Director Commercial Scientific In-sourced Services (ASD) - US -East Coast / Central Region

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

As the Director, Commercial Scientific In-sourced Services within the Analytical Services Division (ASD) Commercial team, you will develop and implement the overall business development strategy for the [FSP], our divisional on-site scientific analytical service offering (our “Onsite Services”), partnering with the General Manager of the business unit and collaborating across other parts of Thermo Fisher Scientific to develop a scalable value proposition that meets specific customer needs.  Additionally, you will serve as the technical sales leader to transition sales leads, in partnership with the Senior Business Manager, into winning proposals for clients.  Specifically, You will benefit our analytical testing labs (GMP, Bioanalytical, Central Labs and Vaccines) generally and will specifically support the Business Development team as a Subject Matter Expert regarding strategy and commercial execution for the Onsite Services, including defining strategic parameters around which business we will target as well as what accounts constitute and do not constitute ongoing strategic fits within ASD and Thermo Fisher Scientific generally.  Accordingly, in this role you will be responsible to continuously update the Business Development team and other business units within Thermo Fisher Scientific of the competitive landscape and service needs within the current marketplace for Scientific Services.  This role will report into the Vice President, Global Head of Commercial, ASD.  The Director will play a critical role in helping the Onsite Services business to assess and develop operational capabilities, pricing strategies, sales communications, and financial forecasts.  A successful candidate will collaborate with stakeholders across ASD, including marketing, sales, finance, and operations to enhance the customer experience within ASD.   The ideal candidate will possess strong leadership and organizational skills, demonstrate an ability to provide critical insights to enhance decision-making processes, maintain a bias to drive strategy to action and possess a deep desire to understand the laboratory testing and CRO space.  The position is global in nature and can be located remotely within the United States.  

The Analytical Services Division’ comprehensive laboratory services help drive drug development programs forward.  Our purpose is to help our clients deliver life-changing therapies to patients in need through laboratory services.  Together, we will:

• Maintain our position as the trusted partner for laboratory services in Biotech and Pharmaceutical markets;
• Honor our commitments by consistently delivering results; and
• Become an admired business to work for, and a safe and fulfilling career destination for superior talent.

How will you make an impact:

You will enable our customers to make the world healthier, cleaner and safer by helping our clients and sponsors to understand how our laboratory service offering enables them to deliver life-changing therapies to their patients more quickly.

What will you do:

• Partner with the General Manager of the [FSP] business unit and the Global Head of Commercial, ASD to develop and implement a scalable value proposition that meets specific customer needs for Onsite Services. 
• Support the Business Development team and conduct routine reviews of the Onsite Services product line to reflect overall progress and market dynamics, serve as the Onsite Services Subject Matter Expert
• Participate in customer presentations, support RFP solution development and bid defenses as needed by Business Development and in partnership with the Senior Business Manager
• Understand the strengths and vulnerabilities of major competitors within the Onsite Services space and develop sales strategies to respond effectively and to develop competitive differentiation.
• Own and respond to Onsite Services RFPs for customers that are determined to be strategically desirable
• Work with the Business Development and Operations teams as well as other parts of Thermo Fisher Scientific (including specifically Unity Lab Services) to assist in qualification of potential opportunities for inclusion in the sales pipeline.
• Assist in driving growth with strategic customers by educating the Business Development and Operations teams on the technical nuances of the Onsite Services business and the relative attractiveness of specific portfolios of business. 
• Pursue and close specific Onsite Service opportunities once identified and validated as viable. 
• Possess sufficient technical, operations and business knowledge of the Onsite Services to present a compelling value proposition to prospects and customers.
• Liaise with Operations teams and develop a workable process to ensure that proposed customer-specific strategies are operationally viable
• Communicate with Product Management and Marketing to provide input on features and feature prioritization requirements for services solutions and products relating to Onsite Services.

How will you get here:

• A bachelor’s degree in business administration, marketing, finance, sales, or a related field is the required minimum education; MBA or advanced degree is preferred.
• n some cases an equivalency, consisting of a combination of appropriate education, training and/or directly related experience, will be considered sufficient for an individual to meet the requirements of the role.  

Experience:

• Previous experience that provides the knowledge, skills, and abilities to perform the job comparable to 8+ years selling strategic service business solutions within the laboratory and analytical service space or a comparable scientific space.
• Proven experience executing strategic and selling initiatives with strong familiarity with commercial operations, relationship management and marketing tools.
• Ability to lead, build, manage and inspire team across a matrixed environment with experience in effectively influencing others and forming collaborative relations necessary to win.

Knowledge, Skills and Abilities:

• Understanding of the Biotech/Pharma landscape, including market dynamics and competitive landscape.
• Effective negotiating and influencing skills.
• Experienced in driving customer allegiance and growing existing customer base
• Strong business acumen and strategic thinking abilities.
• Strong analytical and problem-solving abilities with the ability to interpret complex data and provide actionable insights (including strong presentation skills and ability to contribute to executive-level discourse).
• Excellent leadership and communication skills (including verbal, written and presentation skills), with the ability to effectively collaborate and influence stakeholders at all levels.
• Exceptional organizational and project management skills, with the ability to handle multiple tasks simultaneously and meet deadlines.
• Creative, resourceful, gritty, and willing to hustle – will never hesitate to roll up sleeves and pursue something hands-on, will persevere where others fall away.
• Comfortable managing ambiguity, comfortable with fluid objectives and priorities 
• Proficiency in using relevant software applications, including CRM systems, Microsoft Office Suite, and data analysis tools.
• Ability to adapt to a fast-paced and dynamic work environment.
• Flexibility and willingness to travel to accomplish assigned goals.

• Must show the ability to demonstrate the Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement.

Working Conditions and Environment:

• Work is performed in an office environment with exposure to electrical office equipment.
• Travel, both domestic and occasionally international, as required by client meetings.
• Interaction with clients/associates required.
• Long varied hours required occasionally.

Physical Requirements:

• Frequently stationary for 6-8 hours per day

• Repetitive hand movement of both hands with the ability to make fast, simple, repeated movements of the fingers, hands, and wrists.
• Moderate mobility required.
• Light to moderate lifting and carrying (or otherwise moves) objects including luggage and laptop computer with a maximum lift of 15-20 lbs.
• Ability to access and use a variety of computer software developed both in-house and off-the-shelf.
• Ability to apply abstract principles to solve complex conceptual issues.  Requires multiple periods of intense concentration.
• Performs a wide range of complex tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence. 
• Regular and consistent attendance.

About Thermo Fisher Scientific

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team of more than 100,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. For more information, please visit www.thermofisher.com.