Business Development Manager

Business Development Manager

Thermo Fisher Scientific
Shanghai China
5-8 years
Not Specified

Job Description

Job Description :
Key Responsibilities:
  • Own the business objectives for the account strategy including umbrella financial objectives and compliance metrics. Delivers upon assigned account revenue targets on a quarterly and annual basis.
  • Utilize established internal processes and work with Division/Business Unit planning teams to forecast large wins. Provide commitments of expected bookings and sales revenue through the monthly MBR process, manage pre-established budget, and own reporting on a timely basis.
  • Create overall account and market strategies incorporating selected Cell and Gene Therapy products, field sales organizations and marketing goals and objectives to drive growth and improve market share in assigned accounts, identifying key areas of short-term and long-term growth.
  • Develop strong relationships with Account Executives, Scientific Key Opinion Leaders, Procurement, and other influential contacts in order to ensure mutually beneficial business results for Thermo Fisher and the account.
  • Ensure our organization structure and focus (direct and indirect) supports account strategy. Hold customer accountable to delivering upon their commitments to Thermo Fisher.
  • Manage the interface between the account, and appropriate Thermo Fisher Scientific teams. Conduct regular business updates to key stakeholders within client company and within Thermo Fisher.
  • Identify emerging key accounts and coordinate with local teams to support.
  • Leverage knowledge of the cell therapy portfolio to assist customers in developing experiments and defining timelines.
  • Define Life Science research opportunities and initiatives such as R&D efforts, bundles and rebate structures, and other deal models relevant to the Cell and Gene Therapy Space.
  • Identify specific growth initiatives, gain customer buy-in, and drive local execution across sales teams.
  • Ensure a disciplined process to define, communicate, activate, execute, and performance manage strategic choices and initiatives that will drive achievement of goals.

Minimum Qualifications (must have):
  • A minimum master’s degree in a Life Sciences discipline, domain expertise in the Cell and Gene Therapy space.
  • Minimum 5 years of sales experience with a strong track record for sales achievement interacting with and influencing procurement, scientific, and C-suite customers.
  • A strong team player with proven ability to coordinate activities and influence actions across a team of resources not directly reporting.
  • Proven ability to coordinate activities and influence actions of our commercial and channel representatives to drive strategic initiatives.
  • Have a greater understanding of the competitive landscape in the customer base.
  • Possess strong analytical capabilities in order to assess and understand profitability of customer relationships so as to effectively partner and negotiate.
  • Strong negotiation and communication skills.
  • Good business English is required.
  • Strong written and oral communication, organizational, and project management skills.
  • Energetic, motivated and resourceful.
  • Demonstrated proficiency with Microsoft Office products, including Word, Excel and PowerPoint.
  • Willingness and ability to travel within assigned territory (up to 70%).

Preferred Qualifications (nice to have):
  • A PhD in a Life Sciences discipline
  • MBA or professional business education in addition highly desirable
  • Previous experience with biopharma accounts
  • Matrix management and / or cross functional experience
  • Strong analytical skills including basic financial training
  • Excellent in oral and written English

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