Director, CRO/CDMO Strategic Partnerships

This Director of Strategic Partnerships will drive high-level collaborations and partnerships with CRO/CDMO customers, Charles River Labs & Lonza, through a strong knowledge of the customer, the shift towards Biologics, and the Life Science Instruments Group (LSIG) product portfolio. This position will manage cross-platform commercial operations for LSIG at said accounts globally through revenue growth and commercial execution. This Director will elevate LSIG's position in the account by influencing C-suite and other essential decision makers and will have responsibility of owning the account strategy.

This is a Global remote role located in the northeast or mid-atlantic US.

KEY RESPONSIBILITIES:

Continuous Customer Discovery

• Map the entire Customer ecosystem including Wholly Own Subsidiaries & Identify Key Stakeholders with a focus on new biologics modalities
• Establish Important Customer Sites to help local sales penetrate and discover new opportunities
• Understand their key CRO/CDMO partners and the work that is part of the collaboration
• Have a strong pulse on the customer's strategic initiatives, future acquisitions, and develop key relationships

LSIG Discovery with Customer Focus

• Articulate LSIG's value proposition has CRO/CDMO customers seeking partners in the Biologic space
• Develop a strong understanding of the LSIG Portfolio, the workflows where LSIG has strong solutions, and the synergies between LSIG & the Customer
• Understand existing relationships, business to date, competitive landscape
• Define potential with account (immediate, midterm, and long term) for all product lines & services
• Incorporate Account in VOC to LSIG Product Leadership on product line expansion and development
• Establish Early Adopters & Reference Sites for new product launches

Align with Internal and External Stakeholders on All Strategic Initiatives (Workflow Sales Strategy, Contracts Negotiations, Service, etc)

• Orchestrate C-suite and senior leadership cross organization governance meetings

Builds Account Strategies, Playbook, and Growth Bridge

• Build an Account Strategy in collaboration with Service, Field Marketing, Commercial Marketing, BU, Sales, and Distribution Partners
• Translate strategies to local tactics and actions (long term and short term)
• Drive account strategy and partnership mentality to all participating Operating Companies from sales representatives to senior leadership

Requirements:

• Demonstrated track record of success as a Life Science Sales Representative or Sales Manager
• 10+ years of sales experience at a Life Sciences company, minimum 5 years of experience with Advance Science Degree
• Strong understanding of the BioPharma/CRO/CDMO ecosystem and the growing shift toward Biologics
• Ability to set global strategies with short-term, mid-term, and long-term goals
• Experience in partnerships & selling to senior level leadership
• Ability to travel up to 30-50%
• Strong communication and presentation skill
  We believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working here can provide.

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When you join us, you'll also be joining Danaher's global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you'll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System (https://www.danaher.com/how-we-work/danaher-business-system) tools and the stability of a tested organization.

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