Thermo Fisher Scientific case study
A global supplier of clinical development solutions, analytical instruments, specialty diagnostics, laboratory, pharmaceutical and biotechnology services
The client
Thermo Fisher Scientific
Thermo Fisher Scientific is a global leader in scientific services and solutions.
The company provides a wide range of products and technologies for scientific research, diagnostics, and manufacturing. Its offerings include laboratory equipment, analytical instruments, reagents, consumables, software, and services used in healthcare, life sciences, and industrial applications.
Thermo Fisher operates under several brands, such as Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, and Unity Lab Services.
The company plays a key role in supporting research in areas like genomics, proteomics, cell biology, and drug development, and is known for its strong focus on innovation and customer support.
At a Glance
Although our broader partnership began in 2017, in 2019 we launched a specialized, EMEA wide project-based collaboration to support the launch of Genexus™, Thermo’s NGS platform designed for RUO and Clinical markets.
We successfully staffed 80% of Thermo’s EMEA NGS sales team, playing a pivotal role in driving Genexus adoption across the region.
Challenge:
- Amid limited market recognition for their NGS solutions, the challenges of the COVID era, and a scarcity of sales talent with domain expertise, scaling the EMEA commercial team required highly targeted recruitment and deep industry knowledge.
Our strategy:
- Weekly meetings with Thermo’s commercial and TA leadership to create trust and ensure alignment.
- Rapid identification of top NGS sales professionals with relevant domain expertise across key EMEA markets.
- Targeted outreach and personalised engagement of candidates according to SRC standards.
About this role
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Subtitle
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Subtitle
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Ac in vitae eget aliquet. Et lectus ultricies ut vitae pretium feugiat. Massa mauris purus gravida posuere volutpat quis amet quis. Varius ac lorem eu ipsum vehicula vestibulum pretium sollicitudin. Amet scelerisque sed lectus senectus risus eu. Aliquam fermentum volutpat odio tortor. Mauris volutpat tortor sapien vulputate convallis feugiat sed nunc pharetra.
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Results
- Unique & lasting partnership with Thermo Fisher’s commercial and talent acquisition leadership teams across EMEA; a perfect example of effective collaboration between internal commercial & TA teams with an external recruitment partner.
- Placed 20 key NGS professionals across EMEA in 10 months – including Account Managers, Technical Sales Specialists, and Sales Leaders – in markets such as Germany, Switzerland, Austria, France, Poland, Italy, Spain, Sweden, and Belgium.
- These placements played a crucial role in the successful launch and expansion of the Genexus™ platform, driving growth in clinical NGS adoption and solidifying Thermo Fisher’s position in clinical oncology.
Clinical NGS Sales Professionals hired
Countries covered across EMEA
NGS salesforce growth during the collaboration
