APJ- Business Development Manager- Services and Analytics
Thermo Fisher Scientific
Tokyo, Tokyo, JPN
3 日前

Position objective

Support the selling efforts of Gibco BioProduction products and Gibco™ PD-Express™ Services and Analytics within the bioprocess market.

Be responsible for the growth portfolio within the assigned territory (APJ).

Through team and individual selling efforts, the APJ Regional Business Development Manager will improve strategic penetration into accounts, speed up turnaround time for gaining progress in product evaluations, close any Gibco PD-Express Services project opportunities, and assist field application and commercial teams in converting technical wins into a pull-through media sales

Role Description

  • Seed, negotiate and close contracts for a broad portfolio of services that meets or exceeds the yearly service projects and revenues targets.
  • Regularly reporting of services projects, licensing and prototype media sales, prospects, forecasts, orders won / lost, and competition updates to the leadership team.
  • Collaborate, establish and maintain influential relationships across customer base; critical at senior management at the customer site to help the customer fulfill THEIR strategic goals
  • Fulfill the business division initiative by promoting and generating profitable sustainable services business.
  • Support strategic positioning by emphasizing differentiation from our competitors and build upon our reputation for excellence to generate opportunities / qualify projects that meet our capacity / capability priorities.
  • Build business strategies for short and long-term growth and contribute to the annual forecast.
  • Analyzing market competition, trends and maintaining a strong understanding of industry dynamics in an effort to identify new opportunities and build our customer pipelines.
  • Provides input for new service development and outline gaps in our offering. Drives new service introductions to the customers, consultants, opinion leaders, and account managers.
  • Handle operational aspects of business development opportunities including management of pipeline, internal campaign, and securing final approvals for identified opportunities.
  • Develop portfolio-based regional strategies including market intelligence, open innovation, portfolio and technology roadmaps, partnership opportunities, and operational plans.
  • Partner with the business to identify and leverage customer-facing content and ensure our strategies are supported through branding and white papers.
  • Support strategy specific analytical deep-dives to define and size market segments, identify performance trends and opportunities
  • Education

  • Requires a bachelor’s degree in any life science or the equivalent combination of education and experience. Advanced degree, PhD in life science and / or MBA preferred
  • Experience

  • Minimum of 7 years of relevant experience, including lead development, negotiation of supply agreements, services sales funnel management, and competitive market research.
  • Demonstrated proficiency with computer applications, including word processing, spreadsheet, and slide presentations required.
  • Knowledge, Skills, Abilities

  • Ability to effectively shift priorities and work at a rapid pace required. Proven relationship building skills required.
  • Excellent communication skills, including writing, articulating, listening, and questioning skills required.
  • Experience with Salesforce, and other CRM
  • Fluency in English is required.
  • Willingness to travel extensively including to domestic and international markets, 30 40 travel %
  • Strong customer / quality orientation with demonstrated ability to build and manage customer and partner relationships at very senior levels
  • Strong understanding of Cell culture processes
  • Excellent project management, process improvement skills, ability to effectively manage multiple priorities
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