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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 (https://jobs.thermofisher.com/global/en/5-reasons-to-work-at-thermo-fisher-scientific) . 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! http://jobs.thermofisher.com

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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.