Description
Senior Account Director driving biotech sales for Thermo Fisher Scientific's life-science services. Growing global key accounts, winning RFPs, and expanding pharmaceutical and biotech partnerships.
Responsibilities:
- Develop and execute strategic sales plans and account plans for assigned global key accounts
- Build and maintain long-lasting relationships with senior client leaders across Procurement, R&D, vendor management, and strategic outsourcing
- Drive revenue generation, market penetration, share-of-wallet expansion, new business opportunities, and portfolio development across biotech Phase II–III key accounts
- Assess client satisfaction and recommend improvements
- Develop strategies for target global accounts
- Drive RFP/proposal processes, deliver responses, and support contract negotiations
- Lead RFI strategy from receipt through completion, including client meetings, stakeholder alignment, presentation materials, and response quality
- Translate RFI strategy into effective RFP responses to win preferred-provider negotiations
- Partner with Business and Project Management teams to champion business direction and implement changes to win and retain key accounts
- Collaborate with internal account partners and subject-matter experts to improve client experience, expand into new market niches, and develop new services and line extensions
- Prepare and present regular reports on business development activities and results to VP GMP, Business Development
- Help pharmaceutical, biotech, and medical-device clients accelerate delivery of life-changing therapies
Requirements:
- Bachelor’s degree in business administration, sales, or a related field required; MBA or advanced degree desired
- 5+ years of relevant experience, preferably in clinical business development and key account management in pharmaceutical, biotech, or medical-device sales
- Experience in global sales with a diverse account base
- Strong understanding of drug development through commercialization and common customer needs
- Awareness of regulatory bodies, compliance requirements, and regulatory changes
- Demonstrated success in a similar role with measurable results
- Strong customer relationship management and resolution skills
- Commercial sales skills, including lead generation, capability presentations, sales-process navigation, and deal closing
- Business intuition and critical-thinking ability to convert strategies into profitability and growth
- Exceptional organizational and project-management skills with ability to handle multiple tasks
- Strong analytical, problem-solving, and executive-level presentation skills
- Demonstrated global and cultural awareness
- Proficiency with CRM systems and Microsoft Office Suite
- Ability to adapt to a fast-paced, multi-faceted work environment
- Flexibility and willingness to travel domestically and internationally
- Ability to demonstrate Thermo Fisher values: Integrity, Intensity, Innovation, and Involvement
- Regular and consistent attendance
- Ability to use computer software and apply abstract principles to complex conceptual issues
- Ability to sustain intense concentration and perform complex tasks under changing conditions
Benefits:
- Variable annual bonus based on company, team, and/or individual performance results
- Choice of 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 eligible colleagues able to purchase company stock at a discount
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