Thermo Fisher Scientific Sr. Dir. Licensing & Commercial Supply, GSD/CSD in Carlsbad, California
When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, like helping customers in finding cures for cancer, protecting the environment or making sure our food is safe. Your work will have real-world impact, and you’ll be supported in achieving your career goals.
Location: Carlsbad, CA (preferred), or South San Francisco, CA (preferred), or Remote
How will you make an impact?
The Sr. Director Licensing and Commercial Supply, Genetic Sciences & Clinical Next Generation Sequencing Division (GSD/CSD), reports to the Vice President, Licensing, Commercial Supply and Business Development and has 8-10 direct reports. Develops, executes and oversees the commercial supply and out-licensing global strategy of clinical and diagnostic products and intellectual property assets, primarily from our Genetic Sciences and Clinical Next Generation Sequencing Divisions. The Licensing and Commercial Supply team works across the LSG Divisions, developing innovative solutions for customers who license our technologies and/or adopt our products across their offerings.
What will you do?
Leads strategy development for commercial supply and licensing to molecular diagnostic companies & companies integrating genetic analysis technologies for commercial use.
Defines the customer requirements and business case for the investment into the development & adaptation of the GSD and CSD offerings in MicroArray, Real Time PCR, Capillary Electrophoresis, Next Generation Sequencing, Reproductive Health, Agribusiness and Human Identification/Forensics business units for OEM, Commercial Supply and Out-licensing
Identifies resource requirements and projected returns.
Develops positioning and pricing strategies.
Develop the 5 year strategic plans including financials for growth through a business to business channel, providing direction on how and where to expand market penetration
Provide for unmet customer needs to drive decisions into complex product and portfolio roadmaps
Develop strategies specific to countries with varying regulatory requirements and varying population needs
Directly manages a team skilled in Intellectual Property (IP) management, licensing, contract development, strategic product management, applications development, and management of custom projects across functions.
Develops go-to-market strategies and tactics
Develops valuation and pricing models for licensing and product pricing and applies and adapts them to specific opportunities involving multi-year contracts.
Collaborates closely with Licensing and Commercial Supply counterparts in other divisions in the Lifesciences Solutions Group (LSG) and in other groups to unify offerings for customers
Global scope: this position will assume strategic leadership of GSD and CSD out-licensing and commercial supply opportunities globally, and will travel extensively across regions to provide leadership and support and to conduct periodic reviews of LCS-Region team performance with the senior leaders of each region. Is frequently in the field, visiting customers and providing direction to LCS field teams and to region-based colleagues.
Knowledge, Skills, Abilities
Drive for results: Ability to manage through the deal process, build a funnel, collaborate with key stakeholders and functions and execute again the deals. Ability to drive results in the LCS sales team that does not directly report into role. Ability to meet quarterly and annual financial commitments, with ability to forecast monthly, quarterly, annually and within our 5-yr strategic plans.
Builds organizational relationships: Ability to build trust, establish open communication and manage through conflict to develop alignment in investment areas, resources, priorities and a drive for results. This needs to happen at all levels of the organization: regional, divisional, functional, leadership and within direct reports.
Builds customer allegiance: works to understand customer needs, develops strategies and plans to improve on customer satisfaction and revenue and can modulate communication and working style to accommodate diverse cultures to support a global channel – including being an integral part of the selling process for key accounts, deals and strategic partnerships. Engage with functions such as procurement, quality and regulatory as well as executive level VPs and CEOs.
Global molecular diagnostics market knowledge: Understanding of the market players, drivers and regional differences to effectively engage customers, develop strategic plans and prioritize efforts and resources to drive results.
Negotiations skills (both external and internal): Ability to prepare, initiate and conclude negotiations to maximize value for both parties - and this can also be managing a negotiations team through the process. It is just as critical to build trust and develop relationships, as well as influencing and shaping behaviors, to get to a mutually satisfying agreement or decision.
Ability to understand technology platforms applicable to and assess industry trends, competitor positioning, and opportunities and develop strategies.
Experience executing deals of high complexity requiring investments by customers of hundreds of thousands to millions of dollars.
Ability to provide direction to a marketing function for a consultative, customized business model.
How will you get here?
Minimum 10 to 12 years of experience in roles applying the above skills.
Bachelor degree in life science, advance degree preferred
Expected to travel approximately 30-35%.
At Thermo Fisher Scientific, each one of our 65,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.
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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.