When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, like helping customers in finding cures for cancer, protecting the environment or making sure our food is safe. Your work will have real-world impact, and you’ll be supported in achieving your career goals. Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of $18 billion and 55,000 employees in 50 countries. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics and increase laboratory productivity. Through our five premier brands – Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services – we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive support.
The function of Business Development Manager is to develop and generate new business opportunities for our Process & Pharma product portfolio based upon twin-screw extruders and compounders and related products. The main responsibility of the business development manager is to manage, support and develop the business across North America (USA & Canada). This person is responsible for managing and developing projects with new and existing customers. The business development manager will work with our commercial teams and dealer network to ensure we reach our Annual Operating Plan (AOP).
Exceed sales targets and define strategy to achieve these targets
Support and motivate the North American commercial team and our channel partners
Work closely together with product management to ensure that the correct marketing actions are developed and executed within the region.
Identify business opportunities through other ThermoFisher Scientific divisions (connections)
Maintain the business development database via SalesForce.com.
Support and initiate marketing activities i.e. workshops, seminars, webinars and trade shows
Ability to clearly identify and interpret customer requirements, shape and align those requirements to Thermo Fisher Scientific capabilities and apply Thermo Fisher Scientific solutions to the customer needs and effectively communicate these to customers.
Be responsive to customers’ needs, as well as to conditions and trends that affect them and work independently to manage customer relationships
Plan and provide to customers order wining demonstration of our instrumentation
Take a hands-on approach and act as escalation point for customer and system issues.
Reporting and Forecasting
Maintain and regularly enter accurate and complete customer data and sales project information into the company sales database SalesForce.com
Provide accurate and timely sales forecasts to sales management
Provide input to Product Line Meeting (PLM) and Quarterly Business Review (QBR)
When required, assist in the yearly planning of the future financial performance of the Company by providing insight into the prospects for growth in the defined territory.
Strong commercial skills with ability to exceed sales targets and develop relationships with new customers
Demonstrated ability to develop and build networks and key accounts within the industrial, academic, and pharmaceutical industry
Extensive knowledge of the polymer processing industry and/or pharmaceutical drug delivery & formulation, scale-up and manufacturing and it’s regulatory requirements
- Ability to develop long term market penetration strategies in addition to short term marketing tactics, then implement these on time.
- Establish in process metrics to monitor the effectiveness of these programs
Work with product management to develop and improve products and services to our customers, provide input on market trends for product and marketing strategies and roadmaps
Ability to discuss strategic and sensitive issues with customers and our factories
Understands customer needs and share those with our commercial teams
Build and maintain excellent relationships with colleagues and customers
Ability to influence key decision makers in the process and pharmaceutical industries
Drive business into new and existing markets
Excellent communication and presentation skills
Excellent time management and ability to multi task
Highly motivated and competitive
Can lead a discussion with scientists as well as commercial stakeholders
Attention to detail and accuracy
Personable phone manner
Maintain a professional appearance
Self- starter and proactive
Must be a team player with ability to interface across internal and external complex matrix organizations
Ability to travel within the defined geographical area and to demonstration facilities across North America. May require overnight stays on occasions up to 60%
High level of IT skills/computer literacy
Non-Negotiable Hiring Criteria:
Bachelors Degree required. Masters preferred.
Must have a strong history working in a scientific discipline preferably Pharmaceutical technology or Material Science discipline.
Previous Business Development experience would be an advantage
Previous Sales experience with a proven track record in achieving sales quotas and working at difference levels in complex organizations is desired.
Knowledge of Pharmaceutical Industry and/or Material Science business sector with strong contacts in these fields.
The ability to work independently and to meet deadlines and targets.
Must be highly sales driven and be creative in developing strategic and tactical sales plans and executing these in a timely fashion to deliver results
Excellent communication , both written and oral, presentation, and organizational skills required
Must be able to motivate others and work effectively in a highly matrixed business environment
Must live in the US and have access to major airport
Must be willing to travel regularly up to 60% of the time
Valid Driver’s license
Experience using sales database (SFDC), Outlook and MS office suiteAt Thermo Fisher Scientific, each one of our 50,000 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. Apply today http://jobs.thermofisher.com
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.