When you join us at Thermo Fisher Scientific, youll be part of a smart, driven team that shares your passion for exploration and discovery. With revenues of and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world. Location/Division Specific Information The Clinical Diagnostics Reagent (CDR) Business Unit develops and manufactures a wide range of diagnostic reagents, including automated immunoassays, clinical chemistry and hematology reagents, and high volume solutions for automated diagnostic instruments. A large majority of the business is providing products that are developed and manufactured on an OEM basis with the global leaders of the in vitro diagnostic industry. CDR currently employs more than 350 employees at its primary facility in Middletown, Virginia. The business also has a small, but growing team in Suzhou, China. CDR is one of four businesses within the Clinical Diagnostic Division (CDD), with the other three businesses located in Northern California, Germany and Finland.
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How will you make an impact? The Director of Business Development is responsible for managing the business relationships with existing customers, which includes seeking new and incremental business with those customers, as well as to identify, target and propose new business with new customers. Business relationships with existing customers includes continually expanding the network of contacts and establishing frequent contact with key decision makers. With a combination of both existing and new customers, this position is expected to create a pipeline of new business opportunities, and to prioritize those opportunities to bring new business to CDR. The position may be based remotely, but would require frequent travel to Middletown. Expected travel is approximately 30%.
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What will you do? Overall responsibility for managing existing business and building the new business pipeline for OEM/Contract Manufacturing business for the Middletown business unit. Develop a pipeline of qualified leads and new business opportunities capitalizing on core competencies. Maintain prioritized funnel report as key management tool. Key client management: establishes contacts and develops relationships with key decision makers and decision influencers at all management levels of customers. Continually broadens network of direct and indirect influencers. Identify and pursue potential new partners (prospecting) based on up-to-date knowledge of diagnostic industry and trends aligning with site competencies and strategic goals/interests. Develop proposals, negotiate pricing and other contract terms, and close agreements for new business and renewals. For high value proposals, present to senior corporate management for approval. Together with Key Account team, field and manage all customer inquiries with timely response and feasibility evaluation. Manage quotation process and ensure all RFQ deadlines are met. Partner with the CDD Strategic Account Directors to identify new business opportunities for Middletown, as well as to provide referrals and assist with establishing connections for the other CDD businesses. Manage a staff of three Key Account Managers responsible for the ongoing communication and business activities with customers for the site, ensuring prompt communication, timely responses to questions and concerns, and efforts to maintain overall alignment, understanding and agreement on priorities, goals, and improvement priorities. Conduct the necessary diligence within the organization and performs business case justification to determine the merits and prioritization (e.g. profitability, strategic fit/interest, capacity and resource utilization) of business opportunities. Frequent communication with prompt and thorough follow-up with current customers, leads, etc., particularly for proposal and contracting issues. Known as the go-to for customers. Monitor and communicate industry trends relevant to strategic marketing and emerging business opportunities. Prepare and deliver business/technical/capability presentations. Key participant across the organization in the development and implementation of a strategic planning and prioritization process for projects undertaken by the organization. Assist in the identification and marketing activities of new products and new contract manufacturing services. How will you get here?Education B.S. Degree in Scientific Field or Business MBA preferred or Professional certifications with management in a Diagnostic or related industry 10-15 years total prior experience; minimum of 5 years in Management with experience in IVD Industry. 5-10 years Sales, New Business Development, or National/Corporate accounts, demonstrating the ability to identify prospects, proceed through sales cycle, and close new agreements Knowledge, Skills, Abilities Financial acumen that assesses attractiveness of ROI/NPV and understands key components/drivers Strong familiarity with Operations, Supply Chain, and Project Management Familiarity with Strategic Account Management, National/Corporate Accounts Working knowledge of Project Management tools. At Thermo Fisher Scientific, each one of our 70,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular missionenabling our customers to make the world healthier, cleaner and safer. Associated topics: analyst, b2b, business, client, guest, inside sales, sales, strategic, strategy, wholesale
* The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.