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Job Description
Job Title: Director, Global Business Development, Comparator Sourcing
Reports To: Managing Director, Global Head of Comparator Sourcing
Position Location: Field-based in the US (East coast is preferred)
Number of Direct Reports: 4-6

The Clinical Trials Division (CTD) of Thermo Fisher Scientific is focused on providing end to end clinical trial solutions for our customers. We don’t specialize in any particular therapy – we support them all. Our customers range from small biotech/pharmaceutical startups to large pharmaceutical companies who focus on R&D and prefer to outsource supporting services for the execution of clinical trials across the globe. We have the industry’s largest global footprint of FDA cGMP facilities and regional hubs strategically located around the globe so we can be where our customers need us - we provide the full suite of services in each of those hubs so that we can get the right medication to the right patient on time.

Position Summary:
The Business Development Director is responsible for managing the global business development activities of the comparator business unit and drives the new sales business playing a key role in the division’s top line, ensuring consistent and rapid growth in sales across all regions. The Director manages all employees of the unit and is responsible for the performance management and hiring of the employees within the comparator business unit. This person is expected to uphold the mission and values established by the organization.

  • Drive increased revenue and profit to achieve the division’s ambitious growth.
  • Devising strategies for driving sales growth across the comparator business and clients’ segments
  • Planning and coordinating the implementation of business plans and the penetration of new markets. Analyzing existing approaches to the development of business and making changes where appropriate.
  • Overseeing the day to day management of the business development team.
  • Setting targets for the business development managers. Implementing sales incentives to drive sales performance within the team.
  • Working closely with CTD sales organization to generate new business within territories and client segments
  • Identifying sales opportunities as a result of market changes.
  • Negotiating sales contracts with customers and ensuring their profitability.
  • Monitoring customer satisfaction with new clients to ensure service delivery.
  • Providing market feedback to the company leadership regarding competitive offerings, prospect needs and generate product development ideas.
  • Conducting market research and trend analysis reporting for all assigned and prospective accounts Monitoring and communicating client pipelines to senior management. Providing market and competition information to be used for client and strategy deployment.
  • Working with the marketing team to devise marketing materials and tools to support new business initiatives. Supporting market research and analysis.
  • Leading, developing and providing innovative end-to-end comparator sourcing solutions and strategies to client’s projects
  • Fostering clear communication of multi-sites projects and among CTD business lines
  • Demonstrate and drive the Thermo Fisher values – Integrity, Intensity, Involvement and Innovation (The Four I’s)
  • Demonstrate leadership skills in managing direct business development manager(s) remotely and in working in a global matrix environment.
  • Develop and manage employee performance according to yearly targets and company values
  • Active part in generation of business planning, identification of market trends, reporting focused on sourcing and over all organization matters.
  • Attend/present at trade shows / exhibitions, workshops and seminars

Minimum Qualifications:
  • Bachelor’s Degree in science or business
  • 15+ years business development experience within the Pharmaceutical industry or equivalent
  • Experience in commercial/clinical pharmaceutical supply chain
  • Proven track record of generating new business and achieving revenue growth.
  • Natural leader and motivator of sales and business development teams.
  • Excellent negotiation skills, proven track record of successfully pitching for new business
  • Ambitious and target focused with a drive to succeed
  • Familiarity with trading of pharmaceuticals
  • Excellent leadership skills
  • High Level of Business Acumen in both Administration and Business Strategies
  • Interpersonal Skills Surrounding Client Interactions
  • Ability to work in a matrix organization
  • Demonstrate strong problem solving skills and exercises good judgment and appropriate discretion when reaching conclusions.
  • Willing to travel 50-70%

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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