New Business Development - West

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

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.
 

This senior individual contributor drives new business growth across the IES service portfolio, with a primary focus on increasing service contract attachment and a secondary focus on building and converting connectivity (remote monitoring) pipeline.

You will lead efforts to expand service penetration at point-of-sale and within the installed base, while identifying and advancing connectivity opportunities that strengthen long-term customer value.

This role requires a strategic, self-directed seller who can build pipeline from the ground up, influence cross-functional teams, and close complex, multi-site agreements. You bring the technical confidence to lead connectivity opportunities end-to-end, while staying focused on service contract growth as the top priority.

Impact:

You will drive measurable growth in service contract attachment, expand new business pipeline, and build a scalable connectivity funnel—helping increase recurring revenue and long-term customer value.

Key Responsibilities:

Drive Service Contract Attachment

• Grow net-new service contract bookings through proactive prospecting and account expansion

• Increase point-of-sale (PoS) attachment by partnering closely with instrument sales and channel teams

• Identify gaps in service coverage across the installed base and convert them into contract opportunities

• Support at-risk renewals to protect and expand revenue

• Build and execute account plans that increase service penetration and customer lifetime value

Build and Convert New Business Pipeline

• Create and manage a strong pipeline of qualified opportunities, with clear next steps and accurate forecasting

• Generate demand through direct outreach, campaigns, and cross-functional collaboration

• Use CRM and data insights to track progress, improve conversion, and drive accountability

Develop Connectivity Opportunities

• Identify and qualify connectivity opportunities that complement service contracts

• Lead connectivity sales cycles from discovery through close, independently or with technical partners

• Explain technical capabilities in simple terms and connect them to customer outcomes

• Partner with product and technical teams to design solutions that fit customer environments

Lead Complex Deals

• Own negotiations and close enterprise-level and multi-site agreements

• Structure solutions that combine service contracts, connectivity, and recurring revenue models

• Navigate multiple stakeholders, including procurement, operations, and technical teams

Engage Strategically with Customers

• Build relationships with new and underpenetrated accounts, including key decision-makers

• Position service and connectivity as solutions that improve uptime, compliance, and productivity

• Capture customer feedback and use it to refine account strategy and inform internal teams

Collaborate Across Teams

• Partner with instrument sales, service teams, renewals, and channel partners to maximize attachment and pipeline growth

• Align stakeholders around priorities and drive coordinated execution

• Support channel-led opportunities and expansion efforts

Requirements:

• Bachelor’s degree or equivalent experience

• At least 5 years of sales experience, including strong success in new business development roles. 7+ years, ideal.

• Proven ability to build pipeline and close complex deals with multiple stakeholders

• Track record of driving service contract or recurring revenue growth

Preferred Experience:

• Experience selling service contracts, aftermarket services, or lifecycle solutions

• Exposure to connectivity, digital, or network-based solutions

• Background in laboratory instrumentation or life sciences

• Strong consultative selling skills with both technical and business audiences

Work Environment:

• Field-based with regular customer engagement

• Approximately 50% travel

• Preferred location: Southern California

Compensation and Benefits

The salary range estimated for this position based in California is $95,000.00–$142,475.00.

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: https://jobs.thermofisher.com/global/en/total-rewards