Sales Development Specialist

Work Schedule

Environmental Conditions

Job Description

ABOUT THE OPPORTUNITY

When you join Thermo Fisher Scientific your work will have real impact. You will collaborate with talented colleagues and use the scale capabilities and reach of a global leader to help customers make the world healthier cleaner and safer.

POSITION SUMMARY

The Sales Development Specialist plays a critical role in accelerating growth for the BioProduction Group by identifying and developing high-potential early-stage biologics opportunities across targeted APJ accounts. The role owns the front end of the molecule design-in funnel - from validating target accounts and mapping decision-makers to initiating technical evaluations developing Bioprocess Design Center (BDC) projects enabling sample testing and converting qualified opportunities into commercial wins.

The specialist also helps protect BPG participation as molecules move through development and manufacturing networks. When a customer transfers a molecule to a CDMO joint venture partner another country or a new facility this role coordinates the relevant teams to preserve technical specifications maintain opportunity visibility and identify additional design-in and pull-through opportunities across the BPG workflow.

Working closely with country commercial teams as well as regional and global BPG teams this position builds a disciplined insight-led pipeline and establishes BPG as a trusted partner early in the customers molecule-development journey. The role creates long-term value by increasing BPG participation supporting process lock-in and expanding future revenue entitlement as molecules progress.

KEY RESPONSIBILITIES

• Build and prioritize the target-account and molecule pipeline.

• Validate and segment assigned accounts using agreed SEEDING Program criteria including molecule stage modality business potential current BPG engagement and strategic fit.
• Develop complete customer profiles including organization and decision-maker maps funding and capacity insights molecule intelligence development timelines manufacturing strategy workflow needs and competitive position.
• Create differentiated account and molecule strategies for priority opportunities with clear milestones ownership risks and next actions.

• Create demand through insight-led customer engagement.

• Proactively engage target customers through various engagement channels including in-person interactions; respond quickly to inbound interest and qualified leads.
• Use consultative discovery to understand scientific objectives process challenges decision criteria budgets timelines funding readiness and stakeholder dynamics.
• Build credibility with scientific technical procurement operations and executive stakeholders by connecting customer priorities to BPGs differentiated capabilities and value proposition.

• Identify and develop Bioprocess Design Center (BDC) projects.

• Identify customers that would benefit from early process workflow facility scale-up or manufacturing-design support including new laboratories pilot plants GMP facilities expansions and technology-transfer programs.
• Qualify the BDC opportunity by clarifying project purpose development phase capacity requirements facility strategy investment timing funding status decision process and partner ecosystem.
• Mobilize BDC end-to-end pre-sales applications technical service and business-unit experts to shape an integrated concept and compelling customer value case.
• Use BDC engagements to enable early specification cross-workflow pull-through and future opportunities across divisions and business units.

• Advance opportunities from evaluation to technical win.

• Coordinate technical discussions demonstrations sample shipments and evaluation plans with technical sales specialists applications teams and other subject-matter experts.
• Drive timely sample testing remove barriers to evaluation document outcomes and maintain momentum across each relevant workflow step.
• Translate evaluation results into a clear customer value case agreed technical position and defined commercial next steps.

• Protect molecule continuity across CDMOs joint ventures partners and APJ geographies.

• Map the customers make-buy-partner strategy and anticipate where research process development clinical manufacturing scale-up or commercial production may move.
• Maintain a molecule continuity plan that captures the molecule owner development partner CDMO or JV manufacturing site country development phase anticipated transfer timing workflow specifications current BPG position and identified risks.
• Coordinate cross-country and cross-account handovers with country sales teams CDMO account owners BDC and end-to-end pre-sales resources technical specialists and business units so that the molecule remains visible and actively managed.
• Protect existing specifications during technology transfer and identify additional opportunities created by clinical-batch production scale-up process change capacity expansion or construction of a new facility.
• Escalate ownership gaps conflicting account strategies or high-value transfer risks through the agreed APJ governance process and drive timely resolution.

• Convert technical wins into sustainable commercial outcomes.

• Develop and execute opportunity plans that move qualified demand toward process lock-in initial orders repeat purchases scale-up and broader workflow adoption.
• Partner with country sales teams and business units on pricing proposals contracting competitive conversion and multi-portfolio solution strategies.
• Transition formal commercial ownership when agreed maturity criteria are met while ensuring complete customer molecule BDC evaluation and transfer documentation.

• Lead disciplined funnel forecast and performance management.

• Maintain accurate timely records of customer interactions molecule intelligence BDC projects technical evaluations manufacturing transfers and opportunities in SFDC Molecule 360 and other designated systems.
• Link customer needs and activity to defined opportunities next steps owners milestones risks and expected outcomes.
• Review conversion and molecule-retention performance identify bottlenecks and continuously improve engagement and follow-up based on data and customer insight.

• Collaborate across the organization and strengthen market intelligence.

• Work closely with BAMs country sales CDMO account owners BDC end-to-end pre-sales technical specialists marketing applications service product management and regional leadership to deliver coordinated execution.
• Provide actionable insights on market development customer funding and capacity CDMO and JV activity competitor positioning pricing dynamics cross-border collaborations and emerging molecule opportunities.
• Support targeted workshops executive engagements roadshows and other go-to-market initiatives that deepen customer relationships and create qualified demand.

REQUIREMENTS

• Bachelors or Masters degree in biotechnology biochemistry life sciences chemical engineering bioprocess engineering or a related discipline; equivalent relevant experience will also be considered.
• Typically 5 years of commercial business-development technical-sales applications or customer-facing experience in bioprocessing biopharmaceuticals or the life-science industry.
• Working knowledge of biologics development and manufacturing workflows. Experience with monoclonal antibodies recombinant proteins ADCs cell and gene therapy or related modalities is advantageous.
• Demonstrated ability to prospect qualify opportunities conduct consultative discovery and progress complex technical sales cycles.
• Experience with process or facility design technology transfer CDMO partnerships joint ventures scale-up capital expansion or multi-country programs is strongly advantageous.
• Ability to connect technical workflow requirements with commercial value and coordinate multiple stakeholders across countries accounts and business units.
• Experience using CRM and commercial data systems to manage activities opportunities forecasts projects and customer and molecule intelligence.
• Strong written and verbal communication skills in English and the relevant local language; able to communicate effectively with scientific technical operational commercial and executive audiences.