Thermo Fisher Scientific Sr Business Development Manager - Key Accounts in Boston, Massachusetts
Sr Business Development Manager - Key Accounts
(Licensing and Commercial Supply, Eastern US)
Location: Boston MA ( Preferred )
Thermo Fisher is at the forefront of the global response to COVID-19. We are working with governments, agencies, industry partners and researchers globally to ensure priority access to instruments, consumables, safety supplies and other products to address the outbreak. This key role will play a valuable part in our efforts.
Now is an exciting time to join our Genetic Sciences business, our industry leading scale means unparalleled commercial reach, unique customer access and a global footprint. Our broad customer base, from research to clinical to commercial production means you can have a broad and meaningful impact. All while working in an environment where you will be supported, valued and rewarded for your performance. Join the team with unmatched depth of capabilities and help our customers solve some of the world's toughest challenges from the fight against COVID-19 to Zika to many others.
How will you make an impact?
Build partnership relationships with OEM customers for Genetic Science and Genetic Testing Solutions.
Develop and execute on molecular diagnostic OEM strategy that aligns to each business unit's strategy.
Identify and evaluate potential OEM commercial supply business opportunities to sell the Company's products and capabilities to instrument providers, IVD companies and assay developers.
Create productive multi-level client relationships (e.g, 'C' suite, department heads in R&D, production, commercial, etc. ) with client companies.
Actively participate on, and may lead, cross-functional teams to execute on client opportunities that include coordination of legal, licensing, manufacturing, marketing, R&D, etc.
Collaborate with Licensing and Commercial Supply team and business unit partners to develop business/partnership frameworks for large, complex, often multi-year mutually beneficial partnerships.
Make highly informed judgments of value to the customer upon which to develop financial terms for highly customized products, for which easy benchmarks are often unavailable. Negotiate other business terms and conditions.
Determine client needs, respond to inquiries, and resolve problems in a timely fashion. Investigates product issues and ensures satisfactory resolution of customer complaints
What will you do?
Identify and evaluate potential new business opportunities to sell the Company's products to other companies to be used by them on an OEM basis and/or license Company's intellectual property to third parties. Focus on molecular diagnostic related workflow (sample prep, qPCR, sequencing, Next Generation sequencing, micro-arrays).
Develop pricing proposals for large, complex, often multi-year deals and contracts. Make informed judgments of value to the customer upon which to develop pricing proposals for highly customized products, for which easy benchmarks are often unavailable. Negotiate other terms and conditions.
Understand and act in accordance to applicable licenses and intellectual property, as well as monitor and manage contracts and relationships with clients and possibly the company's in-licensing team.
Coordinate technical support to determine client needs, respond to inquiries, and resolve problems in a timely fashion. Investigates product issues and ensures satisfactory resolution of customer complaints.
How will you get here?
Participates with other team members to develop business plans and objectives across the product and IP portfolios of the company.
Ability to effectively negotiate with and influence at all levels within potential clients, partners, vendors, and internal staff required.
The ability to effectively shift priorities and work at a rapid pace required.
Proven executive relationship building skills required.
Demonstrated ability to manage a large book of business and complex sales cycle
Bachelor's degree in any life science, or the equivalent combination of education and experience. Advanced degree and/or MBA preferred.
Knowledge skills and ability
Ability to effectively Minimum of 5 years of relevant experience, including lead development, negotiation of supply agreements, sales funnel management, product development/commercialization and competitive market research.
Demonstrated ability to build executive level relationships.
Deep understanding of the product development life cycle and supply chain management processes
Strong business acumen and the levers that drive P&L and Cash Flow improvements.
Demonstrated ability to lead teams without being the manager both internally and externally.
Ability to partner and work well across the matrix.
Demonstrated proficiency with computer applications, including word processing, spreadsheet, and slide presentations required.
Ability to build an internal network and interact with potential partners/alliances. Up to 50% travel required.
interface with all levels inside and outside the company, including senior management required.
Knowledge of the fundamental concepts of intellectual property, patents and contract law.
Knowledge of IVD regulations, CLIA and manufacturing quality standards. Advanced knowledge of molecular biology and, specifically, of Company products.
Excellence technical expertise needed on Genetic Analysis instruments (Capillary electrophoresis sequencing, qPCR, Next Generation Sequencing, micro-array).
Travel up to 50%
At Thermo Fisher Scientific, each one of our 75,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission-enabling our customers to make the world healthier, cleaner and safer.
Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.
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