Work Schedule
Standard (Mon-Fri)Environmental Conditions
OfficeJob Description
The Clinical Diagnostics Reagent (CDR) Business Unit develops and manufactures a wide range of diagnostic reagents, including automated immunoassays, clinical chemistry and hematology reagents, and high volume solutions for automated diagnostic instruments. A large majority of the business is providing products that are developed and manufactured on an OEM basis with the global leaders of the in vitro diagnostic industry. CDR currently employs more than 350 employees at its primary facility in Middletown, Virginia. The business also has a small, but growing team in Suzhou, China. CDR is one of four businesses within the Clinical Diagnostic Division (CDD), with the other three businesses located in Northern California, Germany and Finland.
How will you make an impact?
The Sr. Director of Business Development is 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 includes 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 to CDR. The position may be based remotely, but would require frequent travel to Middletown. Expected travel is approximately 30%.
What will you do?
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 including 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 CDD Strategic Account Directors 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.
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.
How will you get here?
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
The salary range estimated for this position based in Massachusetts is $205,400.00–$300,000.00.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
Skills Required
- B.S. Degree in Scientific Field or Business
- MBA preferred or Professional certifications
- 10-15 years total prior experience; minimum of 5 years in Management
- 5-10 years Sales, New Business Development, Strategic Marketing experience
- Proven track record in Strategic Account Management
Thermo Fisher Scientific Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Thermo Fisher Scientific and has not been reviewed or approved by Thermo Fisher Scientific.
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Retirement Support — Retirement programs include a strong company 401(k) match and an employee stock purchase plan that add meaningful long‑term value. Feedback suggests these features stand out among core financial benefits even when base pay feels average.
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Healthcare Strength — Health coverage offers multiple national medical options alongside dental and vision, with company‑paid life and disability coverage. This breadth is considered a solid foundation even if some costs may not be the lowest among peers.
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Parental & Family Support — Paid parental and caregiver leave, backup care, adoption assistance, and specialized family resources are available. Feedback suggests these supports are a notable plus for colleagues managing family and caregiving needs.
Thermo Fisher Scientific Insights
What We Do
Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD.
Why Work With Us
You will join a company which every colleague has the opportunity to create possibilities, for oneself, for our customers and patients. There is no more exciting place to be than at the forefront of solving problems which help improve lives around the world. As a company, we are committed to supporting your career aspirations and your journey.
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