Business Development Executive Southeast

ThermoFisher Scientific; Tampa (FL); On-site; USD 110,000 - 140,000; Full time

Job summary

Thermo Fisher Scientific’s Immunodiagnostics Division (IDD) seeks a Business Development Executive to drive growth across Health System, Hospital, Regional Reference Lab, and National Account segments by advancing the adoption, implementation, and utilization of IDD diagnostic testing solutions.

The BDE will articulate clinical and economic value to senior stakeholders and lead cross-functional teams to expand testing menus, increase pull-through, and accelerate revenue in Florida and adjacent

Qualifications

• Bachelor’s degree in Business, Marketing, Healthcare, or related field.
• 8+ years of sales or business development in healthcare, diagnostics, laboratory services, or pharmaceuticals.
• Proven success exceeding sales targets in complex selling environments.
• Experience developing strategies that drive growth in healthcare systems or diagnostic markets.

Responsibilities

• Lead the advancement of IDD test adoption within hospitals and large healthcare organizations from implementation through revenue generation.
• Identify, qualify, and pursue new business opportunities across allergy, autoimmune, and adjacent diagnostic markets, including urgent care and retail health centers.
• Develop and execute strategic and tactical plans to increase testing volume, optimize menu utilization, and support health system expansion initiatives.
• Evaluate customer needs, provide actionable business insights, and cultivate long-term customer advocacy.

Skills

Healthcare sales

Strategic selling

C-suite influence

Communication

Relationship building

Negotiation

Travel 50-75%

Education

Bachelor’s degree in Business

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Thermo Fisher Scientific’s Immunodiagnostics Division (IDD) is dedicated to improving the management of allergy, asthma, and autoimmune diseases through advanced diagnostic technologies and deep clinical expertise. With a broad global footprint and unmatched commercial scale, our teams help healthcare partners solve some of the world’s toughest challenges while improving patient outcomes.

Position Summary

The Business Development Executive (BDE) is responsible for driving growth within Health System, Hospital, Regional Reference Lab, and National Account segments by advancing the adoption, implementation, and consistent utilization of IDD diagnostic testing solution. This role owns the transition from customer onboarding through revenue realization and develops strategies that optimize lab utilization, expand testing menus, and increase pull-through in high-opportunity markets.

The BDE will persuasively articulate the clinical and economic value of expanded testing to senior executive stakeholders and serve as the primary orchestrator of internal commercial resources to accelerate growth, driving adoption of full diagnostic menus and evidence-based allergy and autoimmune panels.

Territory Coverage:

This role supports Florida, Kentucky, Tennessee, Alabama, and Georgia and requires travel throughout the assigned territory.

Key Responsibilities

Strategic Account Growth & Market Development

• Lead the advancement of IDD test adoption within hospitals and large healthcare organizations from implementation through revenue generation.

• Identify, qualify, and pursue new business opportunities across allergy, autoimmune, and adjacent diagnostic markets, including urgent care and retail health centers.

• Develop and execute strategic and tactical plans to increase testing volume, optimize menu utilization, and support health system expansion initiatives.

• Evaluate customer needs, provide actionable business insights, and cultivate long-term customer advocacy that drives sustained growth.

Executive-Level Engagement & Value Communication

• Persuasively communicate the clinical utility and economic value proposition of IDD testing to C-suite executives, business leaders, and clinical decision makers.

• Demonstrate a strong understanding of healthcare delivery systems, reimbursement dynamics, laboratory operations, and payer/provider economics.

• Develop and present compelling business cases to support expanded testing adoption within IDNs, GPOs, ACOs, and regional health systems.

Cross-Functional Leadership & Resource Alignment

• Serve as the key liaison between customers and the internal commercial organization, ensuring appropriate resource deployment and seamless execution.

• Partner closely with Strategic Account Managers (SAMs), Strategic Account Executives (SAEs), Regional Managers, Clinical Sales Specialists (CSS), and Demand Generation leadership (DM) to activate coordinated growth initiatives.

• Collaborate with marketing, sales operations, and product teams to support aligned messaging and targeted campaigns.

• Participate in ongoing training, field intelligence sharing, and performance reviews related to account strategy.

Sales Execution & Performance Management

• Meet or exceed assigned sales and growth targets through disciplined pipeline management and strategic selling practices.

• Independently develop and execute strategies while effectively leading cross-functional teams without formal authority.

• Maintain accurate account planning, forecasting, and reporting aligned to commercial objectives.

• Promote strong customer relationships through proactive communication, problem-solving, and customer-first engagement.

Education & Experience Requirements

Education

• Bachelor’s degree in Business, Marketing, Healthcare, or a related field.

Experience

• 8+years of successful sales or business development experience in healthcare, diagnostics, laboratory services, or pharmaceuticals.

• Proven success exceeding sales targets while navigating complex selling environments.

• Demonstrated experience developing strategies that drive measurable growth in healthcare systems or diagnostic markets.

Knowledge, Skills & Abilities

• Deep understanding of healthcare delivery systems, reimbursement models, provider/payer economics, laboratory and hospital/IDN dynamics.

• Strong communication, negotiation, and presentation skills, able to influence at all organizational levels, including C-suite, both virtually and in-person.

• Creative, solutions-oriented approach with the ability to operate independently while collaborating effectively across a matrix organization.

• Strong organizational skills, project management capabilities, and attention to detail.

• Demonstrated ability to lead without authority and coordinate resources to achieve shared targets.

• Customer-focused mindset with outstanding listening skills and a passion for delivering value.

• Resilient, flexible, and capable of navigating evolving business needs.

• Travel required 50-75% within territory.

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.