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Thermo Fisher Scientific Sr. Director, Business Development- Companion Diagnostics in Boston, Massachusetts

Job Title: Sr. Director, DxP Business Development

Reports To: VP, CSD Strategic Accounts & Diagnostics Partnering Pharma

Group/Division: LSG/CSD

Career Band: 10

Job Family: Sales

Position Location: Field Based

Position Summary:

The key objective of this position is to secure agreements with pharmaceutical and biotech companies to develop companion diagnostics and other assays that assist them with their therapy programs.

Key Responsibilities:

  • Build on the sales and marketing activities and present division capabilities in the Diagnostics Partnering field to the leading Pharmaceutical/Biotech companies globally

  • Build the Diagnostics Partnering pipeline to including with a primary focus in Oncology with Diagnostics Partnering opportunities for Companion Diagnostic programs and relevant Clinical Trials

  • Drive the business funnel leveraging the sales process, in collaboration with the commercial and technical support groups as needed to accelerate the Companion Diagnostic land grab. This encompasses activities from publications/abstracts etc to identify potential biomarkers targets to first contacts, through technical discussions, to contract development, negotiation, and deliverable finalization.

  • Assist in developing leads platforms/content for other commercial teams in Pharma/Biotech translational biomarker teams

  • Achieve and continuously aim to exceed AOP targets

  • Analyze the companion diagnostic market to identify the leading Pharma/Biotech candidates, so that we can have the highest probability of successful test volume upon regulatory approval

  • Work with CDx R&D teams to define scope of work plans and relevant costing of projects

  • Participate in conferences as the primary spokesperson for Thermo NGS based CDx developments and organize local marketing activities in coordination with marketing.

Leadership Responsibilities:

  • Contributes to overall CSD strategy and direction and collaborates with CSD Leadership Team to develop the CSD strategic plan to successfully commercialize new products, enter new markets and achieve share and profitability goals by product category and market segments

  • Accountability for profitable revenue growth in Diagnostics Partnering by ensuring the right short and long-term growth strategy, organizational structure and talent, and the appropriate investment/operating plans/financial metrics are in place.

  • Effectively communicates with colleagues, global leadership team and senior management on progress against objectives and future plans for driving performance.

  • Collaborate with other Thermo Fisher organizations to leverage existing capabilities and resources.

  • Build the diagnostics partnering and companion diagnostics pipeline to include opportunities in oncology, autoimmune, infectious disease, and other categories in order to expand awareness of Thermo Fisher Scientific's diagnostics capabilities.


  • Bachelor's Degree required, Master's Degree, or higher, in Biochemistry and/or Immunology (alternatively MD, PhD with a molecular research focus) preferred

  • 5-7 years of direct experience selling to the Pharmaceutical industry, preferably selling for a Diagnostics company or CRO company.

  • Proven successful sales results, with a high degree of documented budget achievement.

  • Ability to sell at the Executive level in the Pharmaceutical industry.

  • A thorough understanding of the Pharmaceutical/Biotech industry, specifically how clinical development is organized and operates.

  • Experience from working in a Pharmaceutical/Biotech company is preferred.

  • Excellent oral and written communication and presentation skills.

  • An entrepreneurial drive to reach success, especially the ability and persistence to open up new large accounts for long term business relationships.

  • A high degree of self-motivation, with the desire to build a new business.

  • A team player that understands collaboration is key to success in a competitive environment.

  • Excellent planning and organizing skills and attention to detail in documenting the sales process.

  • Experience selling projects to the pharmaceutical industry, which involves assay development and running assays during clinical trials.

  • Experience from value-based selling in a B2B environment.

  • Ability to travel 40 - 50%

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.