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Position Summary

The Senior Director, Biopharma Manufacturing Solutions, is responsible for owning the commercial strategy and leading the investment engagement lifecycle from early customer engagement through the commercial agreement for biopharma manufacturing expansion investments. This role serves as the primary commercial interface with biopharma manufacturing executive stakeholders and leads the identification, development, and advancement of complex, CAPEX sales-cycle investment opportunities.

As a leader within the Biopharma Manufacturing Solutions team, this role partners closely with Enterprise Leads, cross-functional task forces, and regional commercial teams to shape customer requirements, strengthen Thermo Fisher’s value proposition, and ensure disciplined execution from early engagement through commercial agreement.

Essential Functions

Commercial Strategy & Investment Ownership

• Own the end-to-end commercial strategy for prioritized biopharma manufacturing investments
• Define and lead the front-end selling approach, including opportunity qualification, positioning, and pursuit planning
• Maintain ownership of the sales pipeline, ensuring disciplined opportunity progression, prioritization, and forecasting accuracy

Executive Customer Engagement

• Serve as the primary commercial point of contact for biopharma executive stakeholders
• Establish and maintain trusted relationships with customer leaders across Manufacturing, Technical Operations, Engineering, and Executive Management
• Proactively network to identify and engage key customer stakeholders early in the investment lifecycle

Opportunity Advancement & Deal Leadership

• Advance opportunities through the pipeline by guiding account strategy, stakeholder alignment, and value-based selling
• Lead commercial discussions through solution definition, proposal development, and commercial negotiation
• Ensure customer investment requirements are clearly understood, documented, and translated into aligned solution strategies

Cross-Functional & Regional Coordination

• Partner closely with the Enterprise Lead and cross-functional Task Force to align on opportunity strategy, customer insights, and risk mitigation
• Coordinate with regional sales teams to ensure effective local execution, consistent messaging, and customer alignment
• Act as the commercial integrator across the Biopharma Manufacturing Solutions team, BPG business units, and regional partners

Value Proposition & Market Insight

• By partnering with division and Enterprise leadership, support the shaping and continuous refinement of Thermo Fisher’s Biopharma Manufacturing Solutions value proposition based on customer needs and investment drivers
• Ensure timely communication of customer insights, risks, and competitive dynamics to internal division stakeholders
• Monitor and report competitive intelligence, including positioning, deal activity, and customer perception

Minimum Qualifications

• Bachelor’s degree required; advanced degree preferred
• Minimum of 8+ years of experience in commercial leadership, business development, or strategic sales within biopharma manufacturing, life sciences, or complex solution environments
• Proven experience leading large, long-cycle, enterprise-level investment opportunities
• Demonstrated ability to influence and lead cross-functional teams without direct authority
• Strong executive presence, communication, and negotiation skills

Preferred Qualifications

• Experience supporting biopharma manufacturing investments, including existing process optimization, brownfield expansion, and greenfield development
• Global or multi-regional commercial leadership experience
• Familiarity with enterprise account models and complex deal governance

Physical Requirements / Working Conditions

• Ability to travel up to 50% domestically and internationally as required to support customer engagement

Equal Opportunity Statement

Thermo Fisher Scientific is an equal opportunity employer and is committed to diversity and inclusion in the workplace.

Compensation and Benefits

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