Senior Business Manager, API

Here at Thermo Fisher Scientific, our industry-leading scale means unparalleled commercial reach, outstanding customer access and a global footprint.

Our broad customer base, from research, clinical to commercial production means you can have a broad and significant impact.

All while working in an environment where you will be supported, valued and rewarded for your performance. Join our Commercial team with an unmatched depth of capabilities and help our customers solve some of the world’s toughest challenges.

Discover Impactful Work :

The Business Manager is primarily responsible for effective and efficient commercial management of established and new API projects / products being run at small molecule API facilities (in the US and Europe).

This involves building strong client relationships in order to sell repeat business and negotiate conducive long term contracts.

In addition, an API Business Manager is actively involved in the new business sales process by acting as a liaison between the API site Quoting team and the Business Development Executives (BDE) team during the screening and quoting process to ensure that the most effective proposal is generated to meet the client need.

The Business Manager is also responsible for selling scope changes.

A day in the life :

Commercial Management of Established API Business, New Business Development including the involvement during the selling process, Relationship Management of Established API Business Project Overview of new and existing business (Project Steering & Execution is led by the respective Project Manager), Internal Reporting, and following Policies.

The Business Manager’s objectives are to improve client satisfaction while ensuring Patheon API business unit revenue, EBITA and cash flow targets are achieved.

Commercial Management of Established API Business

• Understands the requirements of clients ( via joining regular project execution calls) and communicates them internally so that the best solution can be found, Hosts client visits.
• Formulates and finalizes the quotation for repeat business.
• Works with the legal department to develop and implement long-term supply agreements, ensuring that the business framework (commercial terms, forecasting and order horizon, communications, etc.) is optimized.
• Compiles strategic business plans / cases for established products to support internal decision making, including action lists to lead product life-cycle.
• Provides regular revenue forecast updates to trigger internal development and manufacturing processes

New Business Development

• Collaborates with and supports the Business Development Executives in closing new business.
• Ensures accurate scoping for proposals with client and BDE. Provides chemical and technical expertise to client discussions.
• Supports the internal costing process, writes new business proposals, joins client teleconferences and meetings, as needed.
• Hosts client visits.
• Supports Pipeline and Portfolio Management with respective input.

Relationship Management of Established API Business

• Ensures development and management of the business relationship with established accounts, through understanding the client’s organization and business needs, identifying the decision structure related to API supply and third party manufacturing.
• Supports BDE's in establishing relationship with new accounts.
• Requires emotional intelligence; able to resolve disputes in a constructive, positive manner
• Passionate about long term view with clients; recommends what activities are required, when, in the development process.

Maintains excellent relations with production, regulatory, quality and analytical functions at our production sites. Ensures resources and production capacity is available through clinical and commercial campaigns

Project Overview

• Works closely together with the respective Project Manager and Project Team including Quality and GM to steer individual customer projects, meet timelines and contractual obligations and sell scope changes.
• Effectively steers the resolution of significant issues with the client related to client complaints, disputes, costing, quality (product deviations and rejections), manufacturing (production, deliveries) and invoices.
• Is involved in project execution depending on challenges in the project.
• Ensures invoices are issued and paid on time.
• Hosts client visits together with Project Management.

Internal Reporting

• Maintains accurate and up to date demand and revenue forecast for own product portfolio.
• Works closely with clients and Strategic Business Intelligence to align forecasting between market information and client information.

Provide input for Strategic Business Revue Meetings and other reports as required.

Provides relevant documentation on proposals, contracts etc. and follows the internal Business Management Policy.

Job Scope

• Significant impact on revenue and EBITDA forecasting
• Networks with key contacts mainly inside own area of expertise

Supervision

Normally receives little instruction on day to day work and typically only general instructions on new assignments.

Keys to Success

Education

Bachelor’s, Masters or PhD Degree in Life Sciences (Chemistry with business knowledge).

Experience

• 7 plus years of previous related experience in project management, account management, sales or marketing with internal or external client-facing responsibilities.
• API contract manufacturing experience required

Equivalency

Equivalent combinations of education, training, and meaningful work experience may be considered.

Knowledge, Skills, Abilities

• Analytical skills, selling skills, Business-oriented, Service and Client-oriented.
• In-depth knowledge of the pharma business, industry and manufacturing processes.
• Detailed understanding of GMP regulations and how they are applied in clinical and commercial API production
• Excellent relationships skills at all levels and Experience in customer and internal relationship.
• Profound communication and negotiation skills.
• Excellent English language skills and international mobility.
• Cultural sensitivity.
• Passion for the business.
• Result oriented.
• Resilient, extensive travel requirement.
• Ability to travel domestic and internationally up to 25-50%

Benefits

We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects.

We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain .

A 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 at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.