As a Business Developer, the SUT TSS will work with the customers, market communities and sales team to position Thermo Fisher’s SUT Capabilities enabling our Customers to drive innovation and increase productivity.
Your goal will be to maximise the sale of single use consumables within the Northern region territory working in tandem with the local Bioproduction Account Managers (BAM’s), the District Manager, SUT Field Applications specialists, Bioprocess Equipment and Automation TSS and SUT Regional Market Development manager.
Drive the area single-use technologies strategy :
Articulate the strategy for single-use technologies business development with the Area Sales Manager.
Champion the Account Management team to hit their SUT goals.
Provide strategic support regarding SUT : Competitive intelligence win / loss analysis strategic analysis sales technique coaching drive new product introduction or other important messaging activities, generally in close collaboration with Market Development, Product Management, Field Applications and other TSS colleagues.
Drive mindshare :
Drive mindshare into the market for our single-use brand and value proposition (Tradeshows, associations, events, prescriber promotion with A&Es ).
Take mindshare from Key Opinion Leaders (MSAT and other SUT SMEs at key accounts, recruit external technical speakers for joint communications).
Influence the commercial team and other resources to prioritize driving SUT business growth, including some sales channel support.
Optimize connections :
Connect sites and product management to the field (drive Product Management field visits, reduce perceived distance from US HQ, drive prototype evaluations, alpha and beta testing activities).
Facilitate geographical connections, leverage best practices between covered territories, coordinate SUT approach between global sites of key accounts, generally in close collaboration with Global Core Account Management.
Connect the whole divisional and further corporate value proposition to develop the single-use technologies within a broader and more strategic partnership offering.
Support daily sales activity :
Own the area’s SUT financial objectives.
Provides input and support in a variety of SUT sales situations at a very high degree of team work. This includes collaborating with a hardware specialist (BEA TSS) and focusing at a more personal level on consumable-only opportunities.
Sells SUT personally when required (new market segment investigation, availability, coverage ).
Qualifications / Education
Several years previous experience in Sales, Business Development and / or Strategic Account Management serving Biopharmaceutical Industry.
Bachelor's degree in Life Sciences, Chemistry or equivalent
Demonstrate deep SUT portfolio knowledge
Outstanding team working skills to add value in a highly matrixed organization
Strong knowledge of the biopharmaceutical market
Sufficient technical background in single-use technologies preferred
Well organized individual with ability to establish short and long-term business objectives and have a demonstrable record of measuring performance toward those objectives
Entrepreneurial mindset and should demonstrate track record of opening doors and developing new business.
Willingness to travel