JOB DESCRIPTION
Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Various outside weather conditions
Job Description
Job Purpose
Drive the growth of Thermo Fisher Scientific’s Cell & Gene Therapy (CGT) business by enabling and leading integrated workflow selling across businesses.
The role will identify strategic CGT opportunities, understand customers’ scientific, process-development and manufacturing workflows, and bring together capabilities from across Thermo Fisher Scientific to create differentiated, end-to-end solutions.
A critical aspect of this role is the ability to influence without direct authority . The incumbent will work across multiple businesses, commercial teams, product specialists, application scientists, marketing, service and other functions to create alignment around customer opportunities and mobilize the right capabilities to win.
The role will act as a CGT workflow orchestrator , moving customer engagement beyond individual products toward integrated solutions spanning research, process development, clinical translation and commercial manufacturing.
Key Responsibilities
CGT Workflow Selling & Business Growth
- Develop and execute the commercial strategy for growing Thermo Fisher Scientific’s Cell & Gene Therapy business across assigned markets and strategic customers.
- Identify and develop high-value opportunities where multiple Thermo Fisher businesses can participate in the customer workflow.
- Build a strong pipeline of integrated CGT workflow opportunities rather than relying primarily on individual product opportunities.
- Understand customer programs from early research and process development through clinical translation, scale-up and commercial manufacturing to identify opportunities across the workflow.
- Connect relevant capabilities across cell biology, cell culture, cell processing, gene editing, viral vector and plasmid workflows, bioprocessing, analytical technologies, instruments, consumables, reagents and services .
- Translate customer scientific and manufacturing challenges into integrated Thermo Fisher value propositions.
- Drive penetration and share of wallet within strategic CGT customers through broader workflow adoption.
- Maintain strong commercial discipline around pipeline development, opportunity progression, forecasting and execution.
One Thermo Fisher – Cross-Business Leadership
- Serve as the commercial integrator for CGT opportunities across Thermo Fisher Scientific businesses .
- Bring together Business Units, commercial teams, Technical Sales Specialists, Application Scientists, Product Management, Marketing, Service and other relevant stakeholders around priority CGT opportunities.
- Establish a clear opportunity strategy and define how different businesses can collectively address the customer’s workflow.
- Create alignment across businesses on customer priorities, value propositions, engagement strategy and execution.
- Ensure individual product discussions are connected wherever appropriate into a broader CGT workflow and customer strategy.
- Identify gaps or overlaps between businesses and facilitate decisions that enable a coordinated One Thermo Fisher approach.
- Act as the internal voice of the CGT customer, ensuring customer workflow requirements and emerging needs are understood across relevant businesses.
Influence Without Authority
Success in this role will depend heavily on the ability to lead through influence rather than organizational authority .
The incumbent will:
- Build credibility and trusted relationships with commercial and business leaders across Thermo Fisher Scientific.
- Influence Business Units and sales teams to collaborate on opportunities that span organizational boundaries.
- Create alignment among stakeholders who may have different priorities, objectives and reporting structures.
- Mobilize resources across businesses without necessarily having direct control over those resources.
- Establish shared objectives and mutual accountability around strategic CGT opportunities.
- Navigate a complex matrix organization and resolve competing priorities through collaboration, data, customer insight and business rationale.
- Build internal advocacy for CGT opportunities and secure commitment from relevant stakeholders.
- Facilitate decisions and maintain momentum across complex opportunities involving multiple internal and customer stakeholders.
- Demonstrate strong executive presence, stakeholder management, negotiation and influencing skills.
Strategic Customer Leadership
- Develop strong relationships with biotechnology, biopharmaceutical, CDMO, academic, translational research and other organizations participating in the Cell & Gene Therapy ecosystem.
- Engage senior scientists, R&D leaders, process-development teams, manufacturing leaders, procurement teams and business executives.
- Develop a deep understanding of customers’ therapeutic pipelines, technology platforms, manufacturing strategies, capacity expansion plans and long-term priorities.
- Build multi-year strategic account and workflow plans for priority CGT customers.
- Identify opportunities for broader strategic partnerships extending beyond individual product transactions.
- Lead complex, high-value opportunities involving multiple Thermo Fisher businesses and multiple customer stakeholders.
- Conduct strategic business reviews and workflow discussions with key customers.
Scientific & Workflow Leadership
- Develop strong understanding of evolving Cell & Gene Therapy technologies, modalities, manufacturing platforms and customer workflow challenges.
- Maintain working knowledge across cell therapy, gene therapy, gene editing, viral vectors, plasmids, regenerative medicine and other relevant advanced-therapy areas.
- Engage customers in scientifically credible, workflow-oriented discussions.
- Enable commercial teams to move from product selling to consultative, workflow-based and outcome-oriented selling .
- Translate scientific and technology developments into actionable commercial opportunities.
- Partner with Business Units, application teams, R&D and Product Management to communicate unmet customer needs and emerging workflow requirements.
- Support scientific forums, workshops, seminars, roundtables and customer innovation discussions that strengthen Thermo Fisher Scientific’s position within the CGT ecosystem.
Commercial Enablement & Opportunity Leadership
- Work alongside divisional and regional commercial teams to identify, qualify and progress strategic CGT opportunities.
- Coach and enable sales teams on CGT workflows, customer discovery, consultative selling and cross-business opportunity development.
- Support teams in mapping customer workflows, stakeholders, decision-making processes and competitive positions.
- Develop compelling integrated value propositions for complex customer opportunities.
- Facilitate opportunity strategy sessions involving relevant businesses and specialists.
- Establish mechanisms to track major cross-business CGT opportunities and ensure clear actions, ownership and follow-through.
- Review pipeline quality, customer engagement and competitive activity and drive corrective actions where required.
Market Development & Strategic Insights
- Continuously assess the CGT market, including scientific developments, therapeutic pipelines, manufacturing investments, technology shifts, funding trends and evolving customer needs.
- Identify emerging workflow opportunities and areas where Thermo Fisher Scientific can create differentiated value through its combined portfolio.
- Translate market and customer intelligence into recommendations for commercial strategy, portfolio development, marketing and customer engagement.
- Provide structured feedback to business and regional leadership regarding customer requirements, competitive threats and emerging opportunities.
- Identify opportunities for strategic collaborations and ecosystem partnerships where appropriate.
Education & Qualifications
- Bachelor’s or Master’s degree in Biotechnology, Life Sciences, Biochemistry, Molecular Biology, Biomedical Engineering, Pharmacy, Cell Biology, Immunology or a related scientific discipline.
- Advanced scientific qualification such as a PhD is advantageous.
- MBA or equivalent business/commercial qualification is desirable but not mandatory.
Experience
- Typically 15+ years of progressive experience in Life Sciences, Biotechnology, Biopharma, Cell & Gene Therapy, Bioprocessing or related industries.
- Strong understanding of the Cell & Gene Therapy ecosystem and associated research, process-development, manufacturing and analytical workflows .
- Significant experience in commercial leadership, business development, strategic account management, technical sales or market development.
- Demonstrated experience selling or developing complex workflow solutions involving multiple technologies, product categories or business units .
- Proven experience managing complex, high-value, multi-stakeholder commercial opportunities.
- Demonstrated ability to engage senior scientific, technical, manufacturing, commercial, procurement and executive stakeholders.
- Experience operating successfully within a complex matrix organization where outcomes depend on influence rather than direct authority .
- Proven record of building alignment and driving execution across multiple businesses and functions.
Key Competencies
Influence Without Authority
Exceptional ability to create alignment, gain commitment and drive execution across teams and businesses that do not directly report to the role.
Workflow & Solution Selling
Ability to understand complex customer workflows and connect multiple Thermo Fisher capabilities into differentiated customer solutions.
CGT Scientific & Commercial Acumen
Strong understanding of Cell & Gene Therapy technologies, customer workflows, business drivers and market dynamics.
Cross-Business Collaboration
Ability to operate effectively across organizational boundaries and create a One Thermo Fisher approach to strategic opportunities.
Strategic Customer Leadership
Ability to understand customer strategy beyond individual product requirements and build long-term, multi-level relationships.
Executive Communication & Stakeholder Management
Strong communication, presentation, negotiation and influencing capabilities with both internal and external senior stakeholders.
Commercial Execution
Strong opportunity management, account planning, forecasting, prioritization and execution discipline.
Learning Agility
Ability to rapidly understand emerging CGT technologies and translate scientific developments into commercial opportunities.
Key Measures of Success
Success in this role will be measured through:
- Sustainable growth of the Cell & Gene Therapy business.
- Growth and quality of the cross-business CGT workflow opportunity pipeline .
- Revenue generated through integrated / multi-business CGT opportunities.
- Increased penetration and share of wallet within strategic CGT customers.
- Number and quality of customers adopting broader Thermo Fisher workflow solutions.
- Effectiveness of cross-business collaboration and One Thermo Fisher execution.
- Ability to mobilize internal stakeholders and resources through influence without direct authority .
- Development of strategic customer relationships and executive-level engagement.
- Forecast accuracy and disciplined progression of strategic opportunities.
- Ability to translate emerging CGT customer needs and market trends into actionable growth opportunities.