Sr Director, Business Management, Greenville
Thermo Fisher Scientific

Work Schedule
Standard (Mon-Fri)

Environmental Conditions
Office

Job Description

Are you a strategic leader with a proven track record in driving business growth and operational excellence? The Senior Director of Business Management leads and provides direction for the site's Business Management function and ensures achievement of the function's business goals and objectives. The Senior Director leads the business relationships with existing commercial clients, handling customer concerns and enhancing client service and happiness in the overall best interest of Thermo Fisher. The Senior Director establishes Business Management strategy for the site and connects site goals to larger functional objectives. Join us in shaping the future of our business management and exceeding client expectations!

The scope of the position covers five major areas:

Client Relationship Management

• Lead Greenville Business Management Team and ensure team members serve as leaders in site business activities representing the client interests, while improving the site financial position and protecting revenues.
• Lead large New Business and drive Business Expansion opportunities and coaches Business Managers to ensure effective management of such opportunities. Drive UNB target and ensure full contract compliance.
• Understand and use client and market intelligence to propose differentiated solutions for clients.
• Work with Portfolio Services Manager to continuously optimize client portfolio and financials, including margin expansion initiatives.
• Identify and prioritize opportunities and drive cross-functional work to support clients and achieve desired financial results.
• Facilitate client direct contact with site and network specialists as appropriate.
• Lead all clients' business relationship to ensure all issues are promptly handled and all communications are timely and accurate.
• Ensure plan executions are done in full respect of agreements and in compliance with Master Supply Agreement.
• Share reports with top management and central corporate functions on matters that could impact performances, with solutions and action plans in place.
• Lead initiatives for talent, growth, client experience, and partnership with Technology Transfer.
• Participate and provide advice on site-based initiatives for clients, strategic deals, and technology selection.

• Develop and finalize most important MSAs with clients, working closely with other functions as needed.
• Review New Business proposals to ensure alignment with financial commitments.
• Support the site functions and Quotes Team to assess the cost of a new or existing project (cost of production, capital requirements).
• Ensure that all MSA requirements are timely completed, including pricing, payment terms, renewals, yield reconciliations, etc.
• Ensure annual pricing updates are completed and delivered to clients per the MSA.
• Focus on strategic issues, including large MSAs and/or large potential deals.

• Be responsible for the identification of new initiatives with tools within Operational Excellence.
• Develop and set the strategic plans for the BM team to ensure growth, expansion, and projects are met.
• Partner with the Program and Project Management Office (PPMO) to understand execution of all projects between the sites and clients, and to follow Technical Transfer critical activities with respect to timelines and technical activities.
• Develop and authorize new processes.
• Work with the site General Manager and as part of the site leadership team handle the business in accordance with what we value, policies and agreements with clients.

• Know financial obligations within the Master Service Agreement and work with Finance to assure compliance.
• Participate in Greenville Business Plan and validate ongoing forecasts.
• Lead key site programs support and revenues realization. Drive revenues/sales growth objectives in close collaboration with Operations and Commercial leadership.
• Lead Base Business Expansions/volumes addition, in alignment with the network and Strategic Accounts teams.
• Lead pricing strategy and execution, for contractually entitled annual price increases and any pricing surcharges that may apply.
• Work in partnership with the Steriles network (and other sites) when handling clients and business opportunities.
• Ensure regular reporting to PSG Commercial and DPD senior leadership.

• Engage, coach, enable outstanding performance within the Business Management site (Leadership) Team. Identify, attract, empower and retain outstanding talent.
• Build development opportunities and provide mentorship.
• Generate and implement development plans for Business Management leaders and extended team.
  

• Bachelor's degree in science and/or business - master's degree preferred, MBA desirable.

• Strong understanding of the pharmaceutical manufacturing and outsourcing including Good Manufacturing Practices.
• Consistent record in leading services oriented technical portfolios and providing outstanding customer support.
• Extensive Customer Relationship Management experience.
• Inspirational and forward-thinking leadership, decision-making and conflict resolution skills.
• Shown success as a change agent.
• Excellent interpersonal and communication skills, as well as the ability to encourage and empower.
• Ability to work with internal and external senior level executives.

• 10+ years' related experience in the Pharmaceutical/CDMO Industry.