How Melissa James’ interest in all things lab led to an eventual leadership position at Thermo Fisher Scientific.
By Pete Mercer
A significant part of what makes the leadership journey so powerful to behold is how different it can look from person to person. For every individual who feels like they were always meant to hold a position of leadership and manage a team, there is someone who makes an unexpected discovery about themselves and what they are capable of.
Melissa James is a senior district sales manager for Thermo Fisher Scientific, but she did not necessarily plan for that. Repertoire Magazine recently spoke to James about her leadership journey in clinical laboratory sales, developing a team of high performers, and the industry’s future.
Moving into sales
James was not always in sales. In fact, a sales role was not even on her radar of possibilities until she was introduced to Thermo Fisher while working at a molecular research lab. “In the lab, I took an interest in learning about new products and different test methods,” she said. “The Fisher Scientific catalog was where I would go when I wanted to explore my options.”
She quickly found that she enjoyed those explorations just as much as she enjoyed the science that goes into testing. When a Fisher Healthcare sales representative position opened up in her area, she decided that it could be an exciting new step in her career.
“While I enjoy the science behind testing, I became even more excited about the opportunity to spend more time learning about innovative products that can improve testing and patient care,” she said.
After working as a sales representative for Thermo Fisher for 20 years, she transitioned to a role where she could work with a much larger group of customers and lead a team. James and her team work to stay on top of the latest innovations in new products, services, and other general interests of their customers to better understand their market. When they do their job well, they can implement specific business plans based on the needs of those customers.
“I really enjoyed the transition from a sales representative to a leader. There is a lot of responsibility that comes with a position of leadership. While you will likely have some difficult conversations and decisions to make, the end-result is very rewarding.”
Leadership development
Opportunities for growth abound in leadership positions because leaders are not born with all the answers – they might have a deeper drive to get things done, but those skills must be developed over time to be effective. For James, it is all about finding what motivates her team, removing the barriers that make executing goals possible, and making herself available to provide support.
James said, “I currently support and lead a team of sales professionals driving strategies and achievement of forecasted sales goals while working effectively with cross-functional teams of suppliers and internal resources. I am also responsible for managing tasks and behaviors to meet the company goals and provide the best possible experience for our customers.”
Part of what makes her perspective in the industry unique is her background in the molecular research laboratory. When she is looking to promote or hire for her team, she seeks a similar technical expertise in the laboratory setting, which gives her team the edge to providing a better customer experience.
“We pride ourselves on being technical experts in the lab and servicing our customers to a higher level for the best experience. When hiring or promoting, I look for technical experience, which can either be someone who has worked in a lab or has experience selling into the lab space, relationship building skills, and the ability to meet and manage sales goals.”
The customer experience is such an integral part of what makes Thermo Fisher Scientific unique, so James understands the importance of cultivating and maintaining those long-standing relationships. While it can be challenging to stay at the forefront of what her customer base is interested in, James found that being challenged was a significant motivating factor for her, giving her the push she needed each day to be better at her job.
“All of my previous managers played a part in shaping how I approach leadership,” she said. “Knowing what I liked and disliked and listening to the feedback from my co-workers in those moments as well. I found that it brought out my best when I had someone who would really challenge me and make me feel like there was not anything I could not accomplish.”
The future of the industry
The healthcare industry is in a constant ebb and flow from challenges to opportunities, which makes med/surg sales no different. Finding a way to navigate those challenges is critical to your success as a leader.
James said, “This industry’s dynamic nature gets me excited about the future. With an ever-changing environment and challenges, I am constantly learning new things and have a chance to contribute to healthcare advancements by getting new products out into circulation.”
As for the challenges that healthcare is facing, James is focused on staying up to date on the most accurate and current information available. She sees how everyone is having to do more with less with financial, staffing, and supply challenges her customers are facing each day.
James and the rest of her team at Thermo Fisher are constantly looking to grow through acquisitions and investments, while focusing on innovation in the healthcare industry. “It is making us stronger, more competitive, and helping us to fulfill our mission to enable our customers to make the world healthier, cleaner, and safer.”