Account Development Associate Jobs in Santa Clara, CA

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Job Description

With 12,000 global employees across 5 continents, The Pharmaceutical Services Group (PSG) offers world-class expertise to help customers of all sizes get high-quality medicines to patients faster. We are an industry leader in drug development, clinical trial logistics and commercial manufacturing through our Patheon brand.  With more than 65 locations globally, we provide our clients with integrated, end-to-end capabilities through all phases of development, including API, biologics, viral vector services, formulation, clinical trial solutions, logistics services and commercial manufacturing.

Location: This role will cover the San Fransico, CA west coast territory.

The job: Account Executive - Biotech, Business Development – Clinical Trials Division

As an Account Executive, Business Development – Clinical Trials Division, you will be passionate about supporting our customer’s aspirations to bring new treatments to fruition through our Clinical Supply chain.

You will drive sales growth in our clinical trials division (CTD) through the development and implementation of strategies to generate sales from new and existing accounts in the assigned geography. You will build an internal network that enables client success. This includes collaborating with both subject-matter-experts within CTD, as well as site leadership and client services support at the site level. An emphasis should be placed on identifying new target clients and target molecules while following through on leads from a variety of sources (including, but not limited to, prospection, inside sales, business development associates and referrals).

We anticipate that you will help expand our market share in territory for our services (clinical packaging, labels, distribution, storage, Comparator sourcing and Clinical Demand planning).

The successful candidate has the skills to establish relationships with Key Opinion Leaders, client interactions at the C-suite level, and, within our team be able to influence future strategic direction by developing strategic relationships with Biotech customers.  Additionally, you will create connections with cross-divisional sales and business units within Thermo Fisher Scientific to ensure an aligned approach to customers.

This is a field-based role with responsibility for the specified region of Biotech within the Clinical Trials Division.  You will work from your home office.  Regular domestic travel is required, up to 25% of the working time including overnight stays.  Candidates can be based anywhere within territory, ideally close to an international airport.

What will you do?                               

• New Business Development including identifying new molecule opportunities with new or existing clients through understanding of the market, appointment based strategic selling, leveraging personal network, interaction with other Pharma Services Group (PSG), Clinical Research Group (CRG) and Thermo Fisher Scientific teams, and following up on leads.
• Develop a detailed territory plan for your region to optimize performance of the territory
• Creating and implementing sales programs for new prospective clients to increase awareness of our service offering and key differentiators from our competition.
• Analyze and understand funding mechanisms and sources and flow of funding for the small emerging biotech element of the territory.
• Attend tradeshows/ conferences/ seminars to increase awareness of our broader capabilities and as a source of lead generation.
• Identify and communicate our value proposition, including opportunities for strategic bundling of our services.
• Lead the ongoing relationship with existing clients.
• Enable winning quotations and have a key role to play in the contract negotiation phase.
• Handle, update, maintain and record all relevant activities in the SFDC database, and share information and background on prospective clients within the territory to our partners.

Who we are looking for:

• Experience working within Clinical Supplies Industry is highly desired.
• Good knowledge of the clinical drug development process is expected.
• CDMO or CRO sales experience a nice to have to drive connections across the industry
• Professional background in sales or business development within America’s
• Professional presentation skills and ability to network within senior management ranks.
• Familiarity working within a matrix environment, both with clients and internally.
• Dynamic and highly self-motivated individual, with outstanding interpersonal skills.
• Proficiency in SalesForce is preferred.
• Ability to establish a functional, home office environment.
• Proficient in Microsoft Office products such as Word, Excel, PowerPoint and Outlook.
• Willing and able to travel up to 25% of working time within territory, including regular overnight stays.
• Valid driver’s license.

Education:

Bachelors Degree required, Master’s degree preferred with 5-8 years of experience in pharmaceutical/biotech industry, with demonstrated success in meeting/exceeding targets
• Preferred Fields of Study: life sciences, business, or related field
 

What’s in it for you:

• Excellent career opportunity with a large and growing global employer.
• Competitive salary, plus sales bonus and car/car allowance.
• Full benefits package (specifics depend on country of hire).

Compensation and Benefits

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs

• Employee assistance and family support programs, including commuter benefits and 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, and short- and long-term disability in accordance with company policy

• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan

• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards