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Job ID :
48527BR
Location :
US - Arizona - Remote / Field|US - California - Remote / Field|US - Colorado - Remote / Field|US - Connecticut - Remote / Field|US - Florida - Remote / Field|US - Illinois - Remote / Field|US - Indiana - Remote / Field|US - Maryland - Remote / Field|US - Massachusetts - Remote / Field|US - Nevada - Remote / Field|US - New Jersey - Remote / Field|US - New York - Remote / Field|US - Ohio - Remote / Field|US - Oregon - Remote / Field|US - Pennsylvania - Remote / Field|US - Texas - Remote / Field|US - Virginia - Remote / Field|US - Washington - Remote / Field|US - Washington D.C. - Remote / Field|US - West Virginia - Remote / Field
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Job Description

Responsibilities:
• Architect and deliver transformational account strategies that drive an enhance customer experience, maximize revenue and optimize profitability in alignment with the Thermo Fisher value proposition and enterprise vision. Create the overall strategy for assigned strategic accounts; incorporating division level accounts goals and objectives.
• Introduce and ensure client understanding of BSD’s value proposition. Conceptualize and champion new services and expanded service offerings that address customers’ current and emerging needs; builds the business by broadening and deepening customer reliance on a range of global service offerings by BSD and the broader Thermo Fisher Scientific organization.
• Conduct analysis of clients‘ clinical trial pipelines to assess the potential demands that the clients may have for clinical trials supplies. Develop short / medium and long term strategies that result in maximizing the opportunities to provide the clients with clinical trials supplies services.
• Collaborate with other leaders of the commercial to evolve new customers into the strategic account territory.
• Participate in new service ideation in order to ensure we are continually developing capabilities that will drive growth within this key customer segment
• Lead the process of winning new business with cross functional teams. Collaborate effectively with corporate accounts team in order to ensure BSD leverages full company value propostion to create new opportunities for our Division.
• Hire, lead, train, motivate and support the BSD Global Relationship Directors team to uncover new business opportunities, capture market share at existing accounts, and accelerate top-line growth for the unit.
• Create and provide account status reports as required on a local or global basis as appropriate.
• Identify opportunities for improvement of quality and service with client group; formulate and implement action plans for continuous improvement.
• Function as a trusted executive advisor for strategic customer conversations. Leverage industry/business knowledge to develop innovative ideas and solutions for customers.
• Provide “voice of the customer” within the BSD organization; provide leadership, coaching and guidance to ensure that customer requirements are understood, customer commitments are met, quality standards are maintained, customer issues are resolved and customer relationships are strengthened. Recommend new processes aimed at improving the customer’s global service experience (e.g., speeding time to trial, eliminating redundancies, providing higher value service, etc.).
• Strong collaboration with the broader BSD commercial team and Thermo Fisher’s Strategic Accounts team. Develop relationships with other key stakeholders across Thermo Fisher operating businesses in support of the total company value proposition.

Minimum Qualifications:
• Bachelors degree in business, health care or related strongly preferred; advanced degree is a plus.
• 15+ years’ experience in pharmaceutical services, life sciences, health care services or high tech specifically in highly matrixed organizations.
• Clinical supplies/materials operations or clinical drug development experience required.
• Knowledge of the new drug development process and the processes of clinical materials supply chain management. This includes knowledge of planning techniques, manufacturing, packaging, storage and distribution technology and operations in GMP environments.
• Business/financial acumen; previous P&L experience preferred.
• Previous senior management experience and/or expertise in 2-3 key functional areas (finance, operations, sales, marketing, etc.)
• Demonstrated ability to manage and profitably grow large customer accounts.
• Must be able to network internally across all functions and externally with client organizations and other service providers.
• Must be able to influence and be credible at a senior level within ThermoFisher and client organizations.
• Capable of contributing to the strategic direction of the business and able to work with counterparts across BSD to achieve business objectives.
• Exceptional oral and written communication skills. Ability to understand clients’ requirements and to be able to devise and articulate the most appropriate solutions.
• Willing to travel up to 25%




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.
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