Job Title : Director, Business Management, API / Own Products
When you are part of the team at Thermo Fisher Scientific, you’ll do important work, and you’ll be valued and recognized for your performance.
With talented managers and inspiring coworkers to support you, you’ll find the resources and opportunities to make significant contributions to the world.
Location / Division Specific Information
Pharma Services is a $3.5B operating unit providing comprehensive services from development to commercial for small and large molecules in drug product and drug substance.
Our team prides themselves on solving our customers API (Active Pharmaceutical Ingredient) development challenges. Our objective is to be a reliable partner for supply of high-quality API via a seamless, scalable process that will rapidly achieve goals of clients at each stage of development, process validation and commercial supply to ensure our customers’ future success.
How will you make an impact?
The Director, Business Management API / Own Products reports to the Vice President Business Management API Global and will have a multi-faceted role responsible for a team of API Business Managers who work closely with a dedicated team of API Business Development Executives, Screening and Quotation Managers and Project Managers across a multi-site API Business Unit to achieve API revenue and profitability targets.
Working with the Vice President Business Management, who sets the strategic commercial direction for the BU, the Director Business Management translates that strategy into action for her- / himself and the rest of the BM team.
Based on a profound regulatory and Generic Market knowledge the Director Business Management additionally sets the growth strategy for our own APIs in alignment with VP Business Management.
As required for the responsible accounts the Director Business Management negotiates or supports negotiating short term as well as long term commercial agreements for driving the success of the API Business Unit.
What will you do?
Together with the VP Business Management and other Directors, lead the API Business Management function that act as the primary customer facing group within the BU
Partners with Sales and Marketing and other Business Unit functions to maintain productive relationships with all our customers.
Be responsible for client / customer management, pricing, forecasting future revenue, and own each of the business processes or systems required to execute on their responsibilities.
Ensure team compliance with API BM policies and processes to ensure a sustainable and effective revenue forecasting process as well as clear reporting.
Provide collaborative Business Unit leadership of all client facing activity (ie. BM, PM, Quotes, Sales, legal)
Provide support for client consistency, escalation and success of all API sites.
Lead an API Business Management team through role model leadership, proactive performance management and coaching, and focused engagement to attract, retain and develop talent
Facilitate employee development including defining annual goals, objectives and targets, and career development activities
Work closely with Marketing and the business unit leadership to determine adequate and robust marketing actions to support sales.
Liaise with business unit leadership of the business unit to determine execution of tactics related to strategy
Generate robust Business Cases for all own and team late phase and commercial opportunities to enable the development of sustainable business / asset strategy
Enable winning quotations and agreements with new and existing customers, support sales team in closing opportunities and fill in if needed.
Provide oversight of accurate monthly revenue forecasts and budget related to new and existing business at each customer and take strategic action.
Work with Sites to achieve excellent customer satisfaction.
Collaborate with Sales team of business unit to provide the best possible customer experience and to maximize opportunity to win new business.
Manage the team to enable compliance with all relevant activities in any database ()
Provide input into strategic initiatives including integrated and cross selling and potential M&A.
How will you get here?
Master’s degree in relevant Scientific discipline (Organic Chemistry, Chemical Engineer in Pharma manufacturing); PhD and / or MBA Preferred
Minimum 10 years of Pharmaceutical / Chemical experience. Including experience in a commercial role in Pharmaceutical Industry / Generic Pharma Industry (sales preferred) and / or leading program management role with demonstrated and sizeable business impact
Knowledge, Skills, Abilities
Demonstrated negotiation skills in closing significant and complicated commercial agreements.
Demonstrated ability to build strong, positive, productive relationships and influence senior leaders in a variety of cultures.
Demonstrated ability to project manage complex issues, dig into details, quickly get to the essence, and bring people together to resolve them
Demonstrated ability of holding people accountable; sets high performance bar and holds others accountable for their commitments, celebrates success and motivates others to do their best
Demonstrated ability to develop and implement processes and systems in a dynamic environment.
Strong financial (P&L) and analytical acumen; demonstrated track record of sound judgment and good decision making
Strong regulatory and Generic Market knowledge
Strong leadership skills and talent management mindset
Excellent written, verbal, and presentation skills in English
Demonstrated entrepreneurship mindset, accountability, agility, overcoming obstacles and focus on action and implementation
Travel expectations around 50-60% (US and Global)