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Business Development Executive

4 months ago

Detroit, Michigan, United States ThermoFisher Scientific Full time

Work Schedule

Other

Environmental Conditions

Office

Job Description

About Us:

Here at Thermo Fisher Scientific, our industry-leading scale means unparalleled commercial reach, unique 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. Join our Sales & Marketing team with an unmatched depth of capabilities and help our customers solve some of the world's toughest challenges

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 sophisticated diagnostics technologies and clinical expertise. Our key businesses: allergy, autoimmunity, and systems.

Discover Impactful Work:

The Business Development Executive (BDE) has responsibility 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 business. The BDE will own the orchestration and accurate use of available resources working with the sales team to identify and act on opportunities for growth and optimized lab utilization. Where such growth opportunities exist, 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 implement new opportunities for growth (e.g., new allergy customers, menu expansion/optimization opportunities etc.)


• 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.


• Develop and nurture advocacy to drive sales and market growth collaborating with established customer assignment.


• 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 healthcare delivery landscape.


• Understand the dynamics of healthcare as it relates to 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 reason 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)

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 record to work effectively and in matrix environment with multiple customers


• Strategic 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 the customer


• Strong listening skills and effective oral and written communication skills


• Effectively persistent and persuasive, while also being appropriately flexible and resilient, to respond to evolving business and customer needs


• Ability to strategize both independently and collaboratively to develop plans to increase pull through sales with individual hospitals and IDNs


• Strong background in market and account development, crafting and implementing successful business strategies that drive market and sales growth

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.