Sr. Director, Business Development, Diagnostic Services

Work Schedule

Environmental Conditions

Job Description

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.
DESCRIPTION:
As Sr. Director of Business Development for Diagnostic Services for our clinical Diagnostics Division (CDD) you will be responsible for managing the business relationships with existing customers, which includes seeking new and incremental business with those customers, as well as to identify, target and propose new business with new customers. Business relationships with existing customers include continually expanding the network of contacts and establishing frequent contact with key decision makers. With a combination of both existing and new customers, this position is expected to create a pipeline of new business opportunities, and to prioritize those opportunities to bring new business.

Key responsibilities include:

• Manage existing business and customer relationships while building a new business pipeline for OEM/Contract Manufacturing business for the Middletown business unit.
• Drive key customer management activities include maintaining, building and continually expanding key contacts with decision makers and influencers at all management levels within our existing customers and prospects.
• Leverage knowledge of IVD industry, trends and internal manufacturing competencies/capabilities to identify and pursue potential new partners (prospecting).
• Manage new business acquisition from proposals development and pricing negotiation through contract negotiation and close
• Lead and support Key Account team to ensure timely responses to all customer inquiries. Manage quotation process and ensure all RFQ deadlines are met.
• Partner with the Strategic Account Managers to identify new business opportunities for Middletown, as well as to provide referrals and assist with establishing connections for the other CDD businesses.
• Manage a team of Key Account Managers responsible for the routine, operational management of customer relationships
• Lead business case development and justification to determine the merits and prioritization (e.g. profitability, strategic fit/interest, capacity and resource utilization) of business opportunities.
• Own and accelerate the global commercial pipeline, with accountability for shaping, qualifying, and converting a <$2Bn opportunity funnel to deliver sustained revenue growth and strategic market expansion.
• Engage and influence senior and C-suite stakeholders across Tier 1 and Tier 2 IVD manufacturers, building high-impact partnerships, advancing strategic deals, and positioning the organization as a preferred enterprise partner.
• Monitor and communicate industry trends relevant to strategic marketing and emerging business opportunities.
• Prepare and deliver business/technical/capability presentations. Key participant across the organization in the development and implementation of a strategic planning and project prioritization.

The individual must demonstrate the following Qualifications, Experience and Competencies:

• B.S. Degree in Scientific Field or Business
• MBA preferred or Professional certifications with management in a Diagnostic or related industry
• 10-15 years total prior experience; minimum of 5 years in Management with experience in IVD Industry.
• 5-10 years Sales, New Business Development, Strategic Marketing or National/Corporate accounts, demonstrating the ability to identify prospects, proceed through sales cycle, and close new agreements

Must Have - Knowledge, Skills, Abilities

• Financial & business acumen to understand understands key operational components/drivers and assesses opportunity attractiveness (IRR/ROI/NPV) and
• Marketing acumen to perform market landscaping, customer segmentation and develop/quantify clear value proposition and messaging for services product offering
• Strong familiarity with Operations, Supply Chain, and Project Management
• Proven track record in Strategic Account Management

Compensation and Benefits

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs

• Employee assistance and family support programs, including commuter benefits and tuition reimbursement

• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy

• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan

• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards