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 val