myGwork - LGBTQ+ Business Community · 14 hours ago

Channel Manager, Global Central Labs - US Remote

United States

Full-time

Remote

Senior Level

5+ years exp

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Responsibilities

Drive Strategy to Action: develop and implement a comprehensive sales strategy to apply to our CRO accounts within GCL in the CRO Channel market space including developing the right value proposition and a methodology to consistently translate that value proposition into action in a differentiated way for each CRO.

Establish Strong Client Rapport: build and maintain strong, long-lasting relationships with key clients, including developing relationships with key leaders at senior levels across various disciplines including Procurement, R&D and Clinical Development. Support team in advancing to higher levels within each key CRO account.

Deliver Sales Results for CRO Accounts segment: define and drive revenue generation opportunities to increase market penetration with CRO Accounts. Develop CRO specific strategies for success, for both current Key CRO accounts and to drive business to new CRO target accounts. Assess client satisfaction and recommend opportunities to improve. Ensure achievement of sales execution by driving delivery of share of wallet expansion, new business opportunities and portfolio development across global CRO Accounts.

Create Strategic Proposal Approach: partner with appropriate functions to develop strategic proposal response process with templates, presentation materials and a methodology that ensures established value proposition resonates with CRO Accounts. Review all key proposals with team to define and improve existing sales pitch and improve win rates.

Develop Team for Success: recruit, train, mentor and lead impactful team of CRO business leads by cultivating a collaborative and motivated environment. Remove barriers, provide guidance and build tools and processes to enable team to achieve optimal outcomes. Establish performance expectations, monitor performance, implement corrective action with team to address performance gaps.

Monitor and Report Sales Performance: prepare and present regular reports on business development activities and results to VP Sales, GCL.

Qualification

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Business DevelopmentClinical Trials KnowledgeSales ManagementCustomer Relationship ManagementRegulatory AwarenessStrategic PlanningProject ManagementCRM Software ProficiencyMicrosoft Office SuiteCoachingSales Strategy DevelopmentMentoring

Required

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

Previous experience that provides the knowledge, skills, and abilities to perform the job comparable to 5+ years; strong preference for experience in clinical business development and key account management in a related Pharmaceutical or Medical Device sales industry to include 5+ years of sales management experience.

Experience in global sales with diverse account base.

Familiarity with clinical trials and drug development. This includes knowledge of customer needs commonly raised 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 management 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 to 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.

Proficiency in using relevant software applications, including CRM systems and Microsoft Office Suite.

Ability to adapt to a fast-paced and multi-faceted 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.