Market Development Specialist

Market Development Specialist

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.

Discover Impactful Work

The Market Development Specialist plays a key role in expanding the clinical adoption and utilization of Precision Diagnostics solutions by identifying and developing targeted commercial growth opportunities across priority healthcare markets.

Using a strategic, data-driven approach, the Market Development Specialist identifies and prioritizes providers, accounts, and emerging market opportunities and engages healthcare providers both virtually and in person, independently or in partnership with reference laboratory sales teams and other commercial partners.

The role extends beyond initial provider education and demand generation. The Market Development Specialist maintains provider engagement through conversion, adoption, and sustained utilization, working to influence appropriate ordering behavior and expand adoption across practices and healthcare organizations.

The role also identifies and develops new markets and customer segments, including health systems, IDNs, FQHCs, primary care, and specialty care, while building partnerships across reference laboratories and Thermo Fisher commercial teams to accelerate growth.

A Day in the Life

• 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.

Keys to Success

Commercially Focused: Understands how provider adoption, clinical utilization, customer relationships, and commercial partnerships contribute to market and business growth.

Provider Focused: Builds trusted relationships with healthcare providers and effectively communicates clinical value to influence appropriate testing and sustained adoption.

Strategic & Data Driven: Uses market intelligence, customer information, and commercial analytics to identify whitespace, prioritize opportunities, and focus resources where they can have the greatest impact.

Results Oriented: Maintains ownership and momentum from provider engagement through conversion, adoption, and sustained utilization.

Collaborative: Builds effective partnerships across reference laboratory sales organizations, health systems, Thermo Fisher business units, and internal commercial teams.

Independent & Adaptable: Manages a book of business, prioritizes opportunities, and adjusts commercial strategies as customer needs, market conditions, and business priorities evolve.

Non-Negotiable Hiring Criteria

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