The Sr. Business Development Manager of Inorganic (IOMS / TEA) APJ is responsible for the identification, creation and development of current and new market opportunities for Inorganic (IOMS / TEA) throughout the APJ region.
BDM will cooperate with Sales team and channel partners to achieve the sales target of IOMS, TEA product portfolio and territories.
Based on APJ Commercial leader’s sales strategies and focus area, BDM will actively drive the focus and lead the market development activities.
The person in this role needs to understand market, regulatory, and government trends and conditions and translate these into market opportunities, generating commercial leads for the organization.
This role will direct the development of commercial leads for specific products, including KOL and KAM strategy definition, requirements analysis and public relations.
The role will be responsible for creating business plans, drive market and segment penetration, company positioning to drive competitive advantage in relevant industries, and create clear value propositions for technology intensive products and solutions.
Will develop and execute KOL and KAM plans to achieve growth and margin objectives consistent with the BU strategic plan.
Strategic Planning (AOP) In order to grow beyond market growth and to acquire share, complete market analysis and define market and business development strategy in region and vertical markets in discussion with regional managers and local commercial operations.
Lead business development activities across key markets in the region (Japan, Korea, India, South East Asia, Taiwan, and Australia & New Zealand (ANZ)).
Drive KOL interaction across the region, engaging at both academic and industry level to increase visibility of BU
Drive KAM strategic planning and execution in collaboration with the commercial teams in the region. This to ensure high level of company-wide coordination, collaboration and engagement, both related to different business units and functional departments.
Work with local organizations on specific KOL and KAM activities directed at both market and industry segments.
Gain a deep understanding of the global & regional market dynamics, competitive analysis, voice of the customer and requirements from sales and service to determine our business strategy to drive profitable revenue growth in the IOMS, TEA product lines
Act as Technical specialist related to specific customer requests or enquiries to feed possible leads back to commercial organization.
Represent the Business Unit in relevant forums across Thermo Fisher to ensure the optimal exposure and inclusion for commercial penetration.
Bachelor’s degree required, preferably in physical, chemistry or engineering discipline, analytical instrument, or geoscience with MS or Ph.
D. with emphasis on analytical chemistry or life-science instrumentation and / or MBA or equivalent executive business education preferred.
Significant experience with KOL and KAM management, operating comfortably in both industry and academic circles
Must have 5-10+ years of hands-on MS experience
Demonstrated confidence in written, interpersonal, inter-cultural and oral communication is essential
Ability to understand technology and articulate strong customer value / benefit proposition.
Strong computer skills in office applications (e.g., MS Word, MS Excel) and presentation tools (e.g., MS PowerPoint), are critical.
Independent, assertive, self-starter with the ability to work with a diverse and global team.
Demonstrate Thermo Fisher Scientific values Integrity, Intensity, Innovation and Involvement
Experience working in a multinational company with demonstrated ability to lead effectively and drive results in a matrixed management operating environment
Highly developed commercial and business acumen; an ability to recognize growth opportunities and capitalize on them
30% 50% travel required