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    Sr Manager, Business Development - Waltham, United States - Thermo Fisher Scientific

    Thermo Fisher Scientific
    Thermo Fisher Scientific Waltham, United States

    2 weeks ago

    Thermo Fisher Scientific background
    Description
    Job Description

    Job Title:
    Sr. Manager, Business Development, MDx OEM


    As part of the Thermo Fisher Scientific team, you'll discover meaningful work that makes a positive impact on a global scale.

    Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer.

    We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world's toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

    Location/Division Specific Information

    US – Remote / Biosciences Division (BID) – Molecular Biology

    Discover Impactful Work:
    The Sr.

    Manager, Business Development within the Molecular Diagnostics & Life Sciences Tools OEM business segment will be responsible for team leadership, market and product strategy and day to day execution of a growing business segment.


    This position will develop and implement global portfolio strategies, drive innovative solutions to overcome customer challenges across every step of the product supply chain, provide market leadership in the development of innovative products and manage each step of the product life cycle to maximize both top line growth and profitability.


    You will drive and lead the business results for OEM opportunities and deals mapping to the Molecular Diagnostics and Life Science Tools (MDx & LS OEM) Segment within the Molecular Biology Business Unit of Thermo Fisher Scientific's Biosciences Division.

    Reporting to the Sr.

    Director, General Manager – MDx & LS Tools OEM, this leader will work closely and collaboratively with the leadership team, commercial leaders across BID and Thermo Fisher Scientific to develop and implement strategies that drive growth and profitability.


    The position responsibilities include:

    development and execution of business strategies; standardizing and optimizing the inquiry to order, and establishing a commercial operations organization that will provide a single point of contact supporting our customers and sales, managing talent and optimizing other processes in an effort to improve the colleague and customer experience; and engaging actively as a senior member of the leadership team, ensuring input and execution of strategic priorities.

    Lead and grow the OEM business within Molecular Biology by:


    Develop product roadmap, positioning, and go-to-market strategies to meet and exceed AOP and strategic financial goals, which includes identifying, establishing and managing strategic relationships with customers and industry opinion leaders.

    The role is ultimately responsible for revenue, margin, customer satisfaction, and market share objectives.

    Provide product management leadership from concept to commercialization, managing the life cycle of the existing product portfolio.

    Responsible for five-year product line strategy, list pricing and margin optimization, management across the customer value continuum, and customer intimacy efforts.


    Devise and implement organizational strategies and processes to position the business for growth and scale, developing relevant business cases and recommending required investments to drive sustainable growth.


    Serve as business champion for Molecular Biology Tools workflows, driving strategic alignment with internal stakeholders, regional teams, and directly with key accounts.


    Champion successful product launches through VOC-derived product requirements, research, development and engineering, and alignment with regional and global marketing and sales in commercialization.

    Working closely with cross-functional teams, own the ultimate customer and financial success of each new product introduction (NPI).


    Leverage business development to develop optimal licensing, partnership, and acquisition strategies to address gaps and supplement the existing product portfolio.

    Lead a high performing team by hiring, engaging and developing talented and motivated employees. Responsible for enabling both direct and indirect high performing teams through effective coaching and development.


    Contribute to the business leadership team by driving collaborative engagement to ensure achievement of growth targets of the business and the company.

    Engage with MDx and MolBio Leadership team for input to MBRs, QBRs, STRAP, AOP and other business management processes

    Developing, pressure testing (with key collaborators) and deploying a multi-year strategy

    Training and supporting BDMs in multiple areas to include key applications and workflows for molecular diagnostics

    Accurately forecasting revenues on a monthly, quarterly, and annual basis

    Enable field-based BDMs to identify, cultivate, evolve, and close new business with commercial customers

    Lead negotiations, resulting in multi-year supply and license agreements

    Generate demand among commercial customers for Molecular Biology products

    Manage and build effectiveness in business relationships and contract negotiations with customers

    Drive initiatives that optimize efficiency, productivity, and effectiveness of sales organization

    Manage commercial resources by leveraging the broader MDx portfolio across business units and geographies to accelerate growth, improve profitability, and improve the customer experience

    Establish and manage strategic sales tools, infrastructure, processes, policies, and training programs that optimize, standardize, and drive continuous improvement of our sales and commercial functions productivity

    Build strong customer relationships and create customer loyalty through well-managed experiences with the Customer Excellence team members and processes


    Keys to Success:
    Education

    Bachelor's degree required (in Life Science preferred; MBA preferred or equivalent work experience), with strong analytical skills

    Experience

    7+ years of experience in product management or equivalent

    5+ years of people management and business leadership

    Demonstrated expertise and knowledge of the Life Sciences market

    Experience driving global business and commercial strategy

    Strong track record of driving programs with a focus on financial results

    Demonstrated ability to deliver customer-centric product innovation in a highly competitive market

    Ability to build, manage, and inspire teams across a matrixed environment; effective at influencing others and building relationships; collaborative approach

    Comfortable with ambiguity and able to quickly to adjust to changes in the market

    Excellent leadership and communication skills

    Understanding regulatory processes for Molecular Diagnostic markets from pre-clinical through manufacturing and commercialization.

    Demonstrated skills in leadership, strategic selling, negotiating, presentation and financial/business

    Build collaborative partnerships with functional support areas

    Strong leadership with ability to influence, inspire and lead change

    Excellent communication skills, verbal and in writing

    Demonstrated ability to deal with difficult problems or issues; an ability to provide a balanced perspective that optimizes the trade-offs between the business financials, the business opportunities, the company strategy, and the external environment

    Ability to operate within a matrix structure, prior experience working in large corporate environment or a diversified, complex organization is required

    Significant travel required (typically greater than 50%)


    3+ years of relevant business development experience, including identification & validation of strategic out licensing and product supply opportunities in the life sciences field.

    Experience in developing and advancing new molecular diagnostics opportunities preferred.

    Project management experience preferred.

    Knowledge, Skills, Abilities

    Knowledge of the fundamental concepts of IP, patents, and contract law.


    Advanced knowledge of existing and emerging upstream and downstream technologies and markets (research use and clinical) and familiarity with Thermo Fisher Scientific's life sciences products.


    Required Leadership Behaviors:
    Team first mentality

    Global approach and agility

    Understanding of key markets including diagnostics and life science tools

    Demonstrates strong analytical and business planning skills


    Functions effectively to manage and develop a high-performance team with strong team building skills, inspirational leadership and the ability to resolve conflict.

    Ability to work well in a team and matrix atmosphere

    Demonstrated proficiency with computer applications, including word processing, spreadsheet, and slide presentations required

    At Thermo Fisher Scientific, each one of our 100,000+ 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.

    Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us ) .

    As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need.

    #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

    Apply today


    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.


    We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment.

    Please contact us to request accommodation.

    Accessibility/Disability Access

    Job Seekers with a Disability:
    Thermo Fisher Scientific offers accessibility service for job seekers requiring accommodations in the job application process. For example, this may include individuals requiring assistance because of hearing, vision, mobility, or cognitive impairments.

    If you are a job seeker with a disability, or assisting a person with a disability, and require accessibility assistance or an accommodation to apply for one of our jobs, please submit a request by telephone at *.

    Please include your contact information and specific details about your required accommodation to support you during the job application process.

    *This telephone line is reserved solely for job seekers with disabilities requiring accessibility assistance or an accommodation in the job application process. Messages left for other purposes, such as not being able to get into the career website, following up on an application, or other non-disability related technical issues will not receive a response.


    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.

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