Work Schedule

Environmental Conditions

Job Description

As a Sr Business Development Executive within our Pharma Services Account Management team, you will own the development and implementation of strategies to drive sales growth within your assigned territory across our broad range of drug modalities, which may include Steriles, Solid Dosage, Biologics, Cell Therapy, Viral Vector, and API.

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-focussed, and excel at building trusted relationships and demonstrating deep customer insight. You will also need strong competencies in strategic account planning, stakeholder mapping, influencing and negotiation skills, data-driven decision-making, and resilience, alongside exceptional communication and the ability to work well in complex and competitive environments.

A Day in the Life

1. Sales & Business Development
• 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
• Structure and close complex, multi-site and multi-service deals 
• Develop and execute targeted account entry strategies 
• Create demand by aligning solutions to customer needs and pain points 

2. Territory & Pipeline Management
• Have a general manager mindset to define and execute territory strategy to deliver sustained growth
• Build and maintain a strong, actionable pipeline 
• Identify and maximise opportunities within existing accounts 
• Maintain accurate forecasting and SFDC discipline 

3. Customer & Market Leadership
• Build and maintain strong, executive-level customer relationships 
• 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 
• Represent the company in senior customer meetings, events, and site visits 
• Champion customer experience proactively with urgency, integrity, and accountability 
• Drive innovation and continuous improvement in processes and customer journeys 
• Influence and collaborate with peers to enhance overall business performance

Key Requirements
▪ Minimum of 5 years of quota-carrying field sales or business development experience. 
▪ Previous sales, deal design and relationship management experience essential.
▪ Experience of sales within a CDMO, and in one or more of our current drug modalities (Steriles, Solid Dosage, Biologics, Cell Therapy, Viral Vector, and API) will be a distinct advantage.
▪ Strong analytical skills including financial competence.
▪ Demonstrated success engaging effectively with senior leaders both internal and external to the company.
▪ Commercial account leadership with demonstrated experience leading complex, high-value, high growth accounts in a matrix environment with multiple partners Proven ability to manage long sales cycles, complex buying committees, and multi-year contracts.
▪ 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.