Business Development Executive West (Diagnostics)

Thermo Fisher Scientific; United States; Remote; USD 86,000 - 140,000; Full time

Benefits offered by this job

National medical & dental plans

Vision plan & health incentives

PTO & holidays & parental leave

Job summary

Thermo Fisher Scientific is seeking a remote-based Business Development Executive to drive growth in Health System, Hospital, and National Accounts markets across the West territory (CO, WA, OR, MT, WY, SD, ND, IA, UT). You will articulate the clinical and economic value of expanded IDD testing to senior executives and orchestrate internal resources for rapid adoption and revenue realization.

This field sales role offers a strong compensation package with a salary range, comprehensive benefits,

Qualifications

• Bachelor’s degree in Business, Marketing, Healthcare, or a related field.
• 8+ years of sales or business development experience in healthcare, diagnostics, laboratory services, or pharmaceuticals.
• Proven success exceeding sales targets in complex selling environments.

Responsibilities

• Lead adoption of IDD test in hospitals and large health systems from onboarding to revenue realization.
• Identify, qualify, and pursue new business opportunities across allergy, autoimmune, and adjacent diagnostic markets.
• Develop and execute strategic and tactical plans to increase testing volume and expand menu utilization.
• Persuasively communicate clinical utility and economic value of IDD testing to C-suite executives and decision makers.
• Coordinate with cross-functional teams to align resources and drive growth.

Skills

Healthcare sales

Strategic selling

Executive communication

Travel flexibility

Education

Bachelor's degree in Business/Marketing/Healthcare

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

About Us

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.

This is a remote-based, field sales role covering the West territory: CO, WA, OR, MT, WY, SD, ND, IA, and UT.

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.

Compensation and Benefits

The salary range estimated for this position based in Colorado is $86,300.00–$140,000.00.

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