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ThermoFisher Scientific Business Development Manager (Process Analyzer Products) in Seattle, Washington

Job Description

Here at Thermo Fisher Scientific, our industry-leading scale means unparalleled commercial reach, unique customer access and a global footprint. Our broad customer base, from research, clinical to commercial production means you can have a broad and significant impact. All while working in an environment where you will be supported, valued and rewarded for your performance. Join our Commercial team with an unmatched depth of capabilities and help our customers solve some of the world’s toughest challenges.

Location/Division Specific Information

The Chemical Analysis business provides a broad mix of analytical instruments and services to a diverse range of end user markets including Safety & Security, Environmental, Food Safety, Life Sciences, Medical, Energy, and Minerals and Mining. Its instruments are deployed globally in the field and on the line, in dynamic environments where customers put a premium on quality, reliability and ease of use. The Chemical Analysis business operates within a global footprint with more than 2,000 colleagues, delivering product solutions to customers that allow for confident, on-the-spot decision making.

Environmental and Process Monitoring (EPM) is a business within the CAD Division, which offers Mass Spectrometers and FTIR instruments serving multiple sectors. (Gas purity, semiconductor, research, green hydrogen, chemical, etc.). This is a fast-growing segment for EPM.

How will you make an impact:

The position is a field-based management job accountable for sales results in the North America region for the Process Monitoring product line. Responsibilities include: lead generation, new customer enrollments and revenue objectives for product line through the appropriate Thermo Fisher channels. The process will tap into an individual’s entrepreneurial skills in developing new business in Thermo Fisher Scientific focused in supporting customers selling process monitors into the multiple business segments including bulk gas manufacturing, semiconductors, hydrogen production, petro-chem etc. The incumbent is expected to prospect, pitch for and close new business, realizing the quotes and orders, develop and maintain effective Go to Market Strategies in the region. The position will work hand in hand with the current sales team in North America.

What you will do:

  • Be a consultant to customers with the overall Mass Spec and FTIR product lines: Engage end customers directly to understand customer needs supporting their long term growth. Determine how existing products contribute to customer’s workflow, gaps with current offering and develop future business opportunities.

  • Be the voice of the customer internally to R&D, Marketing and other functional teams to strengthen value proposition messaging, product & solution offerings to customers.

  • Build a cross division network, works with the network on day to day basis to build more prospects, enroll new customers and close sales opportunities.

  • Partner with BU colleagues in marketing, technical support, finance, customer care, legal/regulatory, R and D, and commercial operations to provide timely solutions to the customers to increase sales revenue.

  • Aligns and implements the global commercial strategy. Also provides consistent market and customer feedback to BU teams and division leaders.

  • Ensure a financially sound operation with proven corporate governance and compliance. Handle the business’s budget appropriately.

  • Gather market intelligence and stay ahead of competition, economics, and the regulatory environment.

How you will get here:


Bachelor's degree; a scientific focus such as Biology, Chemistry, engineering or related field required


  • 5+ years experience in Business Development or Sales management

  • 3+ years of selling experience in the analyzer space

  • Demonstrated understanding of business practices in analyzer instrumentation strongly preferred

  • Proven in ‘Start from Scratch’ environment or Greenfield projects

  • Experience of working through various types of GTM’s (Direct, Indirect - Channel Partners, Consultants)

  • Experience of Quote to Cash (QTC) process in previous roles will be an added advantage

Knowledge, Skills, Abilities

  • Contract negotiation skills gained through involvement in business-to-business relationships

  • Demonstrated success in working in a global, matrixed-environment with the ability to lead and influence others without direct authority

  • Strong commercial skills

  • Experience in sales or key account manager roles

  • Strong project management skills

  • Sound intuition for business with an understanding of key performance indicators and their drivers, and assess opportunity attractiveness

  • Ability to travel up to 50-60%, as required (and depending on location)

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us ( . As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

Apply today!

Thermo Fisher 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.

Compensation and Benefits

The salary range estimated for this position based in California is $95,000.00–$135,000.00.

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

  • A choice of national medical and dental plans, and a national vision plan, including health incentive programs

  • Employee assistance and family support programs, including commuter benefits and tuition reimbursement

  • At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy

  • Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan

  • Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit:

Thermo Fisher 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.