Thermo Fisher Scientific Director Business Managment in St. Louis, Missouri
Deliver on the annual BU revenue targets.
Deliver on the annual revenue targets for the site.
Generate and actively manage the revenue forecast for the site.
Drive the Commercial aspects of the business relationship with customers at the site. Assess and implement new business opportunities identified by sales or for new customers.
Contributes to the development of BU strategy to capture new business opportunities/niches.
Track, forecast and deliver the agreements to realise the revenue of the existing and the new customers for the site in the weekly 4 months and monthly 18 monthly forecast review:
Manages the portfolio (customer projects) to optimize GP/capacity management.
Determines pricing model (batch/volume/time) and business guidelines (T&C).
Sets priorities during acquisition of new business and provides Go/no Go decisions
on RFP’s & proposals.
- Gives guidance and instruction to sales force on how to fill/use available capacities.
Ensure development and management of the relationship(s) with existing Customers for the site through:
Ensuring that the business framework which includes (contracts, forecasts, order horizon, invoicing, payment, communications, etc.) is optimised.
Organising and managing periodic business review meetings with customer.
Contact with existing customers to identify opportunities with current capabilities.
Acting as the customer’s advocate within the site.
Prompt and effective issue management and resolution.
New Business Development
Identify, assess and implement new business opportunities through:
Communication and cooperation with Sales.
Actively liaise/coach business development executives and/or Alliance Managers in the territory together with the Business Management team. Do customer visits with the business development executives as needed.
Working with the Proposals team to vet new opportunities and recommend sites best for the customers and the BU.
Close the agreement with the customer and the business development executives for new opportunities.
Organisation and management of customer site visits and attending trade shows and exhibitions.
Project Cost and Price Definition
Coordinating the assessment of project, commercial supply and service costs through:
Interaction with and collection of information from Project Management, Production, Process Development, Quality and Finance.
Generation of cost / price models.
Set pricing through review with the Business Management team.
The function reports to the VP Business Management.
Business Management is a member of the site leadership team.
Report, manage on the annual revenue targets.
Be the commercial representative in the Site Leadership Team.
Supports the SLT in developing the multi-year plan for the site, provide support .on the strategic expansion options for the site from the demand side.
BSc/MSc in chemical/biological processing, molecular biology, biology.
Having worked in pharma processing industry, service industry, science based industries in biologics and/or small molecules.
Have > 5 yrs experience in a business development role and/or exposure to BD activities.
Having excellent customer facing track-record.
Travel internationally frequently:
International/cross cultural business experience.
25 – 40 travel %.
Located near the site and/or be present at the site regularly.
Strong organizational abilities.
Dynamic, self-motivated, being able to work independently, pro-active approach to taking on challenging assignments.
Strong project ownership ethic with a “can do” attitude.
Ability to work within and deliver critical timelines.
Outstanding communication skills, both written and oral, and the self-confidence to use these skills to convince others to buy-into proposals and plans.
Fluent in English.
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Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.