Work Schedule Standard (Mon-Fri) Environmental Conditions Office We are seeking a high-impact Sr. Business Development Executive to join our Biotech Solutions West Sales team covering the San Fran, CA Market. This role is designed for a proven hunter with deep Biotech and CDMO services experience who excels at identifying whitespace, opening new accounts, and converting early-stage scientific engagement into partnerships. The successful candidate will drive new logo acquisition and expansion by positioning Thermo Fisher’s integrated capabilities across small and large molecule drug substance manufacturing, sterile drug product fill and finish, and advanced therapies, oral solid dose manufacturing. This is a quota-carrying role for a strategic seller who thrives in competitive environments, moves with urgency, and consistently wins complex, multi-division opportunities.

Key Responsibilities

• Own new business acquisition within assigned territory, with a primary focus on hunting, prospecting, and converting Biotech opportunities.
• Develop and execute targeted account entry strategies to penetrate early and mid-stage Biotech companies.
• Identify customer pain points and proactively create demand for integrated CDMO solutions across drug substance and drug product
• Drive the full sales cycle from initial outreach through deal negotiation and contract execution.
• Lead complex, multi-site and multi-service deal structuring, pricing discussions, and negotiations.
• Build strong executive-level relationships with scientific, technical, and business decision makers.
• Partner cross-functionally with subject matter experts, operations, finance, legal, and program teams to deliver competitive, differentiated proposals.
• Maintain a robust and actionable pipeline with disciplined forecasting and CRM hygiene.
• Stay ahead of market dynamics, competitor activity, and emerging Biotech trends to inform pursuit strategy.
• Represent Thermo Fisher in senior-level customer meetings, industry events, and site visits across the global network.

Key Requirements

• Minimum of 5 years of quota-carrying field sales or business development experience focused on CDMO services, including drug substance or drug product,
• Demonstrated success as a hunter with consistent new logo wins and sustained pipeline generation.
• Proven ability to manage long sales cycles, complex buying committees, and multi-year contracts.
• Strong commercial acumen with experience shaping solutions and influencing deal outcomes.
• Confident communicator with executive presence and strong negotiation skills.
• Highly competitive, self-directed, and results-driven mindset.
• Comfortable operating with urgency, ambiguity, and limited structure.
• Willingness to travel up to 50 percent to meet customers and showcase Thermo Fisher sites.

Education

• Bachelor’s degree in a Life Sciences field required.
• MBA or postgraduate scientific degree preferred.

Compensation

And Benefits The salary range estimated for this position based in California is $116,300.00–$174,000.00. This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs
• Employee assistance and family support programs, including commuter benefits and tuition reimbursement
• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards