Develops and manages the business relationship with commercial clients, through understanding the client’s organization and business needs, in order to maximize client service and satisfaction in the overall best interest of Patheon.
Has both deep understanding of the technical and business specifics with respect to client and business requirements, and understand how that fits Patheon Site Business Strategy, and identifies solutions aligned with these requirements.
Builds a strong foundational business relationship with key business accounts which represent a high level of volume and complexity in a site to generate business growth through identifying and developing business opportunities, partnering with Sales, and the successful completion of Technology Transfers.Client Experience and Relationship Management:
Acts as the internal client advocate and leader of the assigned business at the site, balancing and driving both the client’s and Patheon's requirements and priorities.
Develops and manages the business relationship with existing key accounts through understanding the client’s organization and business needs in addition to understanding the Patheon network perspective related to the client's business to ensure overall approach is client versus site centric.
Identifies the decision structure related to product supply and third party manufacturing, and develops an understanding for execution and implementation of supply agreements while ensuring the business framework (forecasts, order horizon, communications, etc.) is optimized.
Ensures that expected service levels are being provided and that required planning and technical information is being exchanged appropriately between organizations, through the coordination of information flow, with regard to client’s requirements.
Leads engagement of the Voice of Customer (VOC) program, develops action plans and manages escalation process.
Ensures resolution of significant issues with the client through coordination and collaboration of internal functional resources to identify, propose and carry out an efficient plan to settle the issue, while protecting Patheon interests and image.
Facilitates regular and ad hoc teleconferences and business review meetings with assigned key account.
Ensures client and Patheon are operating in compliance with MSA (Manufacturing Supply Agreement).
Quotations and Supply Agreements:
Prepares and submits commercial services proposals to customers.
Coordinates the generation of Quality Agreements and assesses their commercial impact.
Identifies and renegotiates unfavorable business terms and ensures new business arrangements are amended to existing MSA's
Completes and lead commercial assessments and generates and negotiates quotations for technical changes and in response to customer requests for additional services outside those captured in the Master Services Agreement.
New Business Development:
Leverages relationship with existing key customers to identify opportunities.
Partners with Sales to identify, assess and implement new business opportunities related to existing key clients.
Lead and facilitates effective internal communication of new project requirements, organizes and manages customer site visits, and promotes Patheon network and site capabilities.
Participates in Technology Transfer project team responsible for commercial aspects of the business.
Works closely with project managers to assume control of tech transfer projects upon validation.
Participates in projects including representing Business Management as a member of process improvement and capital project teams.
Assumes ownership of site projects relating to the customer (e.g. purchasing or pricing initiatives, task forces) and follows through to completion.
Financial and Forecast Management:
Ensures client’s forecasts are represented accurately in S&OP process and are posted into 3-year planning model.
Understand changes, risks and opportunities to demand forecasts by exploring marketplace and gathering business intelligence to create Demand and Business Plans.
Verifies congruency vs contractual commitments in forecasts.
Requests and implements pricing updates including annual pricing reviews, technical changes, etc. in compliance with MSA terms.
Works with finance to escalate collection of overdue invoices, resolves root issues, and in general understands client’s financial processes.
Maintains and tracks monthly revenue forecasting from project activities and supplementary services.
Ensures all projects achieve appropriate profit margins, through the request, analysis and recommendation of existing and new project pricing and proposal strategies for commercial projects for the site.
Identifies risk and opportunities to the client forecast and business plan and works with clients to protect from risk and capture opportunities
Works closely with assigned key accounts with the goal to improve forecast accuracy of client portfolio.
Strategic Project Management:
Supports strategic or improvement initiatives for the Business Management department at the site, regional or global level with support of BM management.
Monitors progress status (organizing ad-hoc meetings, if needed), Identifies corrective actions if required, to manage all logistic, administrative and financial aspects of the project.
Verifies contract requirements are met, in order to maximize client satisfaction and revenues from the production order, in compliance with contract requirements (deadlines and service level).
Ensures that critical issues are communicated to the Business Management leaders and drives efficient resolution.
University Degree in Science, Finance and/or Business required. Masters of Business Administration (MBA) degree desired
Typically 8 years of previous related experience in project management, account management, sales or marketing with internal or external client-facing responsibilities.
Pharmaceutical or Contract Manufacturing industry experienced preferred.
Thermo Fisher Scientific is an equal opportunity employer and is committed to the principle of diversity and is particularly interested in receiving applications from a broad spectrum of people. Accommodations for job applicants with disabilities are available upon request.