Sales Development Lead - Consumables

Job description

Work Schedule Standard (Mon-Fri) Environmental Conditions Office, Various outside weather conditions Job Description About ThermoFisher ThermoFisher Scientific Inc., founded in 1956, is a global leader in scientific discovery, clinical care, and advanced manufacturing. The company employs more than 125,000 professionals worldwide and reported revenue of $42.88 billion for 2024. ThermoFisher operates across four major segments: Life Sciences Solutions, Analytical Instruments, Specialty Diagnostics, and Laboratory Products and Biopharma Services. Its portfolio includes brands such as Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon, and PPD. Position Summary • The Business Development Manager – Consumables (qPCR & dPCR) will be responsible for driving national growth of the reagents and assays portfolio across research, applied, and industrial segments in India. This role is central to accelerating consumables revenue by maximizing pull-through from the installed base of qPCR and dPCR instruments, while also expanding into new customer segments and applications. • The individual will combine strong analytical rigor with commercial acumen, leveraging data on instrument utilization, customer behavior, and market trends to identify growth opportunities and execute targeted initiatives. The role requires close collaboration with regional sales teams, application specialists, marketing, and channel partners to build scalable demand-generation programs and improve consumables attachment rates. • This position demands a deep understanding of PCR workflows, customer ecosystems (research and industrial), and the ability to translate insights into actionable business strategies. The ideal candidate will operate as a strategic growth leader, influencing cross-functional stakeholders while delivering measurable impact on revenue, market share, and customer adoption across India. Key Responsibilities Business Development & Growth Strategy • Develop and execute national business development strategies to drive growth of qPCR and dPCR reagents, assays, and consumables portfolio. • Identify high-potential segments across research, applied markets, and industrial customers (pharma, biotech, CROs, food, environmental, and forensics). • Drive consumables pull-through across installed base of qPCR and dPCR instruments. • Build strategic account plans to expand reagent adoption and increase share of wallet. • Own and deliver consumables growth targets aligned to India commercial objectives. Data Analytics & Demand Generation • Leverage installed base data, usage patterns, and funnel analytics to identify whitespace and growth opportunities. • Drive data-backed initiatives to improve consumables attachment rates and customer lifetime value. • Develop forecasting models and demand planning inputs in collaboration with commercial and supply chain teams. • Track key performance indicators (KPIs) such as utilization, conversion rates, and reagent penetration. • Synthesize complex datasets into actionable insights for leadership and sales teams. Go-to-Market & Commercial Enablement • Partner with regional sales leadership to define and execute go-to-market strategies for consumables growth. • Design and implement targeted campaigns to drive assay adoption across key applications (gene expression, infectious disease, oncology research, etc.). • Support new product introductions (NPIs), assay launches, and portfolio expansion initiatives. • Develop value propositions, pricing strategies, and bundling approaches (instrument + consumables). • Enable frontline sales teams with application insights, competitive positioning, and opportunity prioritization. Customer & Stakeholder Engagement • Engage with key stakeholders including researchers, lab heads, procurement teams, and industry customers. • Build relationships with key accounts to drive standardization on qPCR/dPCR reagents and assays. • Collaborate with application scientists to support workflow optimization and technical discussions. • Work closely with channel partners to expand reach in industrial and applied markets. • Support key customer programs, pilots, and strategic collaborations. Market Development & Insights • Develop deep understanding of India market dynamics across research and industrial segments. • Monitor competitive landscape including reagent pricing, assay offerings, and alternative technologies. • Identify emerging applications and unmet needs in qPCR and dPCR workflows. • Provide structured market intelligence and recommendations to India and global stakeholders. • Support long-term portfolio strategy and localization opportunities. Knowledge, Skills, and Abilities • Strong understanding of qPCR and dPCR technologies, workflows, and applications. • High analytical capability with experience in data mining, CRM analytics, and business intelligence tools. • Ability to connect instrument installed base with consumables growth strategy. • Strong commercial acumen with experience in pricing, bundling, and demand generation. • Excellent stakeholder management and cross-functional collaboration skills. • Ability to translate technical workflows into business opportunities. • Strong communication, presentation, and influencing skills. • Self-driven, structured thinker with execution focus in a matrixed organi