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ThermoFisher Scientific Director, Sales Development in Cambridge, Massachusetts

Job Description

Director, Sales Viral Vector Services

Location: US - Remote (East coast Preferred)

Position Summary:

The Director, Sales Viral Vector Services will lead the new business sales and driving the strategy to ensure clear revenue and profitability targets. This role will also ensure value and customer expectations are balanced with the business needs to provide an outstanding customer experience.

Location/Division Specific Information

This role provides direction to our Viral Vector Services businesses having significant effect on the organization, sophisticated site(s) and projects.


Customer Relationship Management

  • Responsible for the business relationship strategy, understanding the customer’s business structure, strategy and matching their needs to Thermo Fisher’s capabilities to enable organic growth.

  • Resolves issues, using the Customer Experience Management program tools when appropriate, ensuring the customer concern is appropriately managed with action plans and within the timing committed to the customer and required by the business.

  • Drives customer experience improvements using customer feedback and relationship interactions.

Portfolio Management

  • Reviews and actions base business portfolio to ensure optimized mix and increased share of wallet. Works to identify organic opportunities to inspire changes of scope, project expansions.

  • Manages large commercial opportunities and coaches Business Development Managers to ensure effective management and support of all new opportunities.

  • Manages customer demand, understanding and loading the demand into the S&OP process, using relationship, business intelligence, and analytics

  • Understands and supplies to the Viral Vector business strategy and ensures new business opportunities are aligned.

  • Negotiates sophisticated Master Supply Agreements with customers, while ensuring that all MSA requirements are implemented, including pricing, payment terms, renewals, yield reconciliations, etc. and delivered to the clients

Functional Collaboration

  • Works closely with General Managers to identify and prioritize commercial opportunities and get results

  • Partners with Sales, PPI, HR, Legal, Contracts, leadership teams. and other applicable functions to deliver on responsibilities described herein

Financial and Forecast Management

  • Provides input in the annual operating plan, and ongoing revenue forecasts

  • Partners with finance to implement a sustainable and effective revenue forecasting process

  • Advances and resolves issues related to achieving cash flow targets, A/R, excess and obsolete inventory

Talent and Team Management

  • Drives the talent strategy for Viral Vector business, considering the growth strategy, and ensuring structure and team are scalable to meet the needs of the business.

  • Attracts, engages, coaches, enables, and retains outstanding performance within the Business Development managers with a focus on meaningful development opportunities/plans


  • Bachelor's Degree in Science, Finance and/or Business required or other related technical degree.

  • 10+ years of related experience in the Pharmaceutical or related industry, including experience in operations, program management or commercial.

  • Demonstrated people leadership experience

  • Shown partnership skills including an ability to establish relationships across a sophisticated network both internally and externally

  • Demonstrated contract negotiations experience with significant and sophisticated scope

  • Demonstrated experience leading sophisticated projects in a matrix structure

  • Demonstrated discernment with a track record of sound judgment and good decision making

Knowledge, Skills, Abilities

  • Ability to build positive relationships and influence internal functions, leaders and customers

  • Ability to dig into details, quickly get to the essence, and bring people together to resolve them

  • Ability to develop and implement processes and systems in a dynamic environment.

  • Strong financial (P&L) and discernment

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.