Sr Manager, Business Development - Molecular Biology / OEM
Thermo Fisher Scientific
- Massachusetts
- Permanent
- Full-time
- 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
- Bachelor’s degree required (in Life Science preferred; MBA preferred or equivalent work experience), with strong analytical skills
- 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 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