Sales & Business Development Manager - ICSP

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

About Company:

 Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with annual revenue of approximately $44 billion. Our Mission is to enable our customers to make the world healthier, cleaner, and safer. Whether our customers are accelerating life sciences research, solving analytical challenges, growing efficiency in their laboratories, improving patient health through diagnostics, or developing and manufacturing life-changing therapies, we are here to support them. Our distributed team delivers an outstanding combination of innovative technologies, purchasing convenience, and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon, and PPD. Our Innovative Laboratory technologies & Services makes it easier for customers.

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.

DESCRIPTION:
Join our team at Thermo Fisher Scientific as a Manager, Sales & Business Development, where you'll grow revenue through strategic sales of advanced scientific instruments and solutions. You'll develop and manage key customer relationships across diverse markets including research institutions, pharmaceutical companies, and industrial sectors. Working collaboratively with cross-functional teams, you'll identify opportunities, create customized solutions, and ensure exceptional customer experiences. This role combines technical expertise with relationship building to help our customers make breakthrough discoveries and improve efficiency.

Business Development:

Identify and develop new sales opportunities for consumables across industries such as pharmaceuticals, environmental labs, food testing, chemicals, and research institutions.
Expand consumables revenue from existing instrument installed base.
Build and execute territory growth plans to achieve sales targets.

Customer Relationship Management:

Establish strong relationships with lab managers, analysts, procurement teams, and decision-makers.
Conduct regular customer visits and technical discussions to understand application requirements.
Ensure customer retention and long-term partnerships.

Sales & Revenue Growth:

Achieve monthly, quarterly, and annual sales targets for consumables.
Identify opportunities for cross-selling and upselling.
Manage pricing strategies, quotations, and negotiations.

Market Development:

Track market trends, competitor activities, and new application areas.
Develop strategies to penetrate new market segments.
Support product launches, promotions, and campaigns.

Technical & Application Support Coordination:

Work closely with application specialists and technical teams to support customer method development and troubleshooting.
Conduct product demonstrations, seminars, and training sessions for customers.

Forecasting & Reporting:

Maintain accurate sales pipeline, forecasts, and CRM updates.
Prepare market intelligence reports and sales performance analysis.
Monitor consumables usage trends in installed instruments.

Collaboration:

Collaborate with instrument sales, service engineers, and channel partners to drive consumables sales.
Coordinate with marketing and supply chain teams to ensure product availability and customer satisfaction.

Key Performance Indicators (KPIs)

Consumables revenue growth
Installed base penetration
Customer acquisition and retention
Sales pipeline value
Forecast accuracy
Market share growth

REQUIREMENTS:

• 5–10 years of experience in analytical instruments or consumables sales
• Experience with Ion Chromatography / HPLC / Chromatography consumables preferred
• Strong network in pharma, CRO, environmental, food testing labs
• Preferred Fields of Study: Science, Engineering, Chemistry, Biology, Physics, Electronics, or Instrumentation
• Demonstrated track record of achieving or exceeding sales targets
• Strong technical understanding of analytical instrumentation and applications
• Excellent relationship building and account management skills with both direct customers and channel partners
• Proficiency in CRM systems (especially Salesforce) and Microsoft Office Suite.
• Outstanding presentation, negotiation, and communication skills
• Ability to develop and execute strategic sales plans
• Experience managing complex sales cycles and large capital equipment deals
• Strong project management and organizational skills
• Willingness to travel up to 80% within assigned territory
• Business level English proficiency required; local language skills as needed
• Valid driver's license and ability to travel independently

Benefits

We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!

At Thermo Fisher Scientific, each one of our +120,000 extraordinary minds have a unique story to tell. 

ThermoFisher is committed to crafting a diverse work environment that values and respects individuals from all backgrounds.

ThermoFisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.