Job Description

　　The Business Manager 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. The Business Manager is technically proficient with respect to client and business requirements and identifies solutions aligned with these requirements. The Business Manager builds a strong foundational business relationship with (key) business accounts to generate business growth through identifying and developing business opportunities, partnering with Sales, and the successful completion of Technology Transfers. The Business Manager serves as the liaison between Pharmaceutical Development Services (PDS) and Drug Product Services (DPS) management to oversee the introduction of new products from the PDS pipeline.

　　The scope of the position covers three major areas:

　　Client Experience and Relationship Management

　　Growth

　　Technical Excellence

　　This is done with collaboration with others in the organization, including (depending on the site) Senior Business Manager, Business Management leadership, Business Development teams and/or Strategic Accounts and is active in supporting negotiations and network projects.

　　Essential Functions:

　　Client Experience and Relationship Management:

　　Acts as the internal client advocate and leader of the 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 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 and/or other client service measurements, 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.

　　Ensures client and Patheon are operating in compliance with MSA (Manufacturing Supply Agreement).

　　Quotations and Supply Agreements:

　　Understands quotations process.

　　Prepares and submits commercial services proposals to customers.

　　Represents DPS site interests in negotiations of technology transfer and manufacturing supply agreements.

　　Coordinates the generation of quality agreements and assesses their commercial impact.

　　Completes commercial assessments and generates and negotiates quotations for technical changes and in response to customer requests for additional services.

　　New Business Development:

　　Leverages relationship with existing customers to find opportunities.

　　Partners with Sales to identify, assess and implement new business opportunities related to existing clients.

　　Facilitates effective internal communication of new project requirements, organizes and manages customer site visits, and promotes Patheon and site capabilities.

　　Technical Excellence:

　　Oversees’ technology transfer projects, in collaboration with TTPM, to ensure 100% on-time launches.

　　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.

　　Assesses ongoing business and provides technical solutions to the client to address process robustness or business challenges.

　　Contributes to the identification and implementation of new initiatives with tools within Lean and Six Sigma, Operational Excellence methods.

　　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.

　　Assists in development of annual commercial revenue budget.

　　Seeks to 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 raise collection of overdue invoices, resolves root issues, and in general understands client’s financial processes.

　　Understands and implements the key milestones identified in the client contracts including pricing, payment terms, term of contract, yield reconciliation, etc.

　　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.

　　Works closely with assigned accounts with the goal to improve forecast accuracy of client portfolio.

　　REQUIRED QUALIFICATIONS

　　Education:

　　University Degree in Engineering, Science, Finance and/or Business required. Master of Business Administration (MBA) degree desired

　　Experience:

　　Minimum 5 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

　　Equivalency :

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

　　Knowledge, Skills, and Abilities :

　　Ability to influence others to reach agreements and adopt a course of action. Ability to adapt to a changing environment quickly and easily. Ability to develop solutions that are mutually beneficial to the client and to Patheon. Ability to function independently and as part of a team. Ability to emphasize with another’s situation to be able to drive a greater level of understanding and develop solutions. Ability to serve as the internal client advocate while balancing Patheon’s requirements and priorities. Ability to identify market opportunities for new and existing clients and/or products. Take action accordingly and dare to take risks.

　　Superior communication and presentation skills, verbal and written; fluent in the English language (+ local language). Demonstration of active listening skills. Communicating with clients and internal customers with challenging issues in a positive manner. Capable of remaining calm while managing challenging issues and maintaining optimistic outlook. Demonstrated success in the managing of multiple projects in a customer service environment. Dynamic, self-motivated, pro-active approach to taking on challenging assignments. Demonstrated analytical and organizational skills with the ability to impart this information to others within the Business Management team. Experience with budgeting and forecasting required. Operates with a sense of ownership and accountability. Regular need to attend to and decipher sensory input that requires diligence and attention to interpret effectively. This is typically because data is complex and/or technical.

　　Working knowledge of MS Office Applications (Word, Excel, PowerPoint, SharePoint) required

　　*Standards and Expectations:  *  

　　Follow all Environmental Health & Safety Policies and Procedures. Work harmoniously with fellow team members, modelling positive team principles and partnering to meet project and departmental objectives. Carry out all duties within strict compliance to Patheon quality systems SOP's and Good Manufacturing Practice (GMP). Maintain workspace in a clean and orderly fashion.  Actively engage in and adhere to departmental systems in order to maintain a smooth and efficient workflow (visual management, scheduling systems, etc.). Be client and patient conscious at all times. Understand Key Performance Indicators and strive to improve the performance of the team by identifying areas for system improvements and engage in problem solving. Models positive thinking and is open to change, motivating the team to adapt to shifts in priorities and new ways of working. Proactively identify areas for improvement in the execution of procedures. Communicate risks to timelines of deliverables in a proactive manner.  Consistently strives to improve skills and knowledge in related field.    

　　Physical Requirements:

　　Light physical effort and fatigue. Walks, sits or stands for limited periods. May require occasional equipment operation including keyboard equipment. Lifts light items for limited duration. Typically located in a comfortable indoor area. There may be exposure to mild physical discomfort from factors such as dust, fumes or odours, temperature extremes, loud noise, strong drafts, or bright lights. Use of Personal Protective equipment may be required and may include any of the following: safety glasses, safety shoes, lab coat, gloves, hair net, beard cover, safety apron, respirator occasionally.

　　Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.