Work Schedule
Standard (Mon-Fri)Environmental Conditions
OfficeJob Description
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:
The Regional Sales Manager – Laboratory Equipment Division (LED) is responsible for driving the commercial strategy, revenue growth, and market expansion of the laboratory equipment portfolio across South. The role will lead a high-performing sales organization focused on capital equipment, lab automation, and workflow solutions serving pharmaceutical, biotechnology, research, healthcare, food testing, and academic institutions.
The incumbent will develop strategic sales plans, manage key national accounts, strengthen channel partnerships, and build strong collaboration across applications, service, and marketing teams to deliver sustainable growth and superior customer experience.
Key Responsibilities
1. Commercial Strategy & Business Growth
• Develop and execute the national commercial strategy for the laboratory equipment portfolio including sample preparation systems, centrifuges, incubators, biosafety cabinets, cold storage, lab automation platforms, and related solutions.
• Deliver annual revenue, margin, and market share targets across India.
• Identify and develop growth opportunities in high-potential segments including pharmaceuticals, biotechnology, CROs, academic research institutes, diagnostics, and food & environmental testing laboratories.
• Drive capital equipment sales cycles including large institutional tenders and multi-instrument opportunities.
2. Sales Leadership & Team Development
• Lead and manage a regional sales organization including Area Business managers, account managers, and BDM’s.
• Build a high-performance sales culture through coaching, performance management, and capability development.
• Ensure disciplined pipeline management, sales forecasting, and opportunity qualification.
3. Strategic Account Management
• Develop deep relationships with key national accounts including leading pharmaceutical companies, CROs, biotech clusters, and premier research institutes.
• Lead complex negotiations and multi-product solution sales.
• Identify opportunities to expand the installed base and drive repeat business.
4. Market Development & Competitive Positioning
• Monitor market trends, customer needs, and competitive activity within the laboratory equipment space.
• Develop go-to-market strategies for new product launches and portfolio expansion.
• Partner with marketing to execute targeted campaigns, customer workshops, and technical seminars.
5. Cross-Functional Collaboration
• Work closely with application specialists, service teams, and supply chain to ensure seamless project execution and customer satisfaction.
• Support successful installation, validation, and user training for laboratory equipment.
• Collaborate with global product management teams on market feedback and product roadmap inputs.
Key Performance Metrics
• Regional revenue and growth targets
• Capital equipment order intake and installed base expansion
• Strategic account penetration
• Forecast accuracy and pipeline conversion
• Sales team productivity and engagement
Qualifications
• Bachelor’s or Master’s degree in Life Sciences, Biotechnology, Chemistry, or Engineering
• MBA or postgraduate qualification in business management preferred
Experience
• 12 years of experience in scientific instrumentation, laboratory equipment, or life sciences solutions
• At least 5–7 years of experience leading regional sales teams
• Strong experience selling capital equipment and managing long sales cycles
• Proven success managing large pharma, biotech, and research institution accounts
Critical Competencies
• Strategic commercial leadership
• Capital equipment sales expertise
• Strong negotiation and deal structuring skills
• Customer relationship management at CXO and lab leadership level
• Ability to build and scale high-performing sales teams
The Regional Sales Manager – Laboratory Equipment Division (LED) is responsible for driving the commercial strategy, revenue growth, and market expansion of the laboratory equipment portfolio across South. The role will lead a high-performing sales organization focused on capital equipment, lab automation, and workflow solutions serving pharmaceutical, biotechnology, research, healthcare, food testing, and academic institutions.
The incumbent will develop strategic sales plans, manage key national accounts, strengthen channel partnerships, and build strong collaboration across applications, service, and marketing teams to deliver sustainable growth and superior customer experience.
Key Responsibilities
1. Commercial Strategy & Business Growth
• Develop and execute the national commercial strategy for the laboratory equipment portfolio including sample preparation systems, centrifuges, incubators, biosafety cabinets, cold storage, lab automation platforms, and related solutions.
• Deliver annual revenue, margin, and market share targets across India.
• Identify and develop growth opportunities in high-potential segments including pharmaceuticals, biotechnology, CROs, academic research institutes, diagnostics, and food & environmental testing laboratories.
• Drive capital equipment sales cycles including large institutional tenders and multi-instrument opportunities.
2. Sales Leadership & Team Development
• Lead and manage a regional sales organization including Area Business managers, account managers, and BDM’s.
• Build a high-performance sales culture through coaching, performance management, and capability development.
• Ensure disciplined pipeline management, sales forecasting, and opportunity qualification.
3. Strategic Account Management
• Develop deep relationships with key national accounts including leading pharmaceutical companies, CROs, biotech clusters, and premier research institutes.
• Lead complex negotiations and multi-product solution sales.
• Identify opportunities to expand the installed base and drive repeat business.
4. Market Development & Competitive Positioning
• Monitor market trends, customer needs, and competitive activity within the laboratory equipment space.
• Develop go-to-market strategies for new product launches and portfolio expansion.
• Partner with marketing to execute targeted campaigns, customer workshops, and technical seminars.
5. Cross-Functional Collaboration
• Work closely with application specialists, service teams, and supply chain to ensure seamless project execution and customer satisfaction.
• Support successful installation, validation, and user training for laboratory equipment.
• Collaborate with global product management teams on market feedback and product roadmap inputs.
Key Performance Metrics
• Regional revenue and growth targets
• Capital equipment order intake and installed base expansion
• Strategic account penetration
• Forecast accuracy and pipeline conversion
• Sales team productivity and engagement
Qualifications
• Bachelor’s or Master’s degree in Life Sciences, Biotechnology, Chemistry, or Engineering
• MBA or postgraduate qualification in business management preferred
Experience
• 12 years of experience in scientific instrumentation, laboratory equipment, or life sciences solutions
• At least 5–7 years of experience leading regional sales teams
• Strong experience selling capital equipment and managing long sales cycles
• Proven success managing large pharma, biotech, and research institution accounts
Critical Competencies
• Strategic commercial leadership
• Capital equipment sales expertise
• Strong negotiation and deal structuring skills
• Customer relationship management at CXO and lab leadership level
• Ability to build and scale high-performing sales teams
Skills Required
- Bachelor's or Master's degree in Life Sciences, Biotechnology, Chemistry, or Engineering
- MBA or postgraduate qualification in business management
- 12 years of experience in scientific instrumentation, laboratory equipment, or life sciences solutions
- At least 5-7 years of experience leading regional sales teams
- Strong experience selling capital equipment and managing long sales cycles
- Proven success managing large pharma, biotech, and research institution accounts
Thermo Fisher Scientific Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Thermo Fisher Scientific and has not been reviewed or approved by Thermo Fisher Scientific.
-
Retirement Support — Retirement programs include a strong company 401(k) match and an employee stock purchase plan that add meaningful long‑term value. Feedback suggests these features stand out among core financial benefits even when base pay feels average.
-
Healthcare Strength — Health coverage offers multiple national medical options alongside dental and vision, with company‑paid life and disability coverage. This breadth is considered a solid foundation even if some costs may not be the lowest among peers.
-
Parental & Family Support — Paid parental and caregiver leave, backup care, adoption assistance, and specialized family resources are available. Feedback suggests these supports are a notable plus for colleagues managing family and caregiving needs.
Thermo Fisher Scientific Insights
What We Do
Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $40 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 complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team delivers an unrivaled 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.
Why Work With Us
You will join a company which every colleague has the opportunity to create possibilities, for oneself, for our customers and patients. There is no more exciting place to be than at the forefront of solving problems which help improve lives around the world. As a company, we are committed to supporting your career aspirations and your journey.
Gallery
