Account Manager, OEM and Commercial Supply Expert

il y a 2 semaines

Palaiseau, Île-de-France Thermo Fisher Scientific Temps plein
Account Manager, OEM and Commercial Supply

Job Summary:

Thermo Fisher Scientific is seeking an experienced Account Manager to drive growth of the OEM business through acquisition of new customers and expansion of business with existing customers. The successful candidate will have a strong understanding of molecular, protein, and cell biology, as well as experience in sales and business development in the biotech and pharma industries.

Key Responsibilities:

  1. Develop and execute a territory plan for OEM and commercial supply for accounts in designated territory, aligning with the business unit's strategies and local markets focus areas.
  2. Identify and evaluate new business opportunities within the account base and geographical territory to supply Biosciences divisions' products and capabilities to other companies for commercial use.
  3. Develop productive client relationships in multiple functions and at multiple levels, including scientists, project managers, and procurement teams.
  4. Manage relationships, agreements, forecasting, and pipeline activities for a set of accounts within the geographical territory.
  5. Align, assist, and coordinate cross-functional teams to execute on prioritized business opportunities, including sales, manufacturing, legal, licensing, marketing, R&D, and EMEA and US teams.
  6. Collaborate with senior field-based colleagues and business unit partners to develop business/partnership frameworks for long-term mutually beneficial customer partnerships.
  7. Assist and negotiate business terms and conditions of commercial supply agreements to achieve profitability goals and customer satisfaction.
  8. Understand and act in accordance with applicable licenses and intellectual property, and monitor and manage contracts and relationships with clients and the in-licensing team.
  9. 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.

Requirements:

  1. Bachelor's degree in a life science field or equivalent combination of education and experience.
  2. Minimum 1 year of relevant commercial experience, including identification, validation, and execution of strategic business opportunities and market research.
  3. Solid knowledge of molecular, protein, and cell biology, and ideally of Biosciences product offering within this space.
  4. Ability to work well in an international team and matrix environment.
  5. Demonstrated high-level proficiency with computer applications, including Excel, Word, and PowerPoint.
  6. Excellent communication in English and local language, with strong writing, articulating, and listening skills.

Preferred Qualifications:

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

Working Conditions:

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

Role Success Profile:

Knowledge:

  1. Immuno- and molecular diagnostic technologies and applications such as ELISA, bead-based assays, RT PCR, etc.
  2. Understanding diagnostic market drivers.
  3. Navigating complex accounts with multiple internal and external stakeholders.

Experience:

  1. Sales experience in the biotech and pharma industries.
  2. Large established and smaller developing account experience.
  3. Opportunity and funnel development.
  4. Selling to diagnostics customers.
  5. Time and territory management.

Competencies:

  1. Customer-focused.
  2. Effective prospector.
  3. Perseverance.
  4. Willing to challenge and collaborate with internal stakeholders.
  5. Forecasting.

Behaviors:

  1. Revenue and growth-driven.
  2. Graceful and thoughtful under pressure.
  3. Goal-oriented.
  4. Team player.
  5. Ability to navigate the matrix.

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