Industry Director Business Development - Pharmaceutical Segment

Boston, MA
October 04 2017
Position Type
Full Time
Job Description

At Thermo Fisher Scientific, each one of our 65,000 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.

When you're part of the team at Thermo Fisher Scientific, you'll do important work, and you'll be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, you'll find the resources and opportunities to make significant contributions to the world

Position Summary:

The Research Safety Division (RSD) is a global division of Thermo Fisher Scientific, branded as Fisher Scientific, which markets and sells a vast portfolio of laboratory products and services to its key customer base around the world. RSD's portfolio represents the product lines of thousands of supplier/manufacturers in the laboratory space, both internal and external to Thermo Fisher, and sells to customers including Pharmaceutical, Biotech, Academic, Industrial, and Government institutions that maintain scientific laboratories and engage in scientific research activities. The Business Development Director is responsible for strategic account development activities for a set of assigned large, high-potential accounts, ensuring an ongoing pipeline of major customer acquisition opportunities for RSD and Thermo Fisher Scientific.

Key Responsibilities:

  • Lead all new business development activities within the Pharmaceutical segment through proposal and negotiation, culminating in new contract agreements
  • Build strong understanding of assigned and targeted customers and their marketplaces through a broad range of information sources, including direct customer exchanges, networking, publications, market information, colleagues, and industry events
  • Coordinate needs assessment activities, develop and execute against an optimal account entry strategy, and clearly articulate customized value propositions focused on addressing the customers internal challenges or areas of focus
  • Develop strong and strategic relationships with middle and senior management contacts in procurement, operational, and scientific disciplines; maintain a balance of communication across various stakeholder groups; utilize any opportunity to support customers and build trust and interest, even outside of business focus
  • Develop and manage efficient account development plans; track progress against key account development milestones; report out progress in regularly scheduled account review sessions
  • Engage and lead field selling resources to ensure strategic alignment, information sharing, and team execution
  • Involve resources outside of RSD sales as appropriate to develop opportunities, including interests across other Thermo Fisher Scientific business units
  • Ensure effective cross-divisional and global coordination of account strategy as applicable, including alignment with the Corporate Accounts team
  • Understand competitive landscape, current competitive contracts with assigned customers, and the impact on our account development strategy
  • Lead all proposal development activities, either in response to a customer RFP or proactively, including value proposition, terms, and negotiating pricing with suppliers; lead pro forma review process to justify business proposal
  • Clearly and broadly articulate components of negotiated contracts and ensure strong implementation and execution against customer and company expectations; work with assigned account management sales director (IDIR) to ensure smooth handoff and continued account development
  • As requested, support further development and articulation of the Fisher Scientific value proposition, including components attributable to the broader Thermo Fisher Scientific enterprise
  • Up to 50% domestic travel with occasional European travel required

Minimum Requirements/Qualifications:

  • Bachelors degree (in a Science preferred); MBA preferred
  • Strong analytical and finance background preferred
  • 8+ years of relevant work experience, including a strong background in science and marketplaces relying on laboratory research; specific involvement with key program and non-program customers preferred
  • Experience in strategic selling, account management, business negotiation, and matrix management environments; direct management experience preferred
  • Demonstrated ability to maintain and grow senior-level customer relationships across multiple customer functional areas such as sourcing, production, research, facilities, QA/QC, and materials management
  • Experience with the channel (distribution) business model, including familiarity with the P&L structure and a strong understanding of value added service offerings available to the customer
  • Strong knowledge of Word, Excel and PowerPoint required; experience with contact management software preferred
  • Demonstrated overachievement against aggressive goals set in previous positions

Non-Negotiable Hiring Criteria:

  • Assertive and influential, able to create compelling arguments and gain agreement from key individuals, internally and externally
  • Strong customer advocate, who seeks to understand customer focus and effectively address needs; gains personal satisfaction from customer success
  • Relationship architect; able to build a strong network of influential supporters
  • Independent and self-motivated; able to independently structure productive activities to reach an end goal
  • Thoughtful but decisive, with a strong bias for action and a proactive vs. reactive approach
  • Focused, with demonstrated work ethic, personal motivation, and enthusiasm; takes personal pride in accomplishment
  • Strong leadership, team development, and matrix management skills; derives genuine satisfaction from being an effective mentor
  • Entrepreneurial with a strong financial acumen; able to understand impact of negotiation points on a business engagement
  • Demonstrated ability to work productively in a complex business environment and leveraging it towards goal achievement
  • Bias for learning and continual improvement; desire to have up to date information and pursue best practices
  • Strong communication skills and confident executive presence
  • Able to create customer insight as a valued thought leader, building value in all interactions
  • Strong strategic business planning skills, including contingency planning

This position is not considered for Relocation Assistance.

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.


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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