Business Development Executive

Employment Type

Full time

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Laboratory Setting

Job Description

At Thermo Fisher, our industry-leading scale means unparalleled commercial reach, outstanding customer access and a global footprint. Our broad customer base, from research, clinical to commercial production means you can have a broad and significant impact. All while working in an environment where you will be supported, valued, and rewarded for your performance.

Location/Division Specific Information

The Immunodiagnostics Division (IDD) of Thermo Fisher Scientific strives to spectacularly improve the management of allergy, asthma, and autoimmune diseases by providing healthcare professionals with advanced diagnostics technologies and clinical expertise. Our key businesses: allergy, autoimmunity, and systems.

Discover Impactful Work

The Business Development Executive (BDE) is responsible for moving Health System (hospitals, large healthcare organizations) customers from the implementation phase of our diagnostic testing to revenue recognition. They will support overall growth in health system accounts that have IDD instruments, with a focus on allergy and autoimmune business. The BDE will drive the orchestration and accurate use of available resources working to complete and act on opportunities for growth and optimized lab utilization. The role will act as the primary liaison between the customer and IDD Commercial personnel.

A Day in the Life

Reporting to the Regional Manager, you are part of the commercial team and “own” the tactical plan to drive growth within the assigned customer market that use IDD instruments.

• Develop the strategy and the tactics to increase utilization.
• Collaborate with the Strategic Account Manager and Strategic Account Executive to identify and implement new opportunities for growth.
• Collaborate with Demand Generation leaders (District Sales Managers/Sales Director) to mobilize Clinical Sales Specialists on specific initiatives that lead to significant and sustained growth within a health system or in conjunction with a Regional Reference lab.
• Provide business insight and value to retain customers and improve customer relationships.
• Persuasively articulate the clinical and economic case for expanded testing at the highest executive levels within these institutions and to have a solid understanding of the dynamics of healthcare delivery.
• Understand the dynamics of healthcare delivery as it relates to creating open reimbursement access for diagnostic testing (including knowledge of the healthcare systems, hospitals, laboratory providers, payers, key players, influencers/leaders in the medical community)
• Understand and effectively articulate our compelling argument and economic value proposition to our customers within IDNs (Integrated Delivery Networks), GPOs (Group Purchasing Organizations), ACOs, regional healthcare systems, providers, payers, and hospital laboratories.
• Collaborate on sales & marketing efforts with internal team
• Participate in meetings for training purposes, product information updates, and sharing field intelligence information.

Keys to Success

Education

• Bachelor's Degree in business (or healthcare related field) required.

Experience

• Minimum of five years successful experience in healthcare, pharmaceutical or medical diagnostic sales and/or sales management

Knowledge, Skills, Abilities

• A detailed understanding of the complexities of healthcare delivery systems and a strong understanding of healthcare finance/accounting and provider/payer economics
• Outstanding interpersonal skills and proven ability to work effectively and in matrix environment with multiple team members
• Strategic selling and complex selling skills
• Significant drive for results
• Ability to lead without authority to achieve desired sales results
• Strong project management skills with attention to detail and be well organized
• Must have outstanding listening skills, a genuine customer focus, and a passion for satisfying