Business Development Manager

at  Thermo Fisher Scientific

Here at Thermo Fisher Scientific, our industry-leading scale means unparalleled commercial reach, unique customer access and a global footprint. Our broad customer base, from research, and clinical to commercial production means you can have a broad and significant impact. All while working in an environment where you will be supported, valued and rewarded for your performance. Join our Managed Services team with an unmatched depth of capabilities and help our customers solve some of the world’s toughest challenges.
Reports To: Service Solutions Senior Manager
Territory/Location: Remote - Northeast - There is ONE position posted in multiple locations (within the territory): MA, NJ, PA, CT, NY, NH, VT and ME; primarily focused in Boston, MA.
Engage in consultative selling of our Enterprise Services portfolio into a defined territory and develop sales opportunities by crafting outstanding solutions for customer’s process and challenges. It requires selling proficiency and an in-depth understanding of our service portfolio. You will build sales strategies and solutions to develop opportunities of the existing product portfolio by collaborating with Sales, Operations, Product Management, and Implementation.

PHYSICAL REQUIREMENTS / WORK ENVIRONMENT

• Travel requirements 50+% for customer visits

You will work closely with the Key Accounts Commercial Directors, Industry Directors, Sales Managers and the Managed Services Operations team on specific services opportunities to understand individual client strategies, business needs and internal barriers or considerations to implementing an enterprise services solution.
In order to provide the subject matter expertise required, you will maintain a detailed understanding of the entire Unity Lab Services portfolio, strengths and delivery options to be able to configure coordinated solutions that show differentiated value to the customer and the market.

This role is highly independent and requires a self-starter with a positive, collaborative persona. You must independently make decisions, but also apply available resources to meet customer needs and work effectively with cross-functional team of internal resources. As a key member of the commercial team, you will independently lead client opportunities and Requests for Proposals (RFPs) responses, developing the service solution, pricing strategy, deal review and proposal content with support as needed.

• Understand the competitive environment and develop the solution offering needed to differentiate.
• Responsible for translating the client’s business needs and requirements into specific systems, applications or process designs from across the business units into an integrated and cohesive solution.
• Handle the opportunity from lead to close out. Maintain opportunity pipeline in Salesforce.com. Develop the scope of work and contract for awarded opportunities. Effectively negotiate contracts independently.
• Responsible for transitioning to the implementation team all contract awards to ensure on-time delivery of the solution and processes ensuring compliance with the established Statement of Work and key elements of the proposal.
• Collaborate and establishes relationships with the relevant service management, marketing, commercial, product management and service delivery leaders and key partners in the corresponding business units.
• Ensure all activities are carried out in accordance with Thermo Fisher Scientific policies and applicable laws.
• Connect with supervisor any customer issues or potential problems, develops action plan to address challenges.
• Positively represents Thermo Fisher Scientific at all times throughout customer locations