Business Development Manager- Bioproduction ANZ

Work Schedule Standard (Mon-Fri) Environmental Conditions Office Job Description When you join Thermo Fisher Scientific, your work will have real impact. You will collaborate with talented colleagues and use the scale, capabilities, and reach of a global leader to help customers make the world healthier, cleaner and safer. ABOUT THE OPPORTUNITY The Business Development Manager plays a critical role in accelerating growth for the BioProduction Group (BPG) by identifying and developing high-potential, early-stage biologics opportunities across targeted APJ accounts. The role owns the front end of the molecule design-in funnel - from validating target accounts and mapping decision-makers to initiating technical evaluations, developing Bioprocess Design Center (BDC) projects, enabling sample testing, and converting qualified opportunities into commercial wins. This role also helps protect BPG participation as molecules move through development and manufacturing networks. When a customer transfers a molecule to a CDMO, joint venture, partner, another country, or a new facility, this role coordinates the relevant teams to preserve technical specifications, maintain opportunity visibility, and identify additional design-in and pull-through opportunities across the BPG workflow. Working closely with country commercial teams, as well as regional and global BPG teams, this position builds a disciplined, insight-led pipeline and establishes BPG as a trusted partner early in the customer's molecule-development journey. The role creates long-term value by increasing BPG participation, supporting process lock-in, and expanding future revenue entitlement as molecules progress.

Build and prioritize the target-account and molecule pipeline. Validate and segment assigned accounts using agreed SEEDING Program criteria, including molecule stage, modality, business potential, current BPG engagement, and strategic fit. Develop complete customer profiles, including organization and decision-maker maps, funding and capacity insights, molecule intelligence, development timelines, manufacturing strategy, workflow needs, and competitive position. Create differentiated account and molecule strategies for priority opportunities, with clear milestones, ownership, risks, and next actions. Create demand through insight-led customer engagement. Proactively engage target customers through various engagement channels including in-person interactions; respond quickly to inbound interest and qualified leads. Use consultative discovery to understand scientific objectives, process challenges, decision criteria, budgets, timelines, funding readiness, and stakeholder dynamics. Build credibility with scientific, technical, procurement, operations, and executive stakeholders by connecting customer priorities to BPG's differentiated capabilities and value proposition. Identify and develop Bioprocess Design Center (BDC) projects. Identify customers that would benefit from early process, workflow, facility, scale-up, or manufacturing-design support, including new laboratories, pilot plants, GMP facilities, expansions, and technology-transfer programs. Qualify the BDC opportunity by clarifying project purpose, development phase, capacity requirements, facility strategy, investment timing, funding status, decision process, and partner ecosystem. Mobilize BDC, end-to-end pre-sales, applications, technical, service, and business-unit experts to shape an integrated concept and compelling customer value case. Use BDC engagements to enable early specification, cross-workflow pull-through, and future opportunities across divisions and business units. Advance opportunities from evaluation to technical win. Coordinate technical discussions, demonstrations, sample shipments, and evaluation plans with technical sales specialists, applications teams, and other subject-matter experts. Drive timely sample testing, remove barriers to evaluation, document outcomes,