Enterprise Market Development Manager

ThermoFisher Scientific; Cambridge (MA); On-site; USD 95,000 - 142,000; Full time

Benefits offered by this job

Total Rewards package

Employee stock purchase plan (ESPP)

PTO and holidays

Job summary

Thermo Fisher Scientific is seeking an Enterprise Market Development Manager to expand our enterprise reach across health systems, IDNs, and strategic partners. This senior role develops clinical, economic, and business value propositions and builds scalable growth pipelines by collaborating with Market Growth Specialists, Key Account Management, and other Thermo Fisher teams.

A high degree of travel (>50%) across North America is required.

Qualifications

• Bachelor's degree in Business, Marketing, Healthcare, Life Sciences, or related field.
• 5+ years of successful experience in healthcare, diagnostics, laboratory services, medical device, pharmaceutical sales, business development, strategic accounts, market development, or related commercial role.
• Demonstrated experience developing complex commercial opportunities, business cases, strategic growth plans, and relationships with senior or executive stakeholders.
• Strong understanding of healthcare delivery systems, including health systems, IDNs, laboratories, integrated networks, and relevant healthcare economics.
• Ability to work independently and lead cross-functional teams through influence in a matrixed environment.
• Strong communication, presentation, negotiation, planning, and relationship-development skills.
• Ability to travel more than 50% within North America, including overnight travel.

Responsibilities

• Identify opportunities across health systems, IDNs, integrated networks, and other priority segments.
• Build relationships with senior stakeholders and leadership teams.
• Develop compelling business cases and value propositions aligned to customer priorities.
• Lead enterprise partnerships and strategic discussions toward activation.
• Collaborate across Market Development, Sales, Marketing, and other Thermo Fisher teams to convert opportunities into initiatives.
• Translate opportunities into provider-level activation and growth initiatives.
• Maintain a clear enterprise market-development pipeline with defined stages and next actions.

Skills

Cross-functional leadership

Communication skills

Negotiation skills

Planning skills

Relationship development skills

Travel readiness

Education

Bachelor's degree in Business, Marketing, Healthcare, Life Sciences, or related field

Tools

CRM

Market intelligence platforms

Commercial analytics platforms

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Discover Impactful Work

The Enterprise Market Development Manager expands Precision Diagnostics' enterprise reach by identifying, developing, and advancing strategic growth opportunities across health systems, IDNs, integrated healthcare networks, professional and patient-impact organizations, strategic partners, and other priority healthcare segments.

This senior individual contributor builds relationships with executive, clinical, laboratory, financial, and strategic decision-makers; develops clinical, economic, and business value propositions; and creates enterprise partnerships and a scalable growth pipeline. Working across Market Development, Key Account Management, Sales, Marketing, Medical/Clinical, Education, and other Thermo Fisher businesses, the role converts enterprise opportunities into actionable commercial initiatives. This is a highly customer-facing role requiring more than 50% travel across North America.

A Day in the Life

• Identify, qualify, and advance enterprise opportunities across health systems, IDNs, integrated networks, FQHCs, primary care networks, professional organizations, strategic partners, and other priority segments.

• Build relationships with senior stakeholders, including health-system executives, laboratory leaders, finance and procurement leaders, clinical leaders, and professional organization leadership.

• Develop compelling clinical, economic, operational, and commercial value propositions and business cases aligned to customer priorities, patient impact, and growth potential.

• Identify enterprise whitespace, emerging markets, new stakeholders, and partnership opportunities; develop opportunity strategies including stakeholder mapping, value proposition development, and pathways to commercial activation.

• Lead strategic discussions with enterprise partners to establish alignment, define partnership opportunities, and advance initiatives toward activation.

• Develop strategic partnerships with professional and patient-impact organizations, external partners, and other Thermo Fisher businesses to support awareness, access, adoption, and growth.

• Partner with Key Account Managers and account owners, and coordinate cross-functional resources, while preserving established account ownership and commercial responsibilities.

• Collaborate with Market Growth Specialists to translate enterprise access and partnerships into provider-level activation, adoption, and utilization.

• Build and manage an enterprise market-development pipeline with clear stages, priorities, next actions, and commercial potential; provide market intelligence to inform future growth priorities.

• Maintain strategic involvement as established opportunities transition to teams responsible for implementation, provider activation, utilization growth, and ongoing account management.

Scope of Role

The role owns the development and progression of assigned enterprise market-development opportunities: Identify Opportunity -> Gain Executive Access -> Develop Business Case -> Establish Strategic Alignment -> Develop Partnership -> Advance Pipeline -> Activate Commercial Resources. It does not replace Key Account Management ownership of established accounts, Market Growth Specialist ownership of provider adoption and utilization, Enterprise Commercial Program Management ownership of implementation and go-live execution, or Market Development leadership ownership of functional strategy, people, and resources.

Keys to Success

Enterprise & Strategic Mindset - translates complex healthcare needs into scalable growth opportunities.

Executive Influence & Commercial Acumen - builds credibility with senior leaders and connects clinical opportunity, healthcare economics, and business value.

Market & Partnership Development - identifies whitespace, new stakeholders, and partnerships that expand commercial reach.

Cross-Functional Leadership - leads through influence and coordinates resources effectively within a complex matrix.

Independent Judgment & Results Orientation - advances enterprise strategies with autonomy while remaining aligned to broader commercial priorities and growth objectives.

Measures of Success

• Enterprise partnerships and enterprise opportunity pipeline growth.

• New health systems, IDNs, integrated networks, and priority segments engaged.

• Executive relationships and strategic business cases developed and advanced.

• Expansion of commercial reach and new opportunities transitioned to activation.

• Achievement of assigned strategic growth objectives and scalable commercial growth.

Education & Experience

Required

• Bachelor's degree in Business, Marketing, Healthcare, Life Sciences, or a related field.

• 5+ years of successful experience in healthcare, diagnostics, laboratory services, medical device, pharmaceutical sales, business development, strategic accounts, market development, or a related commercial role.

• Demonstrated experience developing complex commercial opportunities, business cases, strategic growth plans, and relationships with senior or executive stakeholders.

• Strong understanding of healthcare delivery systems, including health systems, IDNs, laboratories, integrated networks, and relevant healthcare economics.

• Ability to work independently and lead cross-functional teams through influence in a matrixed environment.

• Strong communication, presentation, negotiation, planning, and relationship-development skills.

• Ability to travel more than 50% within North America, including overnight travel.

Preferred

• Experience in diagnostics or laboratory medicine and with health systems, IDNs, reference laboratories, professional organizations, FQHCs, or other complex healthcare networks.

• Experience developing new markets, strategic partnerships, or enterprise commercial opportunities.

• Experience using CRM, market intelligence, and commercial analytics platforms to manage complex opportunity pipelines.

Compensation and Benefits

The salary range estimated for this position based in Florida is $94,600.00–$142,000.00.

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

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.