Account Manager, OEM and Commercial Supply

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Able to lift 40 lbs. without assistance, Office

Job Description

How will you make an impact?

Our mission is to leverage Thermo Fisher Scientifics, and especially the Biosciences Divisions, extensive technology and product portfolio outside the core research markets to extend the company's reach and accelerate growth and profitability thru offering our products and capabilities to other or use by other companies in their products and services. We do this by establishing high level relationships with a range of companies in the diagnostics and applied markets (e.g. Pharmaceutical and Biotech) space, all contributing in making the world healthier, cleaner and safer.

Position objective:

This position will have ultimate responsibility for driving growth of the OEM business through acquisition of new customers and expansion of business with existing customers, in line with the growth expectations established through annual operating planning and strategic planning. This will include representation of all relevant product categories within Biosciences, including molecular-, protein- and cell biology, for commercial use applications.

Essential functions of position:

• Develop and execute a territory plan for OEM and commercial supply for accounts in designated territory, that aligns to the business unit's strategies as well as local markets focus areas.

• Identify and evaluate new business opportunities within account base and within geographical territory to supply the Biosciences divisions products and capabilities to other companies for use by them on a commercial basis.

• Develop productive client relationships in multiple functions (e.g. R&D, production, procurement, marketing, QA/QC, regulatory affairs, technical operations etc.) and at multiple levels (e.g. scientist, project manager and procurement) as may be necessary.

• Manage relationships, agreements, forecasting, and pipeline activities for a certain set of accounts within the geographical territory.

• Align, assist and on occasions coordinate cross-functional teams to execute on prioritized business opportunities that includes sales, manufacturing, legal, licensing, marketing, R&D, etc in EMEA and the US. Organize effective customer visits by colleagues who are experts in technologies and project execution from global production and R&D sites.

• Collaborate with senior field based colleagues as well as business unit partners to develop business/partnership frameworks for long term mutually beneficial customer partnerships. Make informed judgments of value to the customer upon which to develop financial terms for highly customized products, for which easy benchmarks are often unavailable.

• Assist and on occasions negotiate business terms and conditions of commercial supply agreements to achieve both profitability goals and customer satisfaction.

• Understanding of and act in accordance to applicable licenses and intellectual property, as well as monitor and manage contracts and relationships with clients and possibly the company's in-licensing team.

• Coordinate support to fulfill client needs, respond to inquiries, and resolve problems in a timely manner, investigating product issues and ensuring satisfactory resolution of customer complaints.

Nature and scope of position:

• Exercise high-level judgment on selecting accounts to target for strategic relationships, selecting decision makers to involve, and when and how to organize commercial supply offering across the product and IP portfolios for specific account situations.

• Exercise good judgment on how to manage customer organizations and internal team dynamics, as it has high impact on the company's image with customers, internal effectiveness, and profitability. Ability to work well in an international team and matrix environment.

• Ability to effectively interface with all levels inside and outside the company, including seniors.
• Ability to effectively negotiate with and influence potential clients, partners and internal colleagues is required. Proven relationship building skill is a plus.
• Highly motivated and self-directed requiring minimal supervision including the ability to work on multiple projects simultaneously, where ability to effectively shift priorities and work at a rapid pace is required.

Minimum Qualifications (must have)

• Bachelor's degree in any life science field, or the equivalent combination of education and experience.
• Required minimum of 1 years of relevant commercial experience, including identification, validation and execution of strategic business opportunities and market research.
• Solid knowledge of Molecular-, Protein- and Cell Biology, and ideally of Biosciences product offering within this space.
• Ability to work well in an international team and matrix environment.
• Demonstrated high level proficiency with computer applications, including Excel, Word and PowerPoint is required.
• Excellent communication in English and local where strong writing, articulating and listening skills in both languages are required.

Preferred Qualifications (nice to have)

• Advanced scientific degree and/or MBA.
• Understanding of biotech and diagnostics segments market trends is preferred.
• Knowledge of the fundamental concepts of intellectual property, patents and contract law is a plus.
• Proven ability to lead teams without being the manager both internally and externally is a plus.

Working Conditions

• Flexibility to work varying schedules and hours as needed, due to frequent communication with teams in US.
• Infrequent travel is required for this role (up to 10-20%), operating from a Thermo Fisher office.

Role Success Profile:

Knowledge

• Immuno- and molecular diagnostic technologies and applications such as ELISA, beadbased assays, RT PCR etc.
• Understanding diagnostic market drivers
• Navigating complex accounts with multiple internal and external stakeholders

Experience

• Sales experience in the biotech and pharma
• Large established and smaller developing account experience
• Opportunity and funnel development
• Selling to diagnostics customers
• Time and territory management

Competencies

• Customer focused
• Effective prospector
• Perseverance
• Willing to challenge and collaborate with internal stakeholders
• Forecasting

Behaviors

• Revenue and growth driven
• Graceful and thoughtful under pressure
• Goal oriented
• Team player
• Ability to navigate the matrix