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Job Description

When you are part of Thermo Fisher Scientific, you’ll do challenging work and be part of a team that values performance, quality, and innovation. As part of a successful, growing global organization, you will be encouraged to perform at your best. With revenues of $40 billion 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.

The Business Development Executive – will be based in the West Coast Territory, where you'll have the opportunity to work in a dynamic environment that fosters innovation and collaboration.

As a Business Development Executive within our Pharma Services Biotech Account Management team, you will support the development and execution of territory and account plans to drive sales growth within your assigned accounts and prospect opportunities within your assigned territory across our broad range of drug modalities, which may include Steriles, Solid Dosage, Biologics, Cell Therapy, Viral Vector, and API. 

About the Pharma Services Group

As part of the Pharma Services Group (PSG), we lead the way in drug development, clinical trial logistics, and commercial manufacturing through our Patheon brand. With over 55 global locations, we support clients at every stage—from API and biologics to viral vector services, formulation, logistics, and full-scale commercial manufacturing.

In the role you will be responsible for implementing business strategies, annual marketing & business plans, forecasting, providing marketing/competitive feedback and customer satisfaction relative to sales activities and profitable growth. 

To be successful in the role you will need strong scientific and commercial acumen, be target-focused, and excel at building trusted relationships and demonstrating deep customer insight. You will also need strong customer relationship, communication, and consultative selling skills, with the ability to identify opportunities and support customer success, data-driven decision-making, and resilience, alongside exceptional communication, and the ability to work well in complex and competitive environments.

• Drive profitable growth and achieve/exceed AOP targets 

• Secure new molecules, service expansions and increase share of wallet for existing biotech accounts

• Consultative selling through the full sales cycle from outreach to negotiation and contract execution

• Support the development and closure of commercial opportunities, quotations and contracts

• Identify and pursue opportunities within assigned accounts and prospects

• Create demand by aligning solutions to customer needs and pain points 

2. Territory & Pipeline Management

• Execute territory sales plans and contribute to territory growth objectives

• Build and maintain a strong, actionable pipeline 

• Identify and maximize opportunities within existing accounts 

• Maintain accurate forecasting and SFDC discipline 

3. Customer & Market Leadership

• Build and maintain effective relationships with customer stakeholders across assigned accounts

• Understand customer structures, decision-makers, and industry trends 

• Communicate Thermo Fisher’s value as an integrated solutions partner 

• Monitor competitive activity and adapt strategies to mitigate threats 

4. Collaboration & Customer Experience

• Have a global mindset and partner cross-functionally (SMEs, operations, finance, legal) to deliver solutions 

• Participate in customer meetings, events, and site visits to support business development activities

• Champion customer experience proactively with urgency, integrity, and accountability 

• Provide feedback to improve customer experience and internal processes

• Collaborate effectively with internal stakeholders to support customer needs and sales objectives

Keys to Success:

• Bachelor’s degree in a Life Sciences field required.

• 5-8 years of quota-carrying field sales or business development experience

• Previous sales, deal design, and relationship management experience essential

• Biologics, Cell Therapy, Viral Vector, and API) will be a distinct advantage

• Experience of sales within a CDMO, and in one or more of our current drug modalities (Steriles, Solid Dosage)

• Experience managing sales opportunities and customer relationships within a matrix environment

• Experience progressing opportunities through a consultative sales process

• Strong analytical skills including financial competence

• Strong relationship-building skills with customers and internal stakeholders

• Strong commercial acumen with experience shaping solutions and influencing deal outcomes

• Confident communicator with executive presence and strong negotiation skills

• Highly competitive, self-directed, and results-driven mindset

• Comfortable operating with urgency, ambiguity, and limited structure

• Willingness to travel up to 50 percent to meet customers and showcase Thermo Fisher sites

Excellent Benefits:

• Review our company’s Total Rewards
• Medical, Dental, & Vision benefits-effective Day 1
• Paid Time Off & Designated Paid Holidays
• Retirement Savings Plan
• Tuition Reimbursement
• Employee Referral Bonus
• Career Advancement Opportunities

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