Position Summary:

Thermo Fisher’s RNAi Discovery and Therapeutic Services (RDTS) laboratory offers RNAi-based screening solutions to accelerate drug discovery and therapeutic development by combining advanced Dharmacon and Open Biosystems, RNAi reagents, assay technology and lab automation.  The RDTS laboratory provides services including, but not limited to, miRNA and siRNA screens using simple endpoints as well as complex high-content assays, conditional screens, miRNA profiling and siRNA/miRNA Therapeutic Development Partnerships (TDPs). 

The RDTS Sales Specialist will take ultimate responsibility for identifying companies and institutions requiring the RDTS screening services and RNAi TDPs world wide; work with the customers and the company to develop, negotiate and close business opportunities; and manage technology/product out licensing, globally, as requested and appropriate.  The scope of the service portfolio is subject to change at any time, as the company adds complementary technologies.

This is a very senior sales position. It requires a strong technical understanding of molecular biology as well as an understanding of the RNAi screening and drug discovery workflow. The optimal candidate should have a proven track record of world-wide sales to the bio/pharma market and a clear understanding of selling large, complex services and/or deals. This position requires program ownership with the ability to take charge of developing and managing the business from identification of potential customers to sales closure. The ideal candidate must have sound business skills to craft and negotiate deals and provide the company with critical information to evaluate the market and optimal deal structures.

Minimum Requirements/Qualifications:

·        Take primary responsibility for the sales of the defined RDTS portfolio and achieve or exceed sales quota and objectives, while maintaining profitability and ensuring customer satisfaction.

·        Develop a strong product knowledge of applications, features, benefits, IP and competitive offerings.

·        Build a target list of large pharma, biotech and academic customers that have the potential need for services and systematically determine, through research and contact, which are worthy of a targeted sales effort.

·        Sell by making appointments with those targeted pharma/biotech and academic accounts and actively work with Life Sciences Research (LSR) and other Thermo Fisher Sales teams, Field Application Sales (FAS) teams and technical support personnel to develop leads and work opportunities world wide.

·        Attend all required sales meetings and training sessions, implementing new skills gained.

·        Attend all required trade shows and conferences.

·        Bachelor’s degree in Biochemistry, Molecular Biology or the equivalent

·        Minimum of 2 years of molecular biology or cell biology lab experience preferred

·        General computer proficiency.  Experience with Microsoft Office and knowledge of  how to search for information on the internet required

·        Perform other assignments as requested by management.

Position Specific Criteria:

·        Minimum of 6 years direct experience selling advanced molecular biology technologies and/or services into drug discovery at pharmaceutical and biotech companies. 

·        Understanding of the drug discovery process from research through clinical phases and ability to communicate with and sell to customers in all phases and at senior levels.

·        Senior level experience in independently developing and delivering sales capabilities presentations.

·        Minimum 2 years demonstrated proficiency at penetrating pharmaceutical and biotech infrastructure with a resulting successful sales track record.

·        Minimum of 2 years demonstrated proficiency with independently identifying, managing, negotiating and executing complex large deals which include multi-year partnerships and contractual obligations.

·        Ability to build high-level relationships with key stakeholders (focus on pharmaceutical, biotech and academic cores).  Existing list of customer contacts and professional relationships in pharm/bio research and clinical departments is strongly preferred

·        Ability to explain and discuss basic level of the RNAi IP landscape as part of partnership presentations and negotiations.  Detailed IP discussions would be supported by legal counsel.

·        Minimum of 2 years demonstrated technical knowledge of a broad range of molecular biology techniques and ability to learn technology of the products being represented, ability to give lower-level technical presentations

·        Effectively utilize required time and territory management tools, write and execute a detailed territory plan (including detailed account specifics) and view the territory in perspective with other global sites. 

·        Supply accurate sales forecast information and maintain a robust sales pipeline. 

·        Execute independently. 

·        Ability to make a business case for resources required to support sales efforts.

·        Proven track record of working well with support resources (e.g. Marketing, Management, FAS, R&D, Finance, Legal and Production) to complete sales and service customers.  Work with the in-house team for post-sales customer support.

·        Ability to provide management with detailed and accurate market and opportunity assessments and forecasts

·        Understand competitive trends and recommends counter actions.

·        Primarily responsible for developing and executing customer contract proposals with support from Product Management and R&D staff.

·        Travel up to, and occasionally exceeding 50%, including occasional weekends