Account Director, Business Development – Central Labs

Thermo Fisher Scientific

. Own assigned territory and drive performance through territory account plans .

Posted 10/15/2026full-timeRemote • Massachusetts • United StatesLead💰 $95,000 - $158,300 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates strong account management capabilities with a focus on client acquisition and retention in the pharmaceutical sector. Proficient in pipeline management, relationship building, and strategic sales execution to meet and exceed performance targets.

Highest-signal resume keywords

Account ManagementSales Strategy DevelopmentPipeline ManagementClient Relationship BuildingData Interpretation

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Salesforce.comMS Office SuiteData TrackingProposal DevelopmentProcess Improvement

Soft Skills

Interpersonal SkillsCommunication SkillsOrganizational SkillsPresentation SkillsInfluencing Skills

Tools & Technologies

SalesforceMS WordMS ExcelMS PowerPointMS Visio

Industry Keywords

Pharmaceutical SalesClient AcquisitionMarket AnalysisCompetitive StrategyAccount Development

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

Own assigned territory and drive performance through territory account plans
Acquire and retain high-value clients among small and mid-sized pharmaceutical companies
Partner with CDSD to win joint accounts
Develop relationships to foster growth at established accounts
Build a territory leads funnel to achieve annual sales and new-client acquisition targets
Qualify prospective clients, determine project timelines, key contacts, and funding sources
Convert qualified leads into opportunities
Drive awards within the assigned territory to meet GCL sales targets and objectives
Develop relationships with new accounts using the standard value proposition
Develop and implement client strategies to optimize sales and overcome competitive risks
Provide input and oversee proposal and opportunity processes with Proposals & Contracts and Scientific Affairs
Act as client advocate and provide market and competitive information for capability and process improvements
Represent PPD GCL at client presentations, bid defenses, and industry conferences/events
Partner with Scientific Affairs, Proposals & Contracts, Project Management, and other stakeholders to exceed client expectations
Update opportunities and log activities in Salesforce to meet KPI expectations
Partner with Account Development to grow the pipeline using Salesforce.com and Global Data
Occasional drives to site locations and domestic and international travel

Requirements

What you’ll need

Bachelor's degree or equivalent and relevant formal academic / vocational qualification
Previous experience providing the knowledge, skills, and abilities to perform the job, comparable to 2 years
Combination of appropriate education, training and/or directly related experience may be considered sufficient
Intensity and hunger to win
Ability and willingness to build accounts from scratch
Ability to clearly present and articulate value proposition
Pipeline management and strong organizational skills
Must be physically based in assigned territory
Travel 25-50%
Strong interpersonal skills to build relationships, communicate and influence across all levels
Advanced process improvement/implementation skills
Extensive analytical and data interpretation/tracking/trending skills
Excellent verbal and written communication/interpersonal skills
Extensive MS Office skills including Word, Excel, Visio, Access, and PowerPoint
High level of PC competence and understanding of computer logic
Excellent business and financial acumen
Proven executive presence
Ability to access and use in-house and off-the-shelf computer software
Ability to work independently, multitask, perform under stress, and maintain regular and consistent attendance
Ability to lift and carry 15-20 lbs.
Ability to perform frequent mobility and occasional crouching, stooping, bending, and twisting

Benefits

Comp & perks

Variable annual bonus based on company, team, and/or individual performance results
A choice of national medical and dental plans, and a national vision plan, including health incentive programs
Employee assistance and family support programs, including commuter benefits and tuition reimbursement
At least 120 hours paid time off (PTO)
10 paid holidays annually
Paid parental leave: 3 weeks for bonding and 8 weeks for caregiver leave
Accident and life insurance
Short- and long-term disability in accordance with company policy
Competitive 401(k) U.S. retirement savings plan
Employees’ Stock Purchase Plan (ESPP) with discounted company stock
Domestic and international travel opportunities