Business Development Manager - Clinical Services
Thermo Fisher Scientific
Location Centurion, South Africa
4d ago

About Thermo Fisher Scientific :

When you’re part of Thermo Fisher Scientific, you’ll do challenging work, and be part of a team that values performance, quality and innovation.

As part of a successful, growing global organization you will be encouraged to perform at your best.

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $25 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer.

Whether our customers are accelerating life sciences research, solving complex analytical challenges, improving patient diagnostics and therapies or increasing productivity in their laboratories, we are here to support them.

Our global team of more than 75,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services and Patheon.

Thermo Fisher Scientific provides industry leading pharma services solutions for drug development, clinical trial logistics and commercial manufacturing to customers of all sizes through our Patheon brand.

Join the Fisher Clinical Services team as Business Development Manager for the Sub-Saharan Africa designated territory. This position will be responsible for selling our comprehensive line of value-added supply chain services to clinical trial customers in pharma, biotech and medical device industries.

This is a great opportunity to join the world-leader in global clinical supply chain services.

Essential Duties and Responsibilities :

  • Hunt new clients and new business opportunities with existing clients for clinical supply chain services including secondary packaging / labeling, distribution and comparator sourcing
  • Meet or exceed the sales goal for the assigned accounts and / or territory
  • Cultivate and prospect new relationships within the account and new clients to strengthen Fisher Clinical Services connections.
  • Identify the roles of each contact and target communications specifically to their needs. Identify the key decision makers.

  • Develop, attain approval and implement specific Account Development Plans (ADP) including strategies, tactics and initiatives designed to support the attainment of predetermined goals.
  • The job holder needs to be able to gain knowledge of the outsourcing strategy of the assigned clients and develop short / medium and long term strategies that result in maximising the opportunities to provide the clients with clinical trials supplies services.

    This includes the prioritization of accounts, identification of decision-makers, utilization of sales tools, while leveraging events (trade shows and conferences), etc.

  • Provide clinical supplies sales and informational support for Fisher Clinical Services Project Managers
  • Manage client expectations by involving other Fisher Clinical Services personnel, such as Client Services, Operations, Subject Matter Experts (SMEs) and Executive Leadership Team (ELT) Members, in order to build a horizontally integrated relationship that capitalizes on the technical talent and knowledge base within Fisher Clinical Services
  • Negotiate with customers while providing proposals, quotations, and service agreements that are properly reviewed and authorized by Contracts, Operations, and ELT, where required
  • Document activity and report progress on an ongoing basis with CRM systems that are provided. Review performance against plan with Line Manager and, where shortfalls exist, the incumbent will recommend alternative strategies and tactics
  • Working with the operations team and the client to ensure that forecast for new and ongoing work is planned and managed efficiently to meet client expectations and deadlines.
  • Provide suggestions for solutions to help design Supply Chain solutions that meet clients’ requirements and promote new services or areas of technology for Fisher Clinical Services that will enhance the current Go-To-Market strategy
  • Responsible for leading the process of winning new business. This may include leadership at the bid defence meeting, pricing negotiation, contracts management etc.
  • The role will be accountable for meeting new business targets.

  • Apply Current Good Manufacturing Principles (cGMP) and Current Good Wholesale Principles (cGWP) in all areas of responsibility
  • Participate in all required training and development opportunities.
  • Observe Fisher Clinical Services company policy and appropriate Fisher Clinical Services SOP’s and makes recommendations for improving the effectiveness of policies and procedures, where appropriate
  • Other sales related duties as assigned that may be required in order to perform the role
  • Essential Functions :

  • Strong analytical skills and the ability to draw conclusions and observations from market trends.
  • Utilise an excellent level of product knowledge and applications to successfully conduct effective consultative value proposition solution conversations and presentations
  • Attain or exceed assigned sales targets and market share goals consistently for the business portfolio
  • Apply working knowledge of Professional, Consultative, and Strategic Selling skills to maintain existing business, develop incremental business in existing accounts and develop new accounts
  • Education / Experience Requirements :

  • BSc / BA Degree in Life or Biomedical Science or related equivalent discipline
  • 4 years of related clinical project experience plus 4 years of related sales experience. Preferably, this experience includes clinical protocol development and / or CRO sales.
  • Relevant commercial, Business or Marketing or technical Honors Degree or equivalent qualification
  • Clinical trials and / or materials management knowledge
  • Teamwork, especially in a matrix management organisation. Ability to influence across functions across Thermo Fisher Scientific sites and across companies to achieve objectives.
  • Demonstrated competency with software tools used for internal and external communications such as the Microsoft Office Suite, including MS PowerPoint, SalesForce.
  • com, or other CRM software.

  • Sales, communication and presentation skills. Must be able understand client’s requirements and to be able to devise and articulate the most appropriate solutions.
  • Demonstrated problem solving with keen analytical skills. Capable of identifying and escalating issues.
  • Negotiation and problem solving skills
  • Self-motivated and goal focused to achieve results. Is capable of working with autonomy and assessing when to involve management / support.
  • Works well under pressure and can handle stressful or conflict situations

  • Holds a valid driver’s license
  • Up to 50% overnight travel may be required.
  • External contacts :

  • These include : Heads of drug / clinical development, clinical project managers, Clinical supplies groups, planning, QA, purchasing functions and contracts groups at sponsor companies (Pharma and Biotech) as well as CROs and other third party providers
  • Will interact with the multiple Fisher Clinical Services customers. Must be able to present Fisher Clinical Services capabilities and negotiate on behalf of Fisher Clinical Services, This position requires superior communication, analytical, and problem solving abilities
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