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Thermo Fisher Scientific Sr. Director Global Business Development in Boston, Massachusetts

Position Summary

The business development leader will be responsible for leading and bringing together all functions to drive and deliver VTM sales globally, working with MBD & SDG leaders, wider organization by providing solutions to the Industrial and Health Care markets with MBD's high throughput automated tube filling lines. The leader will be responsible for finding creative solutions when designing and executing the global commercial strategy including being a Service solutions provider for the markets. Keys to the success will be to align all relevant functions and to assure the development of the people, processes, and systems to deliver innovative world-class solutions and products to the market. The leader will be accountable for leading and delivering revenue, profit and customer goals, rapidly utilizing and expanding the available capacity at our global manufacturing sites to ensure continued demand to leverage the capacity which has been built.

Key Responsibilities

  • Lead and drive across the organization the development of the Global and Regional commercial VTM strategy

  • Build the global commercial operation to identify novel opportunities in the market for both existing products within the portfolio, or novel solutions in both the Industrial and Health Care markets

  • Look at market opportunities by working across functions to win contracts to maximize the global opportunities.

  • Working extensively with operations and all functions to deliver on customer expectations and revenue commitments.

  • Lead development and implementation of sales processes and systems ensuring alignment with all supporting functions

  • Deliver revenue, profit and customer experience goals

  • Develop and manage ongoing commercial processes for:

  • Creating sales strategies and plans

  • Sales and pipeline budgets and projections

  • Sales goals, compensation, incentives, bonus and expenses

  • Build, lead and develop a creative solution-oriented and business growth driven team, with a winning and open-minded culture that attracts talents and fosters innovative market approaches.

  • Coordinate in the development of a 'go to market' plan in conjunction with the Marketing team, identifying novel commercial opportunities within the market while developing the appropriate KPI's necessary to drive growth.

  • Build holistic business plans supporting and ensuring growth.

  • Partner within MBD and with all Thermo Fisher Divisions to identify opportunities both internally and externally on a global basis.

  • Partnering with the appropriate channel partners, i.e. RSD, as well as Thermo Fisher Corporate Accounts to maximize the exposure of the capabilities while driving growth.

  • Monitor and influence ongoing business activities across functions to assure execution of the Strategic plan.

  • Develop relationships with the management of existing and potential key customers around the globe.

  • Lead and work within regional matrix to deliver on high-growth annual sales targets

  • Ensure effective coordination with other commercial functions (e.g., Marketing, Pricing, Operations)

  • Use metrics and customer feedback to establish a culture of continuous improvement

  • Participate in the annual operating plan process with accountability to deliver the financial plan for the MBD tubes business.

  • Play an active role in the product development/ improvement cycle through proactive feed back to the product development teams and the marketing team of relevant information such as market feed-back, market intelligence, competitor intelligence, customer feed-back on desired features and improvements.

  • Coordinate with Operations, Marketing and Finance on a robust S&OP process to ensure alignment with market demands and customer expectations.

Minimum Requirements/Qualification

  • Bachelor's degree in scientific or technical field. Advanced technical degree, or MBA preferred

  • 10+ year's relevant commercial experience, preferably in Clinical Microbiology. With experience across sales, product service support and marketing.

  • Significant experience in global/international business, with a preference for having worked/lived in different countries

  • Proven record in leading cross functional teams -both on the strategic and operational side.

  • Experience in managing large, key accounts

  • Excellent written and oral English communication skills. Other languages (German, French, Spanish) are an advantage

  • Strong track record of commercial achievement through:

  • Leading and motivating a team of Sales and support professionals

  • Developing sales of new product/service offerings from concept to market success or leading a rapidly growing organization

  • Effectively leading in a matrix environment, with, positive working relationships across business lines

  • Developing and managing budgets

Personal Attributes:

  • Must have the personal authority, business acumen and interpersonal skills to work at a peer level with Senior Customers and KOLs, and influence at this level

  • Must have the independent drive and interpersonal skills to lead a new, global and growing business unit

  • Willing to travel extensively

Non-Negotiable Hiring Criteria:

  • International experience in a Regional or Global role

  • Strong and proven skills in recruiting talent and leading and developing high-performance commercial teams to achieve and exceed targets

  • Experience in start-up, product launch, or other rapid-growth sales environments

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.