Executive Director, Business Development - Medical Communications and Patient Enrollment - US, [...] - Thermo Fisher Scientific : Job Details

Work Schedule

Environmental Conditions

Job Description

Leads business development representatives to secure and retain business for PPD through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at sponsors. Positions PPD as a primary or preferred provider for all Medical Communications and Patient First Digital Solutions (patient enrollment) work to be outsourced. Mentors and trains junior staff to appropriately qualify deals and develop the proposals including defining the solution and development of associated fees to meet strategic company goals. Develops, implements and communicates business development strategy for the region/area. Gathers data on marketing trends and competitive products/services and pricing. Accountable for the results of the BD team. Oversees PPD's business development initiatives. Authorization goals will vary from $100 million to $500 million depending on region/area.

Essential Functions and Other Job Information:

Essential Functions

• Directs business development initiatives for the region / area; Develops marketing strategies to ensure growth.
• Directs and mentors staff in the generation of new business opportunities and increases authorizations with existing clients. Negotiates and closes contracts as appropriate to assist in the success of the deal. Signs new business at or above authorization goals.
• Manages functional department; Ensures staff goals are met, maintains client management and satisfaction activity in accounts, reports any client dissatisfaction, responds to client dissatisfaction and all requests by client of PPD Management.

Policy & Strategy

Establishes strategy and direction for assigned areas in alignment with strategic plans established by senior management.

Freedom to Act

Broad function-wide objectives and assignments are established under the general senior management direction and guided by approved operating plans. Work is reviewed upon completion for meeting timelines, adequacy, and objectives.

Liaison

Develops and manages interpersonal relationships to influence decisions of senior leaders both within and outside of the company.

Impact

Decisions and recommendations have a significant long-term impact on assigned areas.

Qualifications:

Minimum Required Education and Experience:

Previous experience that provides the knowledge, skills and abilities to perform the job (comparable to 15+ years). 10+ years of management responsibility. Proven sales history with breadth of international geographic responsibility and prior experience with account management.

In some cases an equivalency, consisting of a combination of appropriate education, training and/or directly related experience, will be considered sufficient for an individual to meet the requirements of the role.

Minimum Knowledge, Skills and Abilities:

• Proven track record of developing mid- and high- level business contacts
• Ability to manage and fully integrate with Operations, Finance, Bids & Contracts and Marketing, and follow-up to expand relationships and business opportunities
• Skills to identify and develop sales leads, professionally present capabilities, manage the sales process through close and handle all aspects of contract negotiations
• Good computer skills to handle sales automation systems, word processing, spreadsheets, and email

Management Role

Manager role with significantly larger management scope (e.g. global or regional responsibilities or multiple departments) OR mastery of manager skills and responsibilities as demonstrated by consistent, multi-year successful performance. In some instances may be responsible for a functional area (as determined by executive management) and not have subordinate supervisors or employees.

Working Conditions and Environment:

• Work is performed in an office environment with exposure to electrical office equipment
• Travel up to 60% depending on RFP/Proposal activity and client needs

Physical Requirements:

• Frequently stationary for 6-8 hours per day
• Repetitive hand movement of both hands with the ability to make fast, simple, repeated movements of the fingers, hands, and wrists
• Moderate mobility required
• Occasional crouching, stooping, bending and twisting of upper body and neck
• Light to moderate lifting and carrying (or otherwise moves) objects including luggage and laptop computer with a maximum lift of 15-20 lbs.
• Ability to access and use a variety of computer software developed both in-house and off-the-shelf
• Ability to communicate complex information and ideas so others will understand; with the ability to listen to and understand information and ideas presented through spoken words and sentences
• Frequently interacts with others, relates sensitive information to diverse groups both internally & externally
• Ability to apply abstract principles to solve complex conceptual issues. Requires multiple periods of intense concentration
• Performs a wide range of complex tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence. Ability to perform under stress. Ability to multi-task
• Regular and consistent attendance