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The Pharmaceutical Services group of Thermo Fisher Scientific is seeking a Contract Director. The group is focused on providing end to end clinical trial and logistic solutions, manufacturing drug substance, preparation of final drug product, and providing process development services. We don’t specialize in any particular therapy--we support them all. Our customers range from small biotech/pharmaceutical startups that lack expertise beyond R&D to larger companies in this space who prefer to outsource these services. We have the industry’s largest global footprint of FDA cGMP facilities where our customers need us.
As a Director of Contracts you will support the pharmaceutical services by negotiating a variety of customer facing agreements ranging from tens of thousands to tens of millions in revenue. Getting deals done that all parties believe are fair, durable, and lay the foundation for long term partnerships is how you will add value and be responsible for leading teams and helping chart the strategic direction of the contracts function.
What will you do?
Be fully accountable for the outcome of negotiations from customer acceptance of their proposal to the final contract’s execution.
Drive the negotiation process both internally and with the customer’s negotiation team to a speedy resolution.
Be a principled negotiator willing to stand up to unprincipled techniques and pressures.
Be able to persuasively and professionally communicate with internal stakeholders and customers the reasons for the positions we take.
Generate creative options to break through negotiation impasses that work for all parties.
Continually strive to make the contracting process more efficient, effective, and customer centric.
Follow and help improve the tools used to ensure consistency of the negotiation process and ensure maximum situational awareness for all internal stakeholders throughout the contract process.
Ensure that when contracts are sent to the data base for final storage that key provisions are communicated to impacted internal parties and highlighted for future audiences.
Be prepared to educate fellow employees about the philosophy and processes behind contract negotiations and how your work impacts their business’s bottom line.
Other duties may be assigned to meet business needs.
Able to work in matrixed environment to get results from disparate stakeholders including: sales, finance, marketing, legal, quality, and site management/operations.
Depending on seniority of role be able to mentor and develop subordinates and think strategically about the contracting function.
Able to sell the value of the contracting role to the broader business.
How will you get here? Education
Bachelor’s degree in related discipline (preferably in Business or Life Sciences); MBA and JD highly preferred.
10+ years’ experience negotiating contracts (dependent on the seniority of the position).
Preferably contract experience doing high value and complex agreements in the life science industry (e.g., pharma, biotech, medical device).
Experience in FDA regulated industries a plus.
Familiarity with pharma or biotech industry desirable.
Experience with manufacturing or professional services firms a plus.
Experience building and leading teams.
Knowledge, Skills, Abilities
Proven track record dealing with complex contractual language.
Understanding the business and legal implications of various contract terms.
Ability to be persuasive to both internal and external stakeholders.
Able to generate creative options to overcome objections during negotiations.
Able to withstand pressure from customers and internal stakeholders when following a course of action based on broader principles rather than immediate commercial need.
Ability to assess needs of business and design and implement creative and durable solutions.
Additional Salary Information: Bonus Eligible.
Internal Number: 110623BR
About Thermo Fisher Scientific
Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of more than $24 billion and approximately 70,000 employees globally. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics, deliver medicines to market and increase laboratory productivity. Through our premier brands - Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services - we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive services.
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