Technical Business Manager

Job Description

Techinical Business Manager

PURPOSES OF THE POSITION/RESPONSIBILITIES:

The Technical Business Manager develops and manages the technical business relationship with commercial clients, through understanding the client’s organization and business needs, in order to enhance client service and satisfaction in the overall best interest of Patheon.

The Technical Business Manager understands client and business requirements and identifies solutions aligned with these requirements.

The Technical Business Manager builds a strong foundational business relationship with (key) business accounts and through the successful completion of Technology Transfer and help Sales to generate business growth, identifying and developing business opportunities, and serves as the liaison between Pharmaceutical Development Services (PDS) and Drug Product Services (DPS) management to coordinate the introduction of new products from the PDS pipeline.

The scope of the position covers three major areas:

Client experience and Relationship Management Growth Responsible to collect information and build cases to allow site leadership make strategic decisions

Specific assignments/primary activities:

Client Experience and Relationship Management:

Develops and manages the business relationship with existing accounts, through understanding the client’s organization and business needs in addition to understanding the Patheon network perspective related to the client's business to ensure overall approach is client versus site centric.

Acts as the internal client advocate and leader of the business at the site, balancing and driving both the client’s and Patheon's requirements and priorities.

Identifies the decision structure related to product supply and third party manufacturing, and develops an understanding for execution and implementation of supply agreements while ensuring the business framework (forecasts, order horizon, communications, etc.) is optimized.

Ensures that expected service levels are being provided and that required planning and technical information is being exchanged appropriately between organizations, through the coordination of information flow, with regard to client’s requirements.

Leads engagement of the Voice of Customer (VOC) program, develops action plans and leads escalation process.

Facilitates regular and ad hoc teleconferences and Business Review meetings.

Ensures client and Patheon are operating in compliance with MSA (Manufacturing Supply Agreement).

Quotations and Supply Agreements:

Understands quotations process.

Prepares and submits commercial services proposals to customers.

Represents DPS site interests in negotiations of technology transfer and manufacturing supply agreements.

Assess commercial impact of quality agreements

Completes commercial assessments and generates and negotiates quotations for technical changes and in response to customer requests for additional services.

New Business Development:

Uses relationship with existing customers to find new opportunities.

Partners with Sales to identify, assess and implement new business opportunities related to existing clients.

Facilitates effective internal communication of new project requirements, organizes and leads customer site visits, and promotes Patheon and site capabilities.

Technical Excellence:

Leads business aspects of technology transfer projects and contributes to ensure 100% on-time launches.

Participates in Technology Transfer project team responsible for commercial aspects of the business.

Works closely with project managers to facilitate the transition to commercial of tech transfer projects upon validation.

Financial and Forecast Management:

Ensures client’s forecasts are represented accurately in S&OP process and are posted into 3-year planning model.

Assists in development of annual commercial revenue budget.

Seeks to understand changes, risks and opportunities to demand forecasts by exploring marketplace and gathering business intelligence to create Demand and Business Plans.

Verifies congruency vs contractual commitments in forecasts.

Requests and implements pricing updates including annual pricing reviews, technical changes, etc. in compliance with MSA terms.

Works with Finance on collection of overdue invoices, resolves root issues, and in general understands client’s financial processes.

Understands and implements terms for client contracts including pricing, payment terms, yield reconciliation, etc.

Maintains and tracks monthly revenue forecasting from project activities and supplementary services.

Ensures all projects achieve appropriate profit margins, through the request, analysis and recommendation of existing and new project pricing and proposal strategies for commercial projects for the site.

Works closely with assigned accounts with the goal to improve forecast accuracy of client portfolio.

GMP & Health & Safety:

Ensures cGMP is applied in work area and are compoliant with cGMP in all areas of the business.

Understands emergency procedures and safe systems of work.

They are aligned with all EH & S requirements.

Observes safety behavior in the working environment.

Relations:

Internal

All company functions at all levels

External

Clients (existing and potential)

Requirements and qualifications:

ESSENTIALS

Education:

University Degree in Engineering, Science, Finance and/or Business required.

Technical skills:

Experience with budgeting and forecasting required.

Working knowledge of MS Office Applications (Word, Excel, PowerPoint, SharePoint) required.

Professional experiences:

Minimum 5 years of previous related experience in project management, account management, sales or marketing with internal or external client-facing responsibilities.

Equivalent combinations of education, training, and relevant work experience may be considered.

Languages:

Italian

English

Personality Traits:

Ability to influence others to reach agreements and adopt a course of action.

Ability to adapt to a changing environment quickly and easily.

Ability to develop solutions that are mutually beneficial to the client and to Patheon.

Ability to serve as the internal client advocate while balancing Patheon’s requirements and priorities.

Ability to identify market opportunities for new and existing clients and/or products. Take action accordingly and dare to take risks.

Communication and presentation skills, verbal and written. Demonstration of active listening skills.

Communicating with clients and internal customers with complicated issues in a positive manner. Capable of remaining calm while handling issues and maintaining optimistic outlook.

Demonstrated success in the managing of multiple projects in a customer service environment.

Dynamic, self-motivated, pro-active approach to taking on ambitious assignments.

Demonstrated analytical and organizational skills with the ability to impart this information to others within the Business Management team

Operates with a sense of ownership and accountability.

Desirable

Masters of Business Administration (MBA) degree

Pharmaceutical or Contract Manufacturing industry experienced preferred.

For more information, please visit www.thermofisher.com

Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.