Manager, Instrument Sales

Thermo Fisher Scientific

. Control all direct and channel sales activities within the territory for Chromatography & Mass Spectrometry product lines .

Posted 10/22/2026full-timeRemote • North Carolina • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates strong leadership in sales management, with a focus on Chromatography and Mass Spectrometry products. Proven ability to develop sales strategies, build customer relationships, and achieve revenue targets while leading a team effectively.

Highest-signal resume keywords

Sales ManagementChromatography ExpertiseMass Spectrometry KnowledgeTeam LeadershipCustomer Relationship Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentRevenue AttainmentMarket AnalysisForecastingPerformance MetricsSales ReportingAccount ManagementCommercial ExcellenceProblem-SolvingMulti-Tasking

Soft Skills

Strong Communication SkillsCoachingCollaborationCustomer-FocusedOrganizational Skills

Tools & Technologies

MS Office Suite

Industry Keywords

Applied MarketsLife Science MarketsThird-Party DistributionSales OperationsTrade Shows

About the role

Key responsibilities & impact

Control all direct and channel sales activities within the territory for Chromatography & Mass Spectrometry product lines
Achieve country/district quarterly and annual sales plans for bookings and revenues
Define local sales strategy and tactics and ensure timely, high-quality sales reporting, lead funnel management, forecasts, and business reviews
Implement commercial organization business processes, procedures, and programs for assigned product lines
Establish common sales activity metrics and execution plans for Account Managers
Develop team members through individual development plans and regular coaching
Build strong customer relationships, achieve customer loyalty, and resolve critical customer issues
Collaborate with Field Service, Application Support, technical sales specialists, Business Units, marketing, and other divisions
Drive sales planning, targets, objectives, bookings forecasts, cost-budget attainment, and performance metrics
Support customer meetings to promote strategic relationships and identify new business opportunities
Lead territory pricing and control profitability
Lead the team to produce profitable sales at or above business-plan commitments
Identify and develop new market opportunities and client growth strategies
Navigate complex customer situations to close business
Lead strategic territory direction, sales strategies, opportunity pipeline, and quarterly objectives
Maintain awareness of competitor and industry activity and introduce relevant products and services
Represent Thermo Fisher Scientific at customer locations
Assess sales organization design, build a talent pipeline, and provide commercial skills training
Complete the annual Performance Management & Development process for the team
Lead day-to-day operations including holiday administration, training, and expense reports
Provide rolling forecasts and quarterly management reports

Requirements

What you’ll need

Strong background in sales with confirmed revenue attainment
5+ years leading a team required
Experience leading a high value territory and advising a team of 8–12 Sales Representatives is a plus
Experience building effective district-level plans with measurable results is a plus
Strong market knowledge and deep experience in Applied Markets and Life Science Markets
Minimum BSc degree in a science-based subject or equivalent required
10+ years of experience in Chromatography and Mass Spectrometry
Good product knowledge of Chromatography and Mass Spectrometry products
Organizational skills and ability to multi-task and meet deadlines
Validated commercial excellence working in a matrix environment
At least 5 years of successful experience selling via third-party distribution organizations
Customer-focused, with ability to develop collaborations with key accounts and end users
Strong written and verbal communication skills
Ability to attend trade shows and investigate product/market opportunities
Exceptional problem-solving and troubleshooting skills
Computer proficiency in MS Office Suite
Ability to travel to customer locations up to 80%, including overnight travel
Demonstrates Thermo Fisher values: Integrity, Intensity, Innovation, and Involvement

Benefits

Comp & perks

Annual incentive plan bonus
Healthcare
Employee benefits
Career and development prospects
Innovative, forward-thinking company culture