Business Development Manager, Integrated Laboratory Workflows

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

The Business Development Manager, Integrated Laboratory Workflows is responsible for driving business growth by identifying, developing and commercialising integrated laboratory workflow solutions across Thermo Fisher Scientific's portfolio throughout Australia and New Zealand.

Working across multiple divisions, the role partners with customers to understand laboratory operations, identify workflow optimisation opportunities and develop integrated solutions that combine instruments, consumables, software, data, services and laboratory products to improve productivity, compliance and operational performance.

As a champion of the One Thermo Fisher approach, the role connects internal capabilities to deliver seamless, customer-focused solutions and maximise the value of Thermo Fisher's portfolio.

The role focuses on strategic laboratory segments, including Environmental and Water Monitoring, Contaminant Testing and Biopharma QA/QC, while identifying opportunities to expand Thermo Fisher's presence across emerging workflow applications.

Success in this role is measured by the creation of new workflow opportunities, growth within strategic customer accounts, cross-divisional revenue generation, and increased adoption of integrated workflow solutions that strengthen Thermo Fisher's position as a trusted laboratory partner.

Key Responsibilities

Business Development & Strategic Growth

• Develop and execute the ANZ workflow growth strategy, identifying, qualifying and commercialising workflow opportunities across Thermo Fisher divisions.
• Build and manage a robust pipeline of strategic opportunities that drive cross-divisional revenue growth.
• Partner with commercial, service and business leaders to accelerate workflow adoption and expand customer penetration.
• Monitor business performance through accurate forecasting, business planning and pipeline reporting.
• Influence strategic direction by providing market insights and identifying emerging workflow opportunities across the ANZ region.

Strategic Customer & Market Development

• Develop executive and technical relationships within strategic customer accounts to identify growth opportunities and strengthen long-term partnerships.
• Expand Thermo Fisher's market presence through workflow-led selling and strategic account engagement.
• Represent Thermo Fisher at industry events, workshops and customer forums to strengthen market presence and generate new business opportunities.
• Develop and maintain relationships with key opinion leaders, industry bodies and strategic partners to support market growth.

 Workflow Solution Development

• Engage customers to understand laboratory workflows, operational challenges and future requirements.
• Develop integrated workflow solutions that leverage Thermo Fisher instruments, consumables, software, laboratory products and services.
• Develop compelling value propositions that improve customer productivity, compliance and operational performance.
• Partner with technical experts to deliver customer-centric workflow solutions and enable commercial teams through solution positioning, competitive insights and sales collateral.

One Thermo Fisher Leadership

• Champion a One Thermo Fisher approach by connecting cross-divisional teams to deliver integrated customer outcomes.
• Coordinate cross-functional resources to progress strategic opportunities and achieve shared business objectives.
• Foster collaboration across divisions to maximise customer value and support achievement of regional business objectives.
• Share customer insights, market trends and workflow opportunities to inform strategy and drive continuous improvement across the organisation.

Frequent Contacts

Internal

• Commercial leaders across multiple divisions.
• Strategic Partnership Managers
• Sales Specialists and Account Managers
• Field Applications Scientists and Technical Specialists
• Service and Support teams
• Marketing and Commercial Excellence teams
• Regional and Global Workflow, Market Development and Business Leaders.

External

• Laboratory Directors and Managers
• QA/QC Leaders
• Operations and Technical Managers
• Procurement and Commercial stakeholders
• Industry associations and key opinion leaders

Minimum Requirements / Qualifications

Qualifications and Experience

• Proven experience in business development, strategic sales, account management or market development.
• Demonstrated success in developing and executing complex, multi-stakeholder sales opportunities.
• Experience working within analytical, environmental, pharmaceutical, biotechnology, food testing or industrial laboratory markets highly regarded.
• Strong understanding of laboratory workflows and customer processes preferred.
• Bachelor's degree in Science, Engineering, Business or related discipline required.
• Advanced scientific qualification (Master's or PhD) advantageous.

Knowledge, Skills, Abilities

• Demonstrated ability to understand customer laboratory workflows and translate business needs into integrated, value-based solutions.
• Strong business development, consultative selling and commercial acumen, with a proven ability to identify opportunities, influence stakeholders and deliver revenue growth.
• Strategic planning, forecasting and opportunity pipeline management skills.
• Excellent communication, presentation and influencing skills, with the ability to engage technical, operational and executive stakeholders.
• Strong analytical and market awareness skills, with the ability to identify emerging trends, uncover customer needs and develop innovative solutions.
• Proven ability to collaborate across multiple divisions and functions to deliver customer-focused outcomes in a matrix environment.

Desirable

• Experience selling solutions across multiple product portfolios or business units.
• Knowledge of laboratory informatics, digital workflow solutions or laboratory automation.
• Experience leading complex cross-functional initiatives or strategic projects.
• Knowledge of laboratory workflows within environmental testing, contaminant analysis, water quality, pharmaceutical or biopharmaceutical QA/QC markets.

Other Job Requirements

• Willingness to travel across ANZ.
• Adherence to all Thermo Fisher Scientific EHS and compliance requirements.
• Commitment to Thermo Fisher Scientific values and customer-first culture.

Benefits

Join our team and take advantage of these great benefits! Apply now to learn more about the full range of benefits we offer.

• Health & Wellbeing: Join a company that prioritizes your health & wellbeing with comprehensive benefits, wellness programs, and an Employee Assistance Program providing confidential support for personal and work-related issues.

• Flexibility: Balance your work and personal life with flexible arrangements.

• Extra Leave: Benefit from generous leave policies, including the option to purchase additional leave, paid birthday leave, and company paid parental leave.

• Charitable Giving & Volunteering: Make an impact with paid volunteer time to support non-profit organizations that matter to you.

• Learning & Development: Advance your career with access to online courses via Thermo Fisher Scientific University Plus and LinkedIn learning, workshops, and mentorship programs for continuous learning and skill development.

Thermo Fisher Scientific Australia WGEA Employer of Choice for Gender Equality

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 125,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

Apply today: http://jobs.thermofisher.com

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.