Vice President, Business Development, GMP Labs - US, Remote

Work Schedule

Environmental Conditions

Job Description

You will lead our sales teams for our GMP labs with responsibility to drive Authorizations and Revenue growth for the combined business unit which sits in the Analytical Services Division (ASD) of PPD, a part of Thermo Fisher Scientific.  This role will report to the Vice President, Global Head of Commercial and will play an important role in ensuring the smooth functioning of the commercial team in coordination and alignment with operational leadership.  Accordingly, you will sit on the leadership team of the business unit as well as the executive Commercial leadership team for ASD.  The ideal candidate will possess outstanding leadership and interpersonal skills and help drive cultural transformation into the business development organization.  This role also requires knowledge of the Chemistry, Manufacturing, and Controls (CMC) specific to testing requirements for pharmaceutical development and commercialization of drug product modalities, drug substance and APIs.  The position is global in nature and can be located remotely within the United States, preferably on the east coast time zone.  ASD's comprehensive laboratory services help drive drug development programs forward.  Our purpose is to meet our clients' needs by:

• Improving our position as the trusted partner for laboratory services in Biotech and Pharmaceutical markets;
• Honoring our commitments by consistently delivering results; and
• Becoming an admired business to work for, and a safe and exciting career destination for outstanding talent.

How will you make an impact:You will enable our customers to make the world healthier, cleaner and safer by helping our clients and sponsors to understand how our laboratory service offering enables them to deliver life-changing therapies to their patients more quickly.What will you do:

• Drive Strategy to Action:  develop and implement a comprehensive sales strategy to achieve Authorization and Revenue targets and associated business objectives. Define strategy, governance, planning and execution of innovative initiatives to improve profitability and growth.
• Develop Team for Success:  recruit, train, mentor and lead impactful team by cultivating a collaborative and motivated environment. Remove barriers, provide guidance and build tools and processes to enable team to achieve optimal outcomes.  
• Deliver Sales Results for BU:  define and drive revenue generation opportunities to increase market penetration.  Develop and champion client relationships and work cross-functionally with colleagues to create proactive solutions and flexible commercial models that deliver value for ASD.  Assess client satisfaction and recommend opportunities to improve. 
• Develop Sales Performance Metrics:  develop BU-specific sales metrics and key leading indicators to evaluate the effectiveness of sales strategies and initiatives.  Provide regular reports and analysis to senior management, identifying areas for improvement and implementing corrective actions as needed.
• Conduct Strategic Analysis and Adapt Approach:  perform strategic landscape analysis and implement comprehensive sales plan for the GMP portfolio. Establish short and long-term objectives for business development team ensuring alignment with company, group and divisional strategy and goals.  Understand market trends and seize opportunities to penetrate additional partnerships. 
• Build Strong Cross-Divisional Relationships:  demonstrate role model leadership by facilitating effective communication and collaborating with operational partners to build integrated workflows, share information resolve problems.  Build and maintain strong relationships both within ASD (including functional areas like operations and finance), across CRG Sales and across Thermo Fisher, including specifically the Corporate Accounts function to ensure alignment and successful execution of commercial initiatives. 

How will you get here:

• A bachelor’s degree in business administration, sales, or a related field is the required minimum education; MBA or advanced degree is desired.

Experience:

• Previous experience that provides the knowledge, skills, and abilities to perform the job comparable to 15+ years; strong preference for experience in a CMO, CDMO, CRO, Pharmaceutical or Medical Device sales industry to include 10+ years of sales management experience.
• Experience in global sales with diverse account base. In some cases, an equivalency, consisting of a combination of appropriate education, training and/or directly related experience, will be considered sufficient for an individual to meet the requirements of the role. 
• Strong in-depth knowledge of analytical testing market, customer base and regulatory requirements enables deeper conversations with potential clients (including executive leadership) to articulate to on how we can uniquely address their needs.

Knowledge, Skills and Abilities:

• In-depth knowledge drug manufacture process, including specifically an understanding of the U.S. Food and Drug Administration (FDA) current good manufacturing practices (cGMP) regulations and rules governing medicinal products in the European Union.
• Understand various drug therapies and accompanying general services like method development, stability, release and QC testing including specialty services associated with biologics and small molecules (product characterization, release and stability, extractables and leachables), cell and gene therapy (including oligonucleotides), inhaled pharmaceuticals (formulation, dose content uniformity, plume geometry and spray pattern).
• Familiarity with laboratory equipment used in GMP analytical testing. This includes knowledge of instruments, software, and data analysis tools commonly used in this field.
• Awareness of regulatory landscape, including understanding regulatory bodies, compliance requirements, and any changes or updates in regulations to adequately address compliance concerns of potential clients.
• Success in a similar role that has consistently achieved measurable results.
• Excellent leadership and self awareness, to collaborate and influence colleagues at all levels.
• Expertise in motivating and integrating teams with excellent coaching and mentoring skills.
• Track record of building peer relationships and effective teams.
• Strong customer relationship skills to reach mutually acceptable resolutions.
• Strong commercial savvy with skills to identify and develop sales leads, present capabilities, navigate the sales process and close deals.
• Strong intuition for business and critical thinking abilities to convert strategies into profitability & business growth.
• Exceptional organizational and project management skills, handling multiple tasks simultaneously and meet outcomes.
• Strong analytical and problem-solving abilities to interpret sophisticated data and provide actionable insights (including strong presentation skills at an executive-level).
• Demonstrated global and cultural awareness.
• Expertise in budgeting, forecasting and fiscal management.
• Proficiency in using relevant software applications, including CRM systems and Microsoft Office Suite.
• Ability to adapt to a fast-paced and multifaceted work environment.
• Flexibility and willingness to travel to accomplish assigned goals.

• Must show the ability to demonstrate the Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement