Sr. Manager, Sales – Cell, Gene, and Advanced Therapies
About The Position
COMPANY: Thermo Fisher Scientific, Inc. LOCATION: 168 Third Ave., Waltham, MA 02451 (can work remotely) TITLE: Sr. Manager, Sales – Cell, Gene, and Advanced Therapies HOURS: Monday to Friday, 8:00 am to 5:00 pm DUTIES: Lead a team of 7 Business Development Managers focused on driving customer adoption of instrumentation, consumables, and reagents used in the manufacturing of clinical cell and gene therapies. Establish and manage collaboration with cell therapy, gene therapy, advocacy and regulatory organizations to drive new product development, industry manufacturing improvements, and market development. Develop Go-To-Market strategies for new products and drive execution through Business Development Manager structure and KPIs. Establish strategies to develop new markets including translational medical centers, venture-funded start-ups, and biotechnology companies. Collaborate with Marketing, Product Management, Operations, and adjacent Commercial teams to develop and execute strategies. Work cross-divisionally across the entire Thermo Fisher Scientific organization to provide a holistic solution to CGAT clients including CDMO and CRO services, Bioproduction capabilities, and analytical genome science capabilities. Work with Legal, Quality, and AR teams to establish and manage clinical supply agreements, quality agreements, CDAs, and payment terms between the Thermo Fisher CGAT business and customers. Lead business processes and manage the resources associated with the CGAT instrumentation and consumable business plan. Participate in the launch activities of Advanced Therapies Collaboration Centers (ATxCC). Understand the strengths and vulnerabilities of competitors. Build team strategies to overcome competitive obstacles and address opportunities. Forecast clinical reagent revenue, instrument progression and placements on a weekly, monthly, and quarterly basis. Be accountable to Commercial leadership for achieving sales and financial target, implementing actions to meet and exceed region revenue, gross margin targets, and instrument unit placement targets. Attract, develop, and retain qualified Business Development Managers. Coach team using prior sales experience and mentorship within the team. Establish and maintain effective professional relationships with key customers, coordinating activities with the Commercial Sales Organization, Product Management, and Regional Marketing to drive growth for Thermo Fisher Scientific in CGAT markets. Develop and execute the business plan for each region and updated according to business and market changes. Report out monthly to business leadership on strategic activities, new market intelligence, competitor activities, investment landscape, innovation, and team results.
Requirements
- Bachelor’s degree or foreign degree equivalent in Biochemistry, Molecular Biology, Cell Biology, or related field of study plus 8 years of experience in Biotechnology Sales, Cell and Gene Therapy Industry, Sales Manager, or any occupation in which the required skills can be obtained, or related experience. Employer will also accept a Master’s degree or foreign degree equivalent in Biochemistry, Molecular Biology, Cell Biology, or related field of study plus 6 years of experience in Biotechnology Sales, Cell and Gene Therapy Industry, Sales Manager, or any occupation in which the required skills can be obtained, or related experience as an equivalent alternative.
- Cell therapy and immunology
- Understanding of Pharma/Biotech/Academic markets and key opinion leaders
- Leading and influencing stakeholders in a matrix environment
- Building and leading teams towards unified business goals in a high paced commercial environment
- Strategic and tactical thinking, developing actionable business plans, and demonstrating how to achieve those plans
- Understanding Sales Incentive Plans
- Customer Relationship Management (CRM) system
Responsibilities
- Lead a team of 7 Business Development Managers focused on driving customer adoption of instrumentation, consumables, and reagents used in the manufacturing of clinical cell and gene therapies.
- Establish and manage collaboration with cell therapy, gene therapy, advocacy and regulatory organizations to drive new product development, industry manufacturing improvements, and market development.
- Develop Go-To-Market strategies for new products and drive execution through Business Development Manager structure and KPIs.
- Establish strategies to develop new markets including translational medical centers, venture-funded start-ups, and biotechnology companies.
- Collaborate with Marketing, Product Management, Operations, and adjacent Commercial teams to develop and execute strategies.
- Work cross-divisionally across the entire Thermo Fisher Scientific organization to provide a holistic solution to CGAT clients including CDMO and CRO services, Bioproduction capabilities, and analytical genome science capabilities.
- Work with Legal, Quality, and AR teams to establish and manage clinical supply agreements, quality agreements, CDAs, and payment terms between the Thermo Fisher CGAT business and customers.
- Lead business processes and manage the resources associated with the CGAT instrumentation and consumable business plan.
- Participate in the launch activities of Advanced Therapies Collaboration Centers (ATxCC).
- Understand the strengths and vulnerabilities of competitors.
- Build team strategies to overcome competitive obstacles and address opportunities.
- Forecast clinical reagent revenue, instrument progression and placements on a weekly, monthly, and quarterly basis.
- Be accountable to Commercial leadership for achieving sales and financial target, implementing actions to meet and exceed region revenue, gross margin targets, and instrument unit placement targets.
- Attract, develop, and retain qualified Business Development Managers.
- Coach team using prior sales experience and mentorship within the team.
- Establish and maintain effective professional relationships with key customers, coordinating activities with the Commercial Sales Organization, Product Management, and Regional Marketing to drive growth for Thermo Fisher Scientific in CGAT markets.
- Develop and execute the business plan for each region and updated according to business and market changes.
- Report out monthly to business leadership on strategic activities, new market intelligence, competitor activities, investment landscape, innovation, and team results.
Benefits
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Manager
