From Operations to Business Development: Tom Orr

Meet Our People - Tom Orr

Tom Orr spent his first decade in life sciences logistics as a logistics coordinator, working through operations before ever stepping into a sales role. That path, learning the mechanics of a shipment before learning how to sell one, is what separates his approach to business development. As Director of Business Development at Mercury, Tom draws on 15 years of industry experience and partnerships built with biotechs, pharma companies, CROs, and clinical sites across the Northeast and Canada. Read on to learn more about Tom, what drew him to Mercury, and the lesson he carries from every role he has held.

Tell us about your professional background before joining Mercury

I graduated from Miami University (Ohio) in 2010, and my first job out of school was with a large life science logistics company as a logistics consultant (LC). After 10 years in multiple roles on the operations side, I shifted into a Business Development Manager role at a smaller life science logistics company for 6 years, working with clients through the Northeast and Canada. I joined Mercury in June of 2025 as a Director of Business Development.

What attracted you to Mercury and the life sciences logistics industry?

The people were the main thing that attracted me to Mercury. After meeting with Jim, Josh and multiple other people, I could tell there was a strong comradery with the team. In addition to this, I was drawn towards flexible service options and a tech-heavy approach that I felt other logistics providers were missing. After years in the industry, I knew clients were looking for tailored shipping solutions like hybrid parcel to save on costs and a portal with features that Mercury had.

Mercury really had everything I thought clients were looking for based on my relationships, including true dedicated teams for clients of any size.

What industries, services, or customer types have you sold to previously?

My career has focused primarily on life science companies. I’ve built true partnerships with biotechs, mid-to-large pharma, CROs, CMOs, clinical sites, and more. Working with this wide variety of organizations has allowed me to piece together the supply chain for each and determine the best shipping services for each organization.

It was exciting to see Mercury also supported medical device companies and diagnostics. I have not worked too much with these types of companies in the past, but it has been a great learning experience for me.

What past sales experience has best prepared you for your role here?

Honestly, to this day I still think it is my operations background that has prepared me more than anything. Starting as a Logistics Coordinator and working my way into sales has allowed me to build client specific solutions and overcome obstacles, whether they are internal or external. On the sales side, I have learned the most from working with Cell & Gene Therapy companies. CGT companies have patient critical temperature sensitive shipments, with multiple organizations involved. Everyone needs to be on the same page, from the LCs to the drivers and couriers. It is incredibly important to implement a plan via work instructions to set shipments up for success before they even take place.

What is one lesson from a previous role that you still use today?

Teamwork makes the dream work. It might sound very cliché, but a collaborative team makes all the difference in this industry. It takes multiple people for every shipment to be successfully delivery on time and within temperature range.

What do you enjoy doing outside of work?

I enjoy staying active, whether I’m working out, playing sports, going to the beach, or going for a hike. You’ll often find me on Long Island hiking trails with my dog, Axel, and our friends that we refer to as the “dog pack”. On Sunday mornings, when I have time, I volunteer at North Shore Animal League working with the larger dogs to help make them more adoptable through training, walking, and socialization.

What personal or professional accomplishment are you most proud of?

Volunteering at the animal shelter every Sunday. The dogs I work with have really taught me a lot about resilience, patience, and how any obstacle can be overcome when working together. Working with dogs is a true passion of mine.

Join Our Team: Discover Career Opportunities at Mercury

Tom brings to Mercury 15 years of life sciences logistics experience, from logistics coordinator to business development director, building partnerships with biotechs, pharma companies, CROs, and clinical sites across the Northeast and Canada. The operations background he started with still shapes how he builds solutions for clients today: understanding the shipment first, then the sale. If that approach resonates with you, visit our Careers page to learn about open roles and what it looks like to be part of a team at Mercury.