Job Detail

eSolutions Business Development Manager

The eSolutions Business Development Manager (EBDM) is responsible for revenue growth through the expansion and optimization of Thermo Fisher Scientific’s digital capabilities – including eProcurement (B2B), Web (B2C), Inventory Management, Asset Management, Connected Devices/IOT, Digital Science & Thermo Fisher Cloud within the assigned corporate accounts and geographic area.

The role’s primary responsibility is to articulate the value of our digital capabilities through strategic customer discussion/partnerships and establish the customer-specific strategy to expand the digital footprint to enhance productivity and drive scientific discovery across both organizations. The EBDM will leverage data intelligence to analyze customer buying patterns in order to facilitate share gains and recommend the best way to fulfill customer needs through the optimization of the digital channels. The ultimate outcome is total account growth through improved customer experience, vendor consolidation, ease of ordering and establishment/maintenance of a preferential supplier status. Additionally, the role is responsible for the training and application of our digital capabilities, key SFE, channel tools and systems for workflow selling and vendor consolidation. The successful candidate will design and execute the strategic plan for direct customer acquisition, development, and retention of the Thermo Fisher Scientific’s digital solutions across assigned customer segments and all Thermo Fisher Scientific markets.

The EBDM will interface and partner at all levels with the customer including C-level, CFOs, Strategic Sourcing, Commodity Managers, Category Directors, Materials Management, Procurement and Contracts Directors, Deans of Finance, Budget Administration, along with purchasing agents, PIs, and lab managers.

Responsibilities:

• Develop and execute territory and customer-specific strategies to expand our global digital capabilities (eProcurement, website, inventory management, asset management, connected devices/IOT, Thermo Fisher Cloud, etc.)


• Support eSolutions and Commercial Digital Technologies (CDT) leadership by identifying and evaluating new business opportunities that fit with the overall Thermo Fisher Scientific digital strategy.


• Co-author marketing and merchandizing strategy and plan with key stakeholders including CDT, Digital Engineering (DE), Market Development and Regional Marketing.


• Analyze global eSolutions programs, including business, industry, and competitor trends.


• Analyze customers’ needs and identify drivers of purchase behaviors to increase online spend aggregation.


• Design and execute strategy to achieve revenue shift and share gain through effective positioning of eBusiness including B2B, inventory management, and vendor consolidation within assigned geographic region.


• Help define, develop and own the global eSolutions strategy including relationship, metrics, financial objectives, technical channel evaluations and demonstrations, and management of the virtual account teams.


• Work closely with sales teams, Corporate Accounts, Strategic Relationship Managers, Key Account Managers, Industry Directors, regional/district managers and account managers to develop account plans that include eSolutions as part of the strategic relationship.


• Possess a deep understanding of the customer organization and ability to develop trusted and valued relationships with major decision makers, clarify goals, and reach agreements.


• Provide robust monthly and quarterly metrics to forecast eSolutions opportunities and performance regularly and accurately


• Serve as SME for channel specifics, processes, and digital NPI/complex offerings.


• Utilize knowledge of industry trends and Thermo Fisher Scientific’s portfolio of products and services to establish targeted customer solutions to achieve short term revenue and long term business goals. Leverage all that Thermo Fisher brings to market.


• Think and act with a global mindset at all times.


• Employ and embrace PPI as a means to improve the efficiency and effectiveness of Global eSolutions.


• Embrace and live Thermo Fisher values: Integrity, Intensity, Innovation and Involvement.

Minimum Requirements/Qualifications:

• A minimum B.Sc. degree in a scientific or business discipline required. MBA preferred


• 5+ years’ experience in Sales and/or Marketing required


• Experience in industry, academia, clinical, pharmaceutical, biotechnology research or laboratory sales.


• Experience influencing across a highly matrixed environment with demonstrated results


• Substantiated capability to effectively negotiate and close business with channel partners across multiple levels


• Possess exceptional interpersonal skills, ability to maintain and promote diplomacy to arrive at mutually beneficial outcomes.


• Experience developing relationships with multiple customer functions including R&D end-users and leadership, Procurement, Finance, and Operations


• Demonstrated ability to operate independently, with initiative, and good business judgment


• Technical and working knowledge of vendor managed on-site inventory programs


• Strong strategic planning and organizational skills, proactive approach.


• Excellent data analysis and marketing skills and ability to apply these skills to generating business decisions


• Technical and working knowledge of customer procurement systems and practices including B2B, B2C, etc.


• Ability to work in a demanding environment with aggressive project timelines.


• Demonstrates superior listening, presentation, communication, and negotiation skills.


• Willingness and ability travel at least 25-30%

Preferred Qualifications:

• Proven track record in Sales and Business Development role.


• Strong role model with ability to develop and motivate people at all levels


• Experience managing accounts producing over $15M+ in revenue