Technical Business Manager

5 mesi fa

Monza, Italia Thermo Fisher Scientific A tempo pieno

**Techinical Business Manager**

**PURPOSES OF THE **POSITION/RESPONSIBILITIES**:
The Technical Business Manager develops and manages the technical business relationship with commercial clients, through understanding the client’s organization and business needs, in order to enhance client service and satisfaction in the overall best interest of Patheon.

The Technical Business Manager understands client and business requirements and identifies solutions aligned with these requirements.

The Technical Business Manager builds a strong foundational business relationship with (key) business accounts and through the successful completion of Technology Transfer and help Sales to generate business growth, identifying and developing business opportunities, and serves as the liaison between Pharmaceutical Development Services (PDS) and Drug Product Services (DPS) management to coordinate the introduction of new products from the PDS pipeline.

**The scope of the position covers three major areas**:
Client experience and Relationship Management Growth Responsible to collect information and build cases to allow site leadership make strategic decisions

**Specific assignments/primary activities**:
**Client Experience and Relationship Management**:
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.

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.

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 leads escalation process.

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.

Assess commercial impact of quality agreements

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

**New Business Development**:
Uses relationship with existing customers to find new 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 leads customer site visits, and promotes Patheon and site capabilities.

**Technical Excellence**:
Leads business aspects of technology transfer projects and contributes 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 facilitate the transition to commercial of tech transfer projects upon validation.

**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 on collection of overdue invoices, resolves root issues, and in general understands client’s financial processes.

Understands and implements terms for client contracts including pricing, payment terms, 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.

**GMP & Health & Safety**:
Ensures cGMP is applied i

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