Market Development Specialist

Summary

Thermo Fisher Scientific develops scientific and diagnostic solutions that help make the world healthier, cleaner, and safer. The Market Development Specialist expands clinical adoption of Precision Diagnostics solutions by identifying commercial growth opportunities, engaging healthcare providers, and building partnerships across healthcare markets and commercial teams. The role manages provider engagement through conversion and sustained utilization while using market data and CRM tools to prioritize growth opportunities.

Responsibilities

• Identify, prioritize, and develop healthcare providers, accounts, and markets with potential for commercial growth using Acuity, Salesforce, market intelligence, and other available data
• Engage healthcare providers virtually and in person, independently and jointly with reference laboratory sales representatives and other commercial partners, to communicate the clinical value of diagnostic testing and influence appropriate adoption
• Maintain provider engagement beyond the initial interaction, addressing barriers and progressing opportunities through conversion, adoption, and sustained utilization
• Drive appropriate changes in provider ordering behavior, including conversion from no testing or limited testing patterns to sFLC and/or panel utilization
• Expand adoption across additional clinicians within targeted practices, centers, and healthcare organizations
• Develop and grow market share through increased provider adoption, testing utilization, and targeted commercial growth initiatives
• Identify and develop new commercial opportunities across health systems, IDNs, FQHCs, primary care, specialty care, and other priority healthcare segments
• Identify commercial whitespace, new stakeholders, and emerging customer segments and contribute to strategies for developing those opportunities
• Manage and prioritize a defined book of business based on commercial opportunity, business priorities, and potential impact
• Build collaborative partnerships with national and regional reference laboratory sales organizations and participate in joint account planning and customer engagement
• Partner across Thermo Fisher Sales, Marketing, Education, and other business units to identify and advance shared commercial growth opportunities
• Use available provider, account, and utilization data to monitor adoption, identify growth opportunities, and adjust engagement strategies
• Maintain accurate lead, account, activity, and opportunity information in Salesforce and track opportunity progression and commercial outcomes
• Provide market and customer insights to Sales, Marketing, and commercial leadership to inform targeting, campaigns, and growth strategies
• Conduct in-person customer engagements based on account needs and commercial opportunity, including provider meetings, health-system initiatives, reference laboratory partnerships, and targeted market-development activities

Skills

• Bachelor's degree required
• Minimum of three years of successful experience in laboratory, diagnostics, medical device, pharmaceutical, healthcare sales, business development, market development, or a related commercial role
• Demonstrated ability to engage healthcare providers and influence customer adoption or ordering behavior
• Experience identifying, prioritizing, and developing commercial opportunities
• Experience using Salesforce or similar CRM platforms and commercial or market-intelligence tools
• Ability to interpret market and customer data to identify and prioritize growth opportunities
• Strong communication, presentation, relationship-building, and cross-functional collaboration skills
• Ability to operate independently while working effectively across a matrixed commercial organization
• Ability to travel approximately 25%, including overnight travel, to support healthcare provider engagement, strategic accounts, reference laboratory partnerships, health systems, industry meetings, and other commercial growth initiatives
• Knowledge of or experience with primary care, specialty care, health systems, IDNs, ACOs, FQHCs, or reference laboratories preferred

Qualifications

Must Haves

• Bachelor's degree required
• Minimum of three years of successful experience in laboratory, diagnostics, medical device, pharmaceutical, healthcare sales, business development, market development, or a related commercial role
• Demonstrated ability to engage healthcare providers and influence customer adoption or ordering behavior
• Experience identifying, prioritizing, and developing commercial opportunities
• Experience using Salesforce or similar CRM platforms and commercial or market-intelligence tools
• Ability to interpret market and customer data to identify and prioritize growth opportunities
• Strong communication, presentation, relationship-building, and cross-functional collaboration skills
• Ability to operate independently while working effectively across a matrixed commercial organization
• Ability to travel approximately 25%, including overnight travel, to support healthcare provider engagement, strategic accounts, reference laboratory partnerships, health systems, industry meetings, and other commercial growth initiatives

Nice to Haves

• Knowledge of or experience with primary care, specialty care, health systems, IDNs, ACOs, FQHCs, or reference laboratories preferred