Manager, Sales Development

Work Schedule

Environmental Conditions

Job 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.
 

Role Purpose:

As a Manager, Sales Development, Analytics & Inside Sales at Thermo Fisher Scientific, you will lead high-impact commercial programs that enhance revenue generation, strengthen cross-divisional collaboration, and drive data-led decision-making across the organization. This role requires strong leadership, commercial acumen, and the ability to shape enterprise-wide sales development strategy while developing high-performing teams. You will influence senior stakeholders, optimize inside sales operations, and execute strategic initiatives aligned with organizational growth priorities.

Major Job Responsibilities:

• Lead the regional Sales Development organization, managing a team of 15+ Sales Development Executives and Management Executives to deliver strong pipeline growth and cross-division alignment.
• Provide strategic direction for inside sales operations, driving annual revenues in the multi-million range with significant year-over-year growth.
• Develop and execute sales development strategy, including prospecting frameworks, lead qualification processes, and vertical-focused engagement models.
• Partner with divisional and commercial leaders to align sales development initiatives with strategic business objectives across functions and business units.
• Leverage data and analytics to enhance funnel visibility, improve forecasting accuracy, and identify revenue acceleration opportunities.
• Manage cross-divisional lead sharing programs, driving collaboration, opportunity creation, and customer penetration across business units.
• Oversee digital demand generation initiatives, contributing to multi-million revenue impact and substantial opportunity value generation annually.
• Drive internal communication and enablement, including the management of content hubs, sales playbooks, and knowledge-sharing resources.
• Strengthening customer engagement strategy, ensuring a balanced approach across consumables and instruments and supporting improved customer experience and retention.
• Ensure effective execution of strategic projects, aligning commercial priorities, simplifying workflows, and improving sales productivity.

A-Day-In-The-Life of a Manager – Sales Development, Analytics & Inside Sales:

Strategy & Execution – Leading cross-divisional sales development projects, tracking KPIs, reviewing dashboards, and aligning with divisional leaders on funnel health, opportunity creation, and digital conversion metrics. Overseeing prioritization of accounts, vertical plans, and data-driven engagement models.

Team Leadership – Coaching Sales Development and Inside Sales teams, reviewing performance, setting expectations, and implementing capability-building programs. Ensuring consistent execution of qualification frameworks and outreach standards.

Stakeholder Engagement – Collaborating with marketing, commercial, and divisional leaders to align pipeline generation efforts, optimize lead management, and ensure seamless cross-functional workflows.

Analytics & Reporting – Monitoring pipeline metrics, digital demand indicators, opportunity value, and team productivity. Using dashboards, CRM insights, and analytics tools to recommend actions that accelerate revenue outcomes.

Customer & Market Focus – Supporting customer engagement programs, assessing buying behaviors, and enabling teams with insights, tools, and messaging to improve conversion and strengthen customer experience.

Education / Experience Required:

• Bachelor’s degree in business, Life Sciences, Marketing, or related field; MBA preferred.
• 7+ years of progressive experience in B2B Sales Development, Commercial Strategy, Inside Sales, or Business Development in life sciences or related industries.
• Experience managing teams across multiple business units or divisions within a matrix environment.
• Demonstrated success driving digital pipeline generation, sales performance, and commercial process optimization.

Knowledge, Skills and Abilities Required:

• Proven ability to partner with and influence senior stakeholders across divisions.
• Strong expertise in sales analytics, CRM systems, dashboards, and performance reporting tools.
• Excellent project management skills, with experience leading multi-stakeholder initiatives.
• Strong communication, presentation, and facilitation skills with the ability to coach and develop teams.
• Demonstrated ability to lead cross-functional projects and execute sustainable commercial improvements.
• Proficient in Microsoft Office, CRM platforms, analytics dashboards, and collaboration tools.
• Strategic thinker with the ability to translate insights into commercial actions and enterprise-level impact.