Senior / Executive Account Director, Business Development – Mid-Sized Pharma (EMEA Accounts)

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Thermo Fisher Scientific, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life - enabling our customers to make the world healthier, cleaner and safer. We provide our teams with the resources needed to achieve individual career goals while taking science a step beyond through research, development and delivery of life-changing therapies.

With clinical trials conducted in 100+ countries and ongoing development of novel frameworks for clinical research through our PPD clinical research portfolio, our work spans laboratory, digital and decentralized clinical trial services. Your determination to deliver quality and accuracy will improve health outcomes that people and communities depend on – now and in the future.

As part of the continued growth of our commercial organization, we are seeking a Senior / Executive Account Director, Business Development – Mid-Sized Pharma (EMEA Accounts) to strengthen and expand strategic relationships within our mid-sized pharmaceutical client portfolio across EMEA.

Summarized Purpose

This role is focused on managing and growing a defined set of mid-sized pharmaceutical accounts—typically organizations with ~$200M+ in annual revenue, active development pipelines, and dedicated R&D budgets. Unlike territory-driven roles, the emphasis is on account development, long-term relationship management, and expanding existing partnerships.

Secures and grows business for PPD through consultative, relationship-driven engagement with key decision-makers and influencers. Positions PPD as a preferred partner for outsourced clinical development services by aligning solutions to client strategies. Leads the full sales cycle for opportunities within assigned accounts, from identification and qualification through proposal development, negotiation, and close.

This role is location-flexible within EMEA.

Essential Functions:

• Develops and executes strategic account plans to drive growth within assigned mid-sized pharma clients across EMEA.
• Builds and maintains strong, long-term client relationships, identifying opportunities to expand partnerships and increase share of wallet.
• Leads the full opportunity management process within accounts, including RFP strategy, proposal development, client presentations, negotiation, and contract close.
• Contributes to overall team revenue objectives (approximately $0.5M annually at team level) through effective account development and opportunity conversion.
• Maintains accurate account plans, pipeline, and client activity within CRM systems.
• Collaborates cross-functionally with Operations, Finance, and Marketing to develop tailored, competitive client solutions.
• Monitors client satisfaction, proactively addressing feedback and identifying opportunities for continued growth.
• May mentor or support junior team members as appropriate to level.

Education

• Bachelor's degree or equivalent and relevant formal academic / vocational qualification.
• Previous experience that provides the knowledge, skills, and abilities to perform the job (typically 5–8+ years for senior level, with flexibility depending on experience and level alignment), or equivalent combination of education, training, and experience.
• Years of experience are a guideline and not the sole determining factor in level or hiring decisions.

Knowledge, Skills, Abilities

• Strong sales, account management, or business development background within the pharmaceutical/biotech industry.
• Proven experience managing and growing strategic client accounts, with a track record of expanding business within existing relationships.
• Demonstrated ability to manage complex sales cycles, including internal coordination, proposal development, and contract negotiation.
• Strong relationship management and influencing skills, with the ability to engage senior stakeholders.
• Good understanding of the clinical development landscape and outsourcing models (e.g., full-service, FSP).
• Proficiency in CRM systems and Microsoft Office tools.

Work Environment

Thermo Fisher Scientific values the health and wellbeing of our employees. We support and encourage individuals to create a healthy and balanced environment where they can thrive. Below are the working environment requirements for this role:

Ability to communicate effectively with diverse stakeholders in a clear and professional manner.

Ability to work in a standard office environment and use common office technology.

Ability to manage multiple priorities and perform effectively in a target-driven environment.

Willingness and ability to travel as required to support client engagement across EMEA.

What we offer:

At PPD Clinical Research Services we hire the best, develop ourselves and each other, and recognise the power of being one team. We understand that you will want to grow both professionally and personally throughout your career, and therefore at PPD you will benefit from an award-winning learning and development programme, ensuring you reach your potential.  

As well as being rewarded a competitive salary, we have an extensive benefits package based around the health and well-being of our employees. We have a flexible working culture, where PPD Clinical Research Services truly value a work-life balance. We’ve grown sustainably year on year but continue to offer a collaborative environment, with teams of colleagues eager to share expertise and have fun together. We are a global organisation but with a local feel.

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory with PPD, part of Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

Apply today! http://jobs.thermofisher.com

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