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Cell Culture Early Phase Business Development Manager

Job Description

Thermo Fisher Scientific Inc. is the world leader in serving science, with revenues of more than $22 billion and approximately 75,000 employees globally. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics, deliver medicines to market and increase laboratory productivity.

Position Objective:

Support the selling efforts of Gibco BioProduction products and Gibco Bioproduction Services (BPS) within the bioprocess market. Manage the growth portfolio within assigned territory (primarily EMEA) by supporting the business term discussions allowing field technical teams to assist team selling efforts involving BioProduction, Industrial, Cell Therapy, Process Sciences and Licensing customer facing personnel. Through team and individual negotiation efforts, the EMEA Business Development Manager will improve strategic penetration into accounts, speed up turnaround time for gaining progress in product evaluations, close any Gibco Bioproduction Services project opportunities, and assist selling teams in converting technical wins into pull through media sales.

Essential Functions:

Coordinate and drive the negotiation of agreements associated with growth opportunities through the combined BioProduction services offering

  • Work/Travel with the broader Industrial and BioProduction Account Managers (BAMs), Technical Sales Specialists (TSS) and Field Application Scientists (FAS) teams.
  • Provide negotiation support for potential service, evaluation, licensing and customization solutions.
  • Manage pipeline agreement planning and execution in assigned territories.
  • Identify opportunities to usher business agreement negotiations through the signing process

Representing Cell Culture Capabilities to Process Development Clients

  • Team selling with Field Application Scientist (FAS), Technical Selling Specialist (TSS) and BioProduction Sales partners in EMEA as well as additional areas of the Bioproduction portfolio.
  • Present BioProduction capabilities covering cell culture services, manufacturing, innovation, etc.
  • Manage business agreement process by working with client and internal business and legal participants.
  • Complete complex client negotiations by working with business management to agree and approve pricing.

Participation in the execution of BioProduction services.

  • Provide project business agreement and financial scope transfer to the operational team.
  • Be responsible for oversight of project execution to support conversion to media pull through sales.
  • Participate in ensuring customer satisfaction.
  • Report out on regional contract activity and opportunities
  • Work with Business Development team to communicate best practices in business agreement negotiations
  • Coordinate with Supply Agreement Contracts Team where appropriate

Nature and Scope:

The successful EMEA Business Manager will need to balance work time across all of the required activities. The individual must align with Sales (Commercial) Management in the territory, to create a collaborative strategy and meet activity and financial metrics.

The EMEA Business Development Manager will need to manage an account target list within the EMEA regions. It will be important to build alliances with the different selling personnel within the territory. There will be a broader goal of advancing Gibco BioProduction Services presence within the process development function within an account and building a strong relationship. During the account development process, it will be important to communicate and update on all Gibco Services capabilities while always remaining vigilant in developing service opportunities and/or technical win chances to convert wins into media pull through sales.

Once a Gibco BioProduction Services opportunity presents itself, the EMEA Business Development Manager will need to aggressively work with the appropriate FAS to develop the proposal, Scope of Work (SOW) close the business, and efficiently complete the contracting process.

The ability to effectively influence and guide potential clients is required. The ability to effectively shift priorities and work at a rapid pace is required. Proven relationship building skills required. Excellent communication skills, including writing, articulating, listening, and questioning skills required. Must be fluent in English. Must be willing to travel. Ability to effectively interface with all levels inside and outside the company, including senior management is required.

Measures of Contribution/Impact

The achievement of financial goals, effectiveness at liaising with selling team and ability to establish strong client relationships will demonstrate external success. The ability to contribute to the further development of the Gibco business and function within the processes of the business including new molecule participation will round out impactful Business Development Manager contribution.

Technical Excellence

While the EMEA Business Development Manager’s primary role is the negotiation of business terms aspect of the client relationship, it will be important to demonstrate technical proficiency and understanding of cell line and media development.

 

Specialist Experience

Education:

  • Requires a minimum bachelor’s degree in any life science or the equivalent combination of education and experience. Advanced degree and/or MBA preferred.

Experience:

  • Requires a minimum of 5 years of relevant experience, including selling, negotiation of agreements and/or other market relevant experiences. Demonstrated proficiency with computer applications, including word processing, spreadsheet, and slide presentations required. Proven project management experience preferred.

Contacts:

  • Ideally would have contacts throughout the industry in various management levels in process development, cell line development and manufacturing.

Working Conditions:

  • Work in either a Life Technologies office or in a remote office environment. Must have flexibility to work varying schedules and hours as needed. Frequent travel required (up to 50%).

Minimum Qualifications:

  • The ability to effectively influence and guide potential clients.
  • The ability to effectively shift priorities and work at a rapid pace
  • Proven relationship building skills required.
  • Excellent communication skills, including writing, articulating, listening, and questioning skills required.
  • Must be fluent in English.
  • Must be willing to travel.
  • Must be able to travel freely in EMEA region.
  • Ability to effectively interface with all levels inside and outside the company, including senior management.
  • Requires a minimum bachelor’s degree in any life science or the equivalent combination of education and experience.
  • Requires a minimum of 5 years of relevant experience, including selling, negotiation of agreements and/or other market relevant experiences.
  • Demonstrated proficiency with computer applications, including word processing, spreadsheet, and slide presentations.

Preferred Qualifications:

  • Advanced degree and/or MBA preferred.
  • Ideally would have contacts throughout the industry in various management levels in process development, cell line development and manufacturing.

 

 

Please note that all information in this job description is accurate at the time of posting. Please be aware that companies may change details and/or closing dates without notice.

 

 

Job Summary

Company
Thermo Fisher Scientific
City
Remote
Country
  • Austria
Industries
  • R&D/Science
Job Type
  • Full-time
Salary
  • Negotiable
Reference
GWP277456
Posted
13 November 2019
Applications Deadline
18 January 2020

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