Thermo Fisher Scientific Business Development Manager - Pharma in Boston, Massachusetts

Job Description

How will you make an impact?

The Pharma Business Development Manager is part of the Materials and Minerals – Product Inspection (PI) business. This person is responsible for global strategic direction and the development of tactical plans to achieve our goals and objectives in the pharmaceutical market. This includes understanding the growth opportunities in the market, customer requirements, and aligning Thermo Fisher capabilities to add long term value in meeting customer needs. This will be accomplished by working closely with our customers, sales teams and Product Marketing to define product requirements and competitive positioning, and assisting in developing marketing tools. It will also be necessary to define strategic plans that allow for overcoming barriers of entry to the market.

What will you do?

  • Market Assessment - Segmenting the pharmaceutical market in relevant segments suitable for adopting the PI product offering, determine the attractiveness of each segment and develop strategies that provide long term value to the customer.

  • Assess needs of each market segment – Determine the requirements per pharmaceutical market segment, matching it to a suitable value proposition, taking into account the competitive landscape. Collaborate with product management on fulfilling unmet needs.

  • Tracking and monitoring – Track and monitor the adoption of the PI products in each of the Pharmaceutical market segments and regions, co-ordinate with sales on targets and plans, manage and adjust accordingly. Identify, document and communicate to all stakeholders.

  • Market trends – Analyze market trends in the pharmaceutical industry, and develop a strategy to adjust to these trends.

  • Develop collateral materials and sales training – Work closely with Product Management to develop collateral and training materials to support the sales in approaching new customers, train the sales team how to position the available solutions, and communicate the value proposition.

  • Business development events – Work closely with Product Marketing to support marketing campaigns, events, user group meeting, customer visits, conferences, in order to generate and develop leads

  • Act as the intermediary between the Product and Divisional Marketing and the Sales Team.

  • Provide support and assistance to Reps., customers, OEM’s and engineering firms that enhance our long-term business results and relationships.

  • Help establish relationships with the top Pharma companies and suppliers

  • Maintain and continue to develop a superior knowledge of our products and their applications.

How will you get here?

Education

  • BS/BA Degree (Engineering Preferred). MBA desired

Experience

  • 5-10 years of experience in the pharmaceutical industry and a deep understanding of the complexities of penetrating and selling product into Pharma customers

  • 5-10 years of experience in marketing, product management, business development or technical sales of high-value scientific capital equipment

  • Understanding of the various aspects of new technology adoption

  • Experience in interacting with demanding customer groups, and the large variety of stakeholders involved in the decision processes

  • Proven experience in business development, developing business cases, successful management of objectives

Knowledge, Skills, Abilities

  • Ability to use sales tools and systems effectively to set forecasts and meet sales objectives

  • Demonstrated work ethic that is goal driven and results oriented

  • Persuasive communicator with excellent interpersonal skills

  • Highly motivated self-starter dedicated to achieving goals and performance metrics

  • Ability to travel regularly 30-50%.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.