Job Description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

At Thermo Fisher Scientific, our industry-leading scale provides unparalleled commercial reach, unique customer access, and a global footprint. Within our Chemical Analysis Division (CAD), we deliver innovative analytical instrumentation and services across diverse end markets including Environmental, Energy, Chemicals, Mining, Food Safety, Life Sciences, and Recycling.

Our Process Monitoring solutions enable customers to optimize industrial processes, ensure compliance, and improve operational efficiency. Instruments are deployed both in-field and in-line, where reliability, adaptability, and performance are critical.

The North America Process Monitoring Manager is a commercial leadership role responsible for driving sales growth, market share expansion, and operational excellence across the United States and Canada for the Process Monitoring product lines.

This role leads direct sales teams and works closely with channel partners, product marketing, and service organizations to execute strategic growth initiatives. The position is accountable for achieving quarterly and annual revenue targets, owning forecast accuracy, strengthening customer relationships, and developing a high-performing commercial organization.

The North America Process Monitoring Manager plays a key role in shaping regional strategy while ensuring disciplined execution aligned with Thermo Fisher Scientific’s mission, values, and commercial standards.

Key Responsibilities

Commercial Leadership & Strategy

• Achieve North America revenue and market share targets for the Process Monitoring product lines

• Develop and execute regional commercial strategy aligned with division objectives

• Own forecasting accuracy and pipeline management through disciplined SFDC utilization

• Provide strategic market intelligence and competitive insights to divisional leadership

• Drive growth through continuous improvement initiatives (PPI) within the commercial organization

Sales Team Management & Development

• Lead, coach, and develop a high-performing direct sales team across North America

• Support and align with channel managers and distribution partners

• Implement Thermo Fisher Scientific management processes, including:

  • Talent selection and hiring

  • Performance Management Discussions (PMDs) and Individual Development Plans (IDPs)

  • Incentive compensation planning

  • Ethics training and policy compliance

  • Employee engagement initiatives

  • Establish clear performance metrics and accountability standards

Customer & Market Engagement

• Build and maintain strategic relationships with key accounts, distributors, and industry partners

• Regularly visit customers and sales territories to identify growth opportunities and support complex sales cycles

• Ensure high levels of customer satisfaction and loyalty

• Escalate and resolve critical customer issues with urgency and professionalism

Cross-Functional Collaboration

• Partner closely with Product Marketing to drive effective lead generation and campaign execution

• Align with service teams to ensure strong post-sale support and customer retention

• Collaborate with global stakeholders to leverage best practices and share market feedback

• Develop sales synergies across business units where applicable

Operational Excellence & Compliance

• Fully implement commercial processes, systems, and procedures (including SFDC and forecasting tools)

• Champion PPI methodologies to improve commercial effectiveness and efficiency

• Ensure compliance with Thermo Fisher Scientific policies, financial guidelines, and applicable laws

Skills & Competencies

• Proven leadership experience managing geographically dispersed sales teams

• Strong customer focus and solution-oriented mindset

• Ability to lead change and drive continuous improvement

• Strong cross-functional collaboration skills across sales, marketing, operations, and manufacturing

• Experience with CRM systems (SFDC preferred) and financial analysis tools

• Excellent communication, presentation, and negotiation skills

• Ability to lead meetings, facilitate best practice workshops, and influence stakeholders at all levels

Qualifications

• Bachelor’s degree in Chemistry, Engineering, Physics, Business, or related discipline required

• 10+ years' sales experience within analytical instrumentation or industrial process monitoring markets with 2-3 years' experience in management

• Strong understanding of customer drivers and applications within Environmental and Process Monitoring sectors

• Demonstrated ability to set metrics and hold teams accountable for performance

• Proven track record of achieving revenue growth and margin objectives

Travel Requirements

• Approximately 30–40% travel within North America

• Regular customer, distributor, and team visits required

• Position Thermo Fisher’s portfolio as a strategic enabler of operational excellence.

Cross-Functional Leadership

• Coordinate with product management to align roadmap priorities with Data Center market needs.

• Partner with marketing to develop segment-specific campaigns and value propositions.

• Lead cross-functional initiatives to support large strategic bids or framework agreements.

Market Intelligence & Voice of Customer

• Gather competitive intelligence and market insights.

• Provide structured feedback on customer requirements, pricing dynamics, and technology trends.

• Contribute to long-range planning and strategic investment decisions.

Compensation and Benefits

The salary range estimated for this position based in Massachusetts is $130,900.00–$215,900.00.

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