Business Development Manager

Job Description
Here at Thermo Fisher Scientific, our industry-leading scale means unparalleled commercial reach, unique customer access and a global footprint. Our broad customer base, from research, and clinical to commercial production means you can have a broad and significant impact. All while working in an environment where you will be supported, valued and rewarded for your performance. Join our Managed Services team with an unmatched depth of capabilities and help our customers solve some of the world’s toughest challenges.
Reports To: Service Solutions Senior Manager
Territory/Location: Remote - Northeast -

There is ONE position posted in multiple locations

(within the territory):

MA, NJ, PA, CT, NY, NH, VT and ME; primarily focused in Boston, MA .
Position Summary:

This is a key role supporting the $200M Global Enterprise Services business for Thermo Fisher Scientific. You will provide consultative expertise supporting the overall development, configuration, pricing and proposal presentation of complex, services solutions and/or complementary services on a project basis to address client business needs. This position will support primarily our Supply Chain Inventory Management and Laboratory Support Services portfolio and will align with the strategic priorities of our Research & Safety Market Division.
Engage in consultative selling of our

Enterprise Services portfolio

into a defined territory and develop sales opportunities by crafting outstanding solutions for customer’s process and challenges. It requires selling proficiency and an in-depth understanding of our service portfolio. You will build sales strategies and solutions to develop opportunities of the existing product portfolio by collaborating with Sales, Operations, Product Management, and Implementation.
How will you make an impact?
Identify new customers and develop solutions that address customer challenges. Convert these challenges into new opportunities and incremental business, while delivering value to our customers.
What will you do?
You will work closely with the Key Accounts Commercial Directors, Industry Directors, Sales Managers and the Managed Services Operations team on specific services opportunities to understand individual client strategies, business needs and internal barriers or considerations to implementing an enterprise services solution.
In order to provide the subject matter expertise required, you will maintain a detailed understanding of the entire Unity Lab Services portfolio, strengths and delivery options to be able to configure coordinated solutions that show differentiated value to the customer and the market.
This role is highly independent and requires a self-starter with a positive, collaborative persona. You must independently make decisions, but also apply available resources to meet customer needs and work effectively with cross-functional team of internal resources. As a key member of the commercial team, you will independently lead client opportunities and Requests for Proposals (RFPs) responses, developing the service solution, pricing strategy, deal review and proposal content with support as needed.
Understand the competitive environment and develop the solution offering needed to differentiate.
Responsible for translating the client’s business needs and requirements into specific systems, applications or process designs from across the business units into an integrated and cohesive solution.
Handle the opportunity from lead to close out. Maintain opportunity pipeline in Salesforce.com. Develop the scope of work and contract for awarded opportunities. Effectively negotiate contracts independently.
Responsible for transitioning to the implementation team all contract awards to ensure on-time delivery of the solution and processes ensuring compliance with the established Statement of Work and key elements of the proposal.
Collaborate and establishes relationships with the relevant service management, marketing, commercial, product management and service delivery leaders and key partners in the corresponding business units.
Ensure all activities are carried out in accordance with Thermo Fisher Scientific policies and applicable laws.
Connect with supervisor any customer issues or potential problems, develops action plan to address challenges.
Positively represents Thermo Fisher Scientific at all times throughout customer locations
How will you get here?
Minimum education is Bachelor's degree
Minimum of 5+ years of experience in managed services or meaningful experience
Demonstrated ability and knowledge of services business solutions design and presentation.
Strong collaborative track record, which includes working within a matrix environment along with the ability to find solutions to a common goal.
Excellent communication skills, both written and oral.
Reflector style – able to learn from mistakes and always wants to achieve best possible performance.
Sophisticated PC skills, especially in Microsoft Office products.
Ability to develop high levels of credibility and forge solid and positive professional relationships with customers, peers, and upper management.
Self motivated; bias for action.
Effective negotiating and influencing skills
Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement
Physical Requirements / Work Environment

Travel requirements 50+% for customer visits
Benefits

We offer competitive remuneration, annual incentive plan bonus, 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!
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 . A 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.
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.
Compensation and Benefits
The salary range estimated for this position based in Massachusetts is $103,100.00–$130,000.00. 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

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