JOB DESCRIPTION

Join Thermo Fisher Scientific Inc. as a Senior Business and Sales Development Manager to drive global success in the IVD sector within the Diagnostic Services team (DX Services). DX Services is a commercial channel and part of the Clinical Diagnostics Division within Thermo Fisher Scientific, providing services and products to leading IVD manufacturers globally.

POSITION SUMMARY:

Lead strategic account relationships, manage portfolio, drive revenue growth and develop new customer partnerships globally. This role involves generating and qualifying leads, closing agreements, and ensuring timely implementation of new business opportunities. The candidate will operate with a sense of ownership and accountability for annual operating plan commitments.

MINIMUM REQUIREMENTS/QUALIFICATIONS:

• B.S. degree in a Scientific Field or equivalent experience required; a scientific focus such as Biology, Chemistry, or a related field is preferred.
• Strong commercial skills with MBA or equivalent experience or professional certifications (preferred), or proven experience in sales or key account manager roles.
• Consistent track record of leading complex business-to-business relationships and developing and leading customer focused solutions.
• Strong business insight to understand key performance indicators and their drivers and evaluate the attractiveness of opportunities (IRR/return on investment/net present value).
• Over 8 years experience in IVD or related industry with deep technical, regulatory, and operational knowledge.
• Strong project management skills.
• Willingness to travel up to 20-30%, as required (and depending on location).
• Diligent, assertive self-starter who can operate effectively to meet goals and timelines in multiple assignments and who is able to adapt to change.
• Strong interpersonal skills in front of internal and external audiences, with the ability to counsel, negotiate, and formally present proposals and/or technical solutions.
• Demonstrated success in working in a global, matrixed environment with the ability to lead and influence others without direct authority.
• Advanced level skills in Microsoft Office suite (Word, Excel, PowerPoint, Visio, Project, etc.).

• Develop and maintain strategic long-term relationships with key accounts.
• Drive partner portfolio management, contract compliance, and statements of work.
• Identify potential new customers through lead generation and qualification.
• Drive progression of new opportunities through the sales funnel process.
• Lead in the negotiation process and close new and renewal business.
• Evaluate customer requests and maintain high service levels with timely responses to pricing, volume, issue resolution, and support activity.
• Schedule and coordinate quarterly business reviews, manage established performance metrics, and scorecard reports with key customer accounts and internal cross-functional team meetings.
• Assist in the preparation and delivery of business/technical/capability presentations.
• Promote new novel content and capabilities with customers through development of product positioning, value propositions, and key messaging.
• Manage customer relationships through effective communication and understanding of customer needs.
• Coordinate workshops and site visits targeting new customers.
• Analyze market trends, customer requirements, and competitive strategy, identifying opportunities for growth through product positioning and differentiation.
• Provide Voice of Customer support to BUs with market/competitive analysis and product strategy to ensure a clear and differentiated portfolio of products and services.
• Collaborate with Strategic Key Account Managers to bring to bear standard methodologies and develop strategies for reaching sales targets.
• Perform monthly sales funnel reviews.