Business Development Manager, Safety & Security — APJ

ThermoFisher Scientific; Singapore; On-site; SGD 153,000 - 230,000; Full time

Job 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 focuses on developing strategic government 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.

Qualifications

• 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 in Safety & Security, defense, homeland security or analytical instrumentation.
• Demonstrated ability to develop relationships with government decision makers and senior stakeholders.
• Strong understanding of government procurement, tenders, technical evaluations, and complex sales cycles.
• Experience across multiple APJ countries and cultures.
• Ability to operate effectively in a matrix organization, influencing country teams and partners without direct authority.
• Technical credibility in handheld analytical or detection technologies (FTIR, Raman, chemical identification, radiation detection, or CBRNe).
• Fluent English; additional Asian languages advantageous.
• Travel up to 50% across the region.

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 and long-cycle government programs.
• Navigate and influence a complex matrix of country managers, regional sales teams, channel partners, and global product teams.
• Develop and strengthen distributor and channel partner capability, coverage, and accountability.
• Position handheld FTIR, Raman, chemical identification, and radiation detection solutions based on customer requirements.
• Lead or support customer presentations, demonstrations, workshops, trials, and strategic account engagements.
• Develop account strategies, stakeholder maps, competitive positioning, and win plans for priority opportunities.
• Monitor market trends, government priorities, and emerging Safety & Security requirements.

Skills

Government market

Strategic account

Public safety

APJ experience

Salesforce

Stakeholder engagement

FTIR Raman

Negotiation

Presentation

Education

Bachelor’s degree in Chemistry/Physics/Engineering/Materials Science/Business

Advanced degree preferred

Tools

Salesforce

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

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.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.