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About the Role

The Sales Development Specialist accelerates growth for the BioProduction Group by identifying and developing early-stage biologics opportunities. This role manages the initial stages of the sales funnel, from account validation to converting opportunities into commercial wins. It also ensures continuity of projects when customers transfer molecules between facilities or partners, maintaining visibility and identifying further opportunities.

Responsibilities

Build and prioritize the target-account and molecule pipeline.
Validate and segment assigned accounts using agreed SEEDING Program criteria.
Develop complete customer profiles, including organization and decision-maker maps, funding and capacity insights, molecule intelligence, development timelines, manufacturing strategy, workflow needs, and competitive position.
Create differentiated account and molecule strategies for priority opportunities.
Create demand through insight-led customer engagement.
Proactively engage target customers through various engagement channels including in-person interactions.
Respond quickly to inbound interest and qualified leads.
Use consultative discovery to understand scientific objectives, process challenges, decision criteria, budgets, timelines, funding readiness, and stakeholder dynamics.
Build credibility with scientific, technical, procurement, operations, and executive stakeholders.
Identify and develop Bioprocess Design Center (BDC) projects.
Identify customers that would benefit from early process, workflow, facility, scale-up, or manufacturing-design support.
Qualify the BDC opportunity by clarifying project purpose, development phase, capacity requirements, facility strategy, investment timing, funding status, decision process, and partner ecosystem.
Mobilize BDC, end-to-end pre-sales, applications, technical, service, and business-unit experts to shape an integrated concept and compelling customer value case.
Use BDC engagements to enable early specification, cross-workflow pull-through, and future opportunities across divisions and business units.
Advance opportunities from evaluation to technical win.
Coordinate technical discussions, demonstrations, sample shipments, and evaluation plans.
Drive timely sample testing, remove barriers to evaluation, document outcomes, and maintain momentum.
Translate evaluation results into a clear customer value case, agreed technical position, and defined commercial next steps.
Protect molecule continuity across CDMOs, joint ventures, partners, and APJ geographies.
Map the customer's make-buy-partner strategy and anticipate where research, process development, clinical manufacturing, scale-up, or commercial production may move.
Maintain a molecule continuity plan that captures key details and risks.
Coordinate cross-country and cross-account handovers with relevant teams.
Protect existing specifications during technology transfer and identify additional opportunities.
Escalate ownership gaps, conflicting account strategies, or high-value transfer risks.
Convert technical wins into sustainable commercial outcomes.
Develop and execute opportunity plans that move qualified demand toward process lock-in, initial orders, repeat purchases, scale-up, and broader workflow adoption.
Partner with country sales teams and business units on pricing, proposals, contracting, competitive conversion, and multi-portfolio solution strategies.
Transition formal commercial ownership when agreed maturity criteria are met.
Lead disciplined funnel, forecast, and performance management.
Maintain accurate, timely records of customer interactions, molecule intelligence, BDC projects, technical evaluations, manufacturing transfers, and opportunities in SFDC, Molecule 360, and other designated systems.
Link customer needs and activity to defined opportunities, next steps, owners, milestones, risks, and expected outcomes.
Review conversion and molecule-retention performance, identify bottlenecks, and continuously improve engagement and follow-up.
Collaborate across the organization and strengthen market intelligence.
Work closely with BAMs, country sales, CDMO account owners, BDC, end-to-end pre-sales, technical specialists, marketing, applications, service, product management, and regional leadership.
Provide actionable insights on market development, customer funding and capacity, CDMO and JV activity, competitor positioning, pricing dynamics, cross-border collaborations, and emerging molecule opportunities.
Support targeted workshops, executive engagements, roadshows, and other go-to-market initiatives.

Requirements

Bachelor's or Master's degree in biotechnology, biochemistry, life sciences, chemical engineering, bioprocess engineering, or a related discipline; equivalent relevant experience will also be considered.
Typically 5+ years of commercial, business-development, technical-sales, applications, or customer-facing experience in bioprocessing, biopharmaceuticals, or the life-science industry.
Working knowledge of biologics development and manufacturing workflows.
Demonstrated ability to prospect, qualify opportunities, conduct consultative discovery, and progress complex technical sales cycles.
Experience with process or facility design, technology transfer, CDMO partnerships, joint ventures, scale-up, capital expansion, or multi-country programs is strongly advantageous.
Ability to connect technical workflow requirements with commercial value and coordinate multiple stakeholders across countries, accounts, and business units.
Experience using CRM and commercial data systems to manage activities, opportunities, forecasts, projects, and customer and molecule intelligence.
Strong written and verbal communication skills in English and the relevant local language; able to communicate effectively with scientific, technical, operational, commercial, and executive audiences.

Skills

Monoclonal antibodies
Recombinant proteins
ADCs
Cell and gene therapy
CRM
Commercial data systems

Location

Office

Work Type

Standard (Mon-Fri)

Experience Level

5+ years of commercial, business-development, technical-sales, applications, or customer-facing experience

Education Level

Bachelor's or Master's degree in biotechnology, biochemistry, life sciences, chemical engineering, bioprocess engineering, or a related discipline

About the Company

When you join Thermo Fisher Scientific, your work will have real impact.
You will collaborate with talented colleagues and use the scale, capabilities, and reach of a global leader to help customers make the world healthier, cleaner and safer.