Thermo Fisher Scientific Business Development Manager for Key Accounts in Los Angeles, California

Job Description

Job Title: Business Development Manager for Key Accounts

Requisition ID: 71134BR


When you join us at Thermo Fisher Scientific, you’ll be part of a smart, driven team that shares your passion for exploration and discovery. With revenues of $22 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world.

Location/Division Specific Information

Open to someone working Remote within the U.S. with access to a major airport / Lap Products Division - Water Laboratory Products. Covering the U.S. and Canada

The BDM is part of the Laboratory Products Division (LPD) which unites deep scientific expertise, a collaborative culture and rich resources to deliver the lab equipment and consumables that our customers need to achieve their scientific goals – quickly, reliably and safely. Our smart lab solutions make it faster and easier for our customers to focus on what matters most – delivering answers and innovations that save and improve lives.

How will you make an impact?

The Business Development Manager is responsible for developing strategies for a set of assigned key accounts and Manufacture Reps, ensuring an ongoing pipeline of major customer acquisition opportunities for Water Laboratory Products and Thermo Fisher Scientific.

What will you do?

Lead all new strategic business development activities inside assigned accounts through proposal and negotiation, culminating in new, large contract agreements and “program” accounts

Build strong understanding of assigned customers and their marketplaces through a broad range of information sources, including direct customer exchanges, networking, publications, market information, and industry events

Coordinate needs assessment activities, develop and execute against an optimal account entry strategy, and clearly articulate customized value propositions focused on addressing the customers internal challenges or areas of focus

Develop strong and strategic relationships with middle and senior management contacts in procurement, operational, and scientific disciplines; maintain a balance of communication across various stakeholder groups; utilize any opportunity to support customers and build trust and interest, even outside of business focus

Develop and manage efficient account development plans; track progress against key account development milestones; report out progress in regularly scheduled account review sessions

Engage and lead field selling resources to ensure strategic alignment, information sharing, and team execution, working across matrixes

Ensure effective cross-divisional and global coordination of account strategy as applicable, including alignment with the Corporate Accounts team and Distribution Partners

Understand competitive landscape, current competitive contracts with assigned customers, and the impact on our account development strategy

Lead all proposal development activities, either in response to a customer RFP or proactively, including value proposition, terms, and negotiating pricing with suppliers; lead pro forma review process to justify business proposal

Clearly and broadly articulate components of negotiated contracts and ensure strong implementation and execution against customer and company expectations

How will you get here?

Bachelor degree required in Life Science and/or other related field.


Requires 10 years’ experience with a major company in the life science industry with a proven track record in sales

Strategic selling, account management, business negotiation in matrix environments; direct management experience preferred

Experience with both direct and distribution selling environments is desired

Knowledge, Skills, Abilities

Demonstrated ability to maintain and grow senior-level customer relationships across multiple customer functional areas such as sourcing, production, research, facilities, QA/QC, and materials management

Strong analytical skills: the ability to draw conclusions and observations from market trends and unit analysis

Demonstrated success in forming interdepartmental relationships

Demonstrated excellence in oral and written communications skills

Substantiated capability to effectively negotiate and close business

A solid foundation in financial skills used in a selling environment

Independent and self-motivated; able to independently structure productive activities to reach an end goal

Thoughtful but decisive, with a strong bias for action and a proactive vs. reactive approach

Demonstrate the Thermo Fisher 4i values – Integrity, Intensity, Innovation, and Involvement

At Thermo Fisher Scientific, each one of our 70,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.

Apply today!

If you are an individual with a disability who requires reasonable accommodation to complete any part of our application process, click here at for further assistance.

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.