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Thermo Fisher Scientific Senior Business Development Manager, Diagnostics Services in Boston, Massachusetts

Job Title: Senior Business Development Manager, IVD Services

Reports to: Director, Business Development

Group / Division: SDG/CDD

Career Band: 8

Position Location: USA (East of the Mississippi) or Europe, near major hub airport

Location/Division Specific Information

Clinical Diagnostics In Vitro Diagnostic (IVD) Services is part of the Specialty Diagnostics Group within Thermo Fisher Scientific, providing services and products to leading IVD manufacturers globally. The IVD Services portfolio includes diagnostic reagents, assays, and laboratory automation & analyzers, and is leveraging the capabilities and footprint of Thermo Fisher Scientific sites in Europe, the US and China. The position may be based remotely, but would require regular travel (20-30%).

Position Summary

The Senior Manager is responsible for developing and managing existing strategic account relationships, leading the entire portfolio under contract as well as driving revenue growth targets by developing new partnerships in IVD sector globally. The candidate will be a “hands on” account management professional operating with a sense of ownership, with accountability for annual operating plan commitments. This role is considered a key member of the strategic relationship management team and must have the vision, drive, and interpersonal skills to succeed in a rapid growth environment.

Position Responsibilities:

  • Develop and maintain strategic long-term relationships with key accounts

  • Accountable for annual operating plan commitments and developing new partnerships for business expansion

  • Verifies congruence vs contractual obligations and commitments.

  • Drive portfolio management with partners, develop fee schedules and statements of work

  • Evaluate customer requests and maintain high service levels with timely responses to pricing, volume, issue resolution and support activity

  • Schedule and coordinate quarterly business reviews, monitor established performance metrics and scorecard reports with key customer accounts and internal cross functional team meetings

  • Key account performance reporting and frequent communication to the senior leadership team

  • Assist in the preparation and delivery of business/technical/capability presentations

  • Analyzes IVD industry dynamics, competitive landscape and identifies opportunities for business expansion

  • Assist in the negotiation process and close new and renewal business

  • Drive rapid and effective implementation of new business opportunities

Minimum Requirements/Qualifications:

  • B.S. degree in Scientific Field required

  • Strong commercial skills with MBA or professional certifications (preferred), or proven experience in sales or key account manager roles

  • 8+ years of experience in the IVD or a related industry with a solid understanding of technical matters, product development processes, regulatory frameworks and operations and supply chain

  • Contract negotiation skills gained through involvement in business-to-business relationships

  • Understanding of IVD regulatory requirements desired

  • Demonstrated success in working in a global, matrixed-environment with the ability to lead and influence others without direct authority

  • Strong project management skills

  • Sound business acumen to understand key performance indicators and their drivers, and assess opportunity attractiveness (IRR/ROI/NPV)

  • Advanced level skills in Microsoft Office suite (Word, Excel, PowerPoint, Visio, Project, etc.)

  • Willingness to travel up to 20-30%, as required (and depending on location)

Non-Negotiable Hiring Criteria:

  • Proven track record of managing complex business-to-business relationships

  • Detail oriented, assertive self-starter who can operate effectively to meet goals and timelines in multiple assignments and who is able to adapt to change

  • Strong communication skills in front of internal and external audiences, while counseling, negotiating and formally presenting proposals and/or technical solutions

  • Well-developed written skills to prepare monthly reports, reviews and white papers, as well as preparing presentations to a variety of audiences

  • Position may require Covid-19 vaccination and/or routing testing, per client discretion

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.