Business Development Manager, Safety & Security — APJ

Work Schedule

Environmental Conditions

Job Description

Position Summary

Thermo Fisher Scientific is seeking an experienced Business Development Manager, Safety & Security — APJ to drive growth of our handheld chemical identification and radiation detection portfolio across Asia Pacific and Japan.

This role will focus on developing strategic government and public safety opportunities, building access to key decision makers, and leading complex pursuits across a matrix of country managers, sales teams, channel partners, and global product teams.

The successful candidate will combine strong commercial leadership, government market experience, technical credibility, and the ability to confidently position handheld FTIR, Raman, and radiation detection systems in mission-critical applications.

Key Responsibilities

• Develop and execute the APJ growth strategy for Safety & Security markets.
• Build relationships with senior decision makers across government, defense, law enforcement, border security, emergency response, and critical infrastructure.
• Identify, qualify, and convert high-value opportunities, including complex tenders, evaluations, and long-cycle government programs.
• Navigate and influence a complex matrix of country managers, regional sales teams, channel partners, and global product teams to drive consistent execution.
• Develop and strengthen distributor and channel partner capability, coverage, and accountability across the region.
• Position handheld FTIR, Raman, chemical identification, and radiation detection solutions based on customer mission requirements and operational workflows.
• Lead or support customer presentations, demonstrations, workshops, trials, and strategic account engagements.
• Develop clear account strategies, stakeholder maps, competitive positioning, and win plans for priority opportunities.
• Monitor market trends, government priorities, competitive activity, and emerging Safety & Security requirements.
• Provide market intelligence and input to regional business planning, product strategy, QBRs, MBRs, and STRAP.
• Maintain strong pipeline discipline, forecasting accuracy, and opportunity management through Salesforce.

Qualifications & Experience

• Bachelor’s degree in Chemistry, Physics, Engineering, Materials Science, Business, or a related discipline; advanced degree preferred.
• 8+ years of successful business development, technical sales, or strategic account management experience in Safety & Security, defense, homeland security, analytical instrumentation, or related markets.
• Demonstrated ability to develop relationships with government decision makers and senior stakeholders.
• Strong understanding of government procurement, tenders, technical evaluations, and complex sales cycles.
• Proven experience working across multiple APJ countries and cultures.
• Demonstrated ability to operate effectively in a matrix organization, influencing country teams and partners without direct authority.
• Strong experience managing or developing distributors and indirect sales channels.
• Technical credibility in handheld analytical or detection technologies, ideally FTIR, Raman, chemical identification, radiation detection, or CBRNe applications.
• Excellent presentation, negotiation, communication, and executive engagement skills.
• Strong strategic planning, commercial judgment, and opportunity management capability.
• Salesforce or equivalent CRM experience.
• Fluent English; additional Asian languages advantageous.
• Ability to travel up to 50% across the region.