Thermo Fisher Scientific is the world leader in serving science, with revenues of $24 billion, 70,000 employees and one of the largest investments in R&D in the industry. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics and increase laboratory productivity. Through our premier brands – Thermo Scientific, Applied Biosystems, Ion Torrent, Invitrogen, Fisher Scientific and Unity Lab Services – we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive support. When you are part of the team at Thermo Fisher Scientific, you’ll do important work, such as helping customers in finding cures for cancer, protecting the environment or making sure our food is safe. Your work will have real-world impact, and you’ll be supported in achieving your career goals. You will be part of a successful, growing global organization that values performance, quality and innovation.

Position Summary

Our Genetic Sciences Division (GSD) based in South San Francisco is at the forefront of innovation for genetic analysis research and clinical applications. The Genetic Testing Solutions Organization within GSD is a cross-platform organization designed to accelerate growth in the clinical space. The Asymptomatic Testing Solutions team within GTS is focused on developing product, technology, and service solutions that can enable the world to successfully manage pandemics, such as COVID-19, minimizing both negative health and economic outcomes. The team is dedicated to working across all Thermo Fisher Scientific genetic analysis platforms and diagnostic products, as well as identifying external partnerships (e.g., M&A, OEM, etc.), to develop products/solutions for key market verticals/ stakeholders across the globe. The product portfolio and pipeline include both RUO and IVD products, and will include self-manufactured, OEM, and 3rd party products, technologies, and services. The Sr. Business Development Manager will develop business opportunities to drive ATS testing solutions across all Back to Life use cases, including Back to School, Back to Work, and Travel. The Sr. Business Development Manager will collaborate closely with ATS solution partners as required to create market demand for testing of asymptomatic individuals, as well as drive adoption of specific Thermo Fisher Scientific powered solutions.

Key Responsibilities:

New Business Development

• Identify, assess and implement new business opportunities for asymptomatic testing solutions.
• Assess region/ territory adoption of asymptomatic testing across all potential use cases.
• Develop region/ territory Business Plan with specific actions for each use case vertical.
• Develop collaborative relationships with Thought Leaders within region/ territory – across all use cases – to facilitate demand for asymptomatic testing and preference for Thermo Fisher Scientific solutions.
• Develop collaborative relationships with GSD and GTS Sales to facilitate lead generation across all use case verticals.
• Develop and close contracts for ATS solutions with business partners (e.g., labs, workflow integrators, etc.) within region/ territory.
• Collaborate with ATS solution partners, as appropriate, to drive asymptomatic testing demand within the region/ territory.

Solution Design and Implementation

• Collaborate with ATS Product Management to drive innovation and design requirements for ATS solutions based on market knowledge, competitive insight, and customer feedback.
• Work closely with prospective customers to deeply understand their needs/ business requirements and design compelling ATS solutions.
• Optimize pricing/ margins per opportunity, manage opportunity through financial review process, and oversee overall deal approval process.
• Work closely with ATS Program/ Project Management to ensure seamless implementation of ATS solutions with customers post contract execution.

Region/ Territory Management

• Develop and manage pipeline of opportunities across all asymptomatic testing use cases.
• Leverage SFDC to actively manage all opportunities regardless of sales stage.
• Leverage SFDC reporting to forecast quarterly and annual performance.
• Develop and refresh Business Plans for each asymptomatic testing use case.

Deliver Financial Results

• Achieve/ Exceed annual revenue targets.
• Achieve/ Exceed annual GM/ EBITA targets.
• Generate and actively manage the revenue forecast for the region/ territory.

Qualifications/Experience:

• Education:
  • BSc/MSc in chemical/biological processing, molecular biology, biology.
  • MBA preferred.
• Experience:
  • Minimum of 10 years experience in Business Development with a focus on diagnostic/ genetic testing and/ or Life Sciences market product, technology, and service solutions.
  • Expert in selling complex solutions and management of a solutions sales process.
  • Strong presence; capability to influence and promote enthusiasm via excellent communications skills with senior business leaders (C-Suite).
• Travel frequently:
  • International/cross cultural business experience.
  • 25 – 40 travel %.
• Strong organizational abilities.
• Dynamic, self-motivated, being able to work independently, pro-active approach to taking on challenging assignments.
• Strong project ownership ethic with a “can do” attitude.
• Ability to work within and deliver critical timelines.
• Outstanding communication skills, both written and oral, and the self-confidence to use these skills to convince others to buy-into proposals and plans.
• Fluent in English.