With unwavering commitment to service, science and process engineering, Fisher Clinical Services is powered by people with an exceptional commitment to quality, deeply instilled ethics of personal responsibility and unrivaled expertise.
We are exclusively focused on serving the packaging and distribution requirements of clinical trials across the world. Whether planning, packaging, labeling, storing, or distributing the important supplies needed to perform clinical research, for more than 27 years Fisher Clinical Services has been committed to delivering the highest possible value while ensuring adherence to the highest level of quality, performance, reliability and sustainability standards.
Fisher Clinical Services is a part of Thermo Fisher Scientific, the world leader in serving science, enabling our customers to make the world healthier, cleaner and safer.
With annual revenues of $23 billion, we have more than 70,000 employees and serve more than 450,000 customers within pharmaceutical and biotech companies, hospitals & clinical diagnostic labs, universities, research institutions & government agencies, as well as environmental & industrial process control settings.
Fisher Clinical Services Sales team is looking to hire a Senior Account Manager for our Nordics territory. This position will be responsible for selling our comprehensive line of value-
added supply chain services to clinical trial customers in pharma, biotech and medical device industries. This is a great opportunity to join the world-
leader in global clinical supply chain services.
This position is home based in any Nordic country with significant travel expected.
Hunt new clients and new business opportunities with existing clients for clinical supply chain services including drug packaging, distribution and comparator sourcing.
Meet or exceed the sales goal for the assigned accounts and / or territory.
Cultivate and prospect new relationships within the account and new clients to strengthen Fisher Clinical Services connections.
Identify the roles of each contact and target communications specifically to their needs. Identify the key decision makers.
Develop, attain approval and implement specific Account Development Plans (ADP) including strategies, tactics and initiatives designed to support the attainment of predetermined goals.
You need to be able to gain knowledge of the outsourcing strategy of the assigned clients and develop short / medium and long-
term strategies that result in maximising the opportunities to provide the clients with clinical trials supplies services.
This includes the prioritisation of accounts, identification of decision-makers, utilisation of sales tools, while leveraging events (trade shows and conferences), etc.
Provide clinical supplies sales and informational support for Fisher Clinical Services Project Managers.
Manage client expectations by involving other Fisher Clinical Services personnel, such as Client Services, Operations, Subject Matter Experts (SMEs) and Executive Leadership Team (ELT) members, in order to build a horizontally integrated relationship that capitalises on the technical talent and knowledge base within Fisher Clinical Services.
Negotiate with customers while providing proposals, quotations, and service agreements that are properly reviewed and authorised by Contracts, Operations, and ELT, where required.
Document activity and report progress on an ongoing basis within the CRM system.
Working with the operations team and the client to ensure that forecast for new and ongoing work is planned and managed efficiently to meet client expectations and deadlines.
Provide suggestions for solutions to help design Supply Chain solutions that meet clients’ requirements and promote new services or areas of technology for Fisher Clinical Services that will enhance the current Go-To-Market strategy.
Responsible for leading the process of winning new business. This may include leadership at the bid defense meeting, pricing negotiation, contracts management etc.
The role will be accountable for meeting new business targets.
Apply GMP in all areas of responsibility.
Participate in all required training and development opportunities.
Observe Fisher Clinical Services company policy and appropriate Fisher Clinical Services SOP’s and makes recommendations for improving the effectiveness of policies and procedures, where appropriate
Other sales related duties as assigned that may be required in order to perform the role.
Education / Experience Requirements :
BSc / BA or equivalent in business or the sciences.
Clinical project, Operations and / or related Sales experience.
Clinical trials and / or materials management knowledge.
Teamwork, especially in a matrix management organisation. Ability to influence across functions across Thermo Fisher Scientific sites and across companies to achieve objectives.
Demonstrated competency with software tools used for internal and external communications such as the Microsoft Office Suite, including MS PowerPoint, SalesForce.
com, or other CRM software.
Sales, communication and presentation skills. Must be able understand client’s requirements and to be able to devise and articulate the most appropriate solutions.
Demonstrated problem solving with keen analytical skills. Capable of identifying and escalating issues.
Negotiation and problem-solving skills.
Self-motivated and goal focused to achieve results, capable of working with autonomy and assessing when to involve management / support.
Works well under pressure and can handle stressful or conflict situations.
Holds a valid driver’s license.
Up to 50% overnight travel may be required.