National Sales Manager – Laboratory Equipment Division (LED)

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.

Position Overview

The National Sales Manager – Laboratory Equipment Division (LED) is responsible for driving the commercial strategy, revenue growth, and market expansion of the laboratory equipment portfolio across India. 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 national sales organization including regional sales managers, account managers, and application specialists.

• 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

• National 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

• 12–18 years of experience in scientific instrumentation, laboratory equipment, or life sciences solutions

• At least 5–7 years of experience leading regional or national 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