Account Manager, OEM and Commercial Supply Specialist
il y a 2 jours
About the Role:
We are seeking an experienced Account Manager to join our team at Thermo Fisher Scientific. As an Account Manager, OEM and Commercial Supply, you will be responsible for driving growth of the OEM business through acquisition of new customers and expansion of business with existing customers.
Key Responsibilities:
- Develop and execute a territory plan for OEM and commercial supply for accounts in designated territory, aligning 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.
- 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.
Requirements:
- Bachelor's degree in any life science field, or the equivalent combination of education and experience.
- Required minimum of 1 year 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:
- 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 the 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, bead-based 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
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