Sales Development Specialist

Thermo Fisher Scientific · Bengaluru

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POSITION SUMMARY
The Sales Development Specialist is responsible for driving strategic market development and creating sustainable commercial growth by identifying, developing, and accelerating high-value business opportunities within the Bioprocessing portfolio. This role serves as the front end of the commercial engine, partnering closely with Sales, Marketing, Product Management, Technical Sales Specialists, and Channel Partners to build a qualified opportunity pipeline and expand Thermo Fisher Scientific's presence in strategic market segments.
The incumbent is expected to leverage market intelligence, customer insights, and consultative engagement to influence customer buying journeys, develop new application opportunities, and establish Thermo Fisher as a trusted partner. Beyond opportunity generation, this role drives pipeline quality, commercial excellence, and strategic account development to support long-term business growth across assigned territories.
KEY RESPONSIBILITIES:
Strategic Market Development

• Develop and execute territory and market development plans aligned with business priorities and growth objectives.
• Identify emerging market opportunities, new customer segments, and whitespace accounts using market intelligence and data analytics.
• Build and nurture relationships with decision makers, technical influencers, and executive stakeholders across customer organizations.
• Create awareness and demand for Thermo Fisher Bioprocessing solutions through multi-channel customer engagement, digital campaigns, industry events, and strategic outreach.

Opportunity Development

• Lead the qualification, development, and progression of complex sales opportunities from initial engagement through technical evaluation and commercial handover.
• Apply a consultative selling approach to understand customer workflows, business priorities, investment plans, and strategic initiatives.
• Partner with Technical Sales Specialists to coordinate demonstrations, proof-of-concept activities, sample evaluations, and technical validation programs.
• Collaborate with Account Managers to convert qualified opportunities into revenue while ensuring a seamless customer experience.

Commercial Excellence

• Own opportunity pipeline health by maintaining accurate forecasting, opportunity qualification, and CRM hygiene within Salesforce and other commercial systems.
• Analyze funnel metrics and conversion performance to continuously improve opportunity generation effectiveness.
• Develop account penetration strategies and customer engagement plans that improve pipeline quality and win rates.
• Share competitive intelligence, customer insights, and market trends to influence commercial strategy and portfolio positioning.

Cross-functional Leadership

• Work closely with Marketing to execute targeted campaigns and maximize campaign conversion.
• Collaborate with Product Management to provide voice-of-customer insights that influence product strategy and future innovation.
• Support strategic commercial initiatives, market expansion programs, and key business development projects across the region.
• Act as a commercial champion for customer-centric selling, best practice sharing, and sales process excellence.

QUALIFICATIONS:

• Bachelor's or Master's degree in Biotechnology, Life Sciences, Chemical Engineering, or a related discipline.
• 7–10 years of commercial experience in the Bioprocessing, Biopharma, Life Sciences, or related industry.
• Demonstrated success in business development, strategic sales, market development, or technical sales.
• Strong understanding of bioprocessing workflows, customer applications, and commercial sales processes.
• Proven ability to identify, develop, and influence complex sales opportunities involving multiple stakeholders.
• Experience working across cross-functional teams including Sales, Marketing, Product Management, and Technical Support.
• Excellent communication, negotiation, presentation, and stakeholder management skills.
• Strong analytical capability with experience using CRM platforms, pipeline analytics, and data-driven decision making.
• Highly self-motivated with the ability to work independently while influencing without direct authority.
• Demonstrated commercial acumen, strategic thinking, and a continuous improvement mindset.

SUCCESS MEASURES

• Qualified opportunity pipeline generation
• Pipeline conversion and progression rates
• Strategic account penetration and new customer acquisition
• Forecast accuracy and CRM excellence
• Market development impact within priority segments
• Cross-functional collaboration and execution effectiveness
• Customer engagement and satisfaction
• Contribution to regional commercial growth initiatives

At Thermo Fisher Scientific, each one of our 100,000 extraordinary minds have a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.
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.
We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!

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