Work Schedule
Standard (Mon-Fri)Environmental Conditions
OfficeJob Description
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.
Position can be based REMOTE US (Preferably in the Maryland, Pennsylvania, Massachusetts, or North Carolina area) and support the Clinical Trials Division (CTD) at Thermo Fisher Scientific. With 12,000 global employees across 5 continents, The Pharmaceutical Services Group (PSG) offers world-class expertise to help customers of all sizes get high-quality medicines to patients faster. We are an industry leader in drug development, clinical trial logistics and commercial manufacturing through our Patheon brand. With more than 65 locations globally, we provide our clients with integrated, end-to-end capabilities through all phases of development, including API, biologics, viral vector services, formulation, clinical trial solutions, logistics services and commercial manufacturing.
The Senior Sales Specialist Manager supports specialty service line sales by growing existing accounts and hunting new opportunities through sourcing subject matter expertise across projects and client meetings. They drive strategic territory plans, partner with commercial teams to generate, triage, and advance deals, and design coordinated end-to-end account sourcing solutions for logistics, transportation, and direct-to-patient (DTP) services. The role delivers new sales while strengthening long-term customer-supplier relationships, and provides timely pipeline reports, potential revenue updates, and forecasts to track progress against objectives. Overall, this position is crucial to enhancing the market positioning of the specialty service offering.
Develop a strategic plan to support business development across transportation, logistics, and direct-to-patient service lines.
Establish commercial alignment around strategy and tactics to ensure Annual Operating Plans (AOP) are met or exceeded, focusing strongly on service line revenues.
Lead Generation: Identify and research potential logistics opportunities while working closely with the Clinical Trials Distribution (CTD) commercial team as well as Patheon Manufacturing site leadership, cultivating strong internal and external client relationships, and consulting with clients through a collaborative partnership approach to gain a thorough understanding of projects.
Relationship Building: Develop and nurture relationships with potential internal business units at senior management levels as well as key site stakeholders and commercial teams to understand their needs and tailor solutions accordingly. Establish regularly scheduled meetings with key stakeholders.
Collaboration: Manage stakeholders to provide professional and timely responses to formal client requests, such as Requests for Quotations (RFQ) and Requests for Information (RFI). Work closely with the marketing and sales teams to align strategies and share insights on market trends and customer feedback.
Demonstrate a thorough understanding of the portfolio, logistics, and regulatory requirements. Consistently improve knowledge of the market, supply chain, and regulatory landscape through client and stakeholder feedback, latest market research, monitoring competitor offerings, and trade press/associations.
Define and lead Key Client “share of wallet” expansion projects, highlighting and targeting key therapeutic areas for growth, prioritizing opportunities and new solutions based on probability of success, return on investment, strategic importance, and client needs. Track, communicate, and analyze opportunity wins and losses to create continuous improvement.
Monitor and analyze service line performance through revenue growth, profitability, and share gain activities to gain an understanding of market dynamics. Review opportunity pipeline through Salesforce.com to enable accurate forecasting. Complete monthly reporting tasks, including defining corrective actions for any underperformance and maintaining momentum on over-performance to ensure AOP is met or exceeded and revenue for the service line is obtained.
Bachelor’s degree in a business, logistics, or science-related field preferred.
High school diploma or equivalent required.
Previous experience within the life sciences industry sales, with at least 2 years of experience in the pharmaceutical and biotech industry, including cell and gene therapy transportation and logistics.
Previous experience with cold storage, logistics, or supply chain from outside the life sciences industry will still be considered.
Relevant sales experience is a distinct advantage.
Strong strategic planning and business development skills.
Excellent communication and client relationship management abilities.
Proficiency in managing stakeholder expectations and formal client requests.
In-depth knowledge of logistics, transportation, and regulatory requirements.
Ability to analyze market dynamics and service line performance.
Proficiency in Salesforce.com for opportunity pipeline management and forecasting.
Benefits
We offer competitive remuneration, sales incentive plan, healthcare, and a range of employee benefits! Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation.
Compensation and Benefits
The salary range estimated for this position based in Maryland is $102,200.00–$153,350.00.This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:
A choice of national medical and dental plans, and a national vision plan, including health incentive programs
Employee assistance and family support programs, including commuter benefits and tuition reimbursement
At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount
For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards