Manager, Instrument Sales

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.

The Senior Manager, Sales controls all direct and channel Sales activities within territory for our Chromatography & Mass Spectrometry Product Lines, contributes to the overall Sales goals by achieving Country quarterly and annual targets by using weekly accurate forecasting activities. While aligning with the company’s T&C and financial guidelines, the Senior Manager will be responsible for achieving a high level of customer satisfaction/loyalty (Customer Allegiance Score) by building a strong, motivated team through management and personal development of its members and driving the quality of implementation through continuous improvement. Work closely with Chromatography and Mass Spectrometry technical sales specialist organization to improve sale activities, connect and integrate consumables across instrument sales, application, and marketing programs. Collaborate closely with Business Unit to ensure we have the relevant portfolio offering, positioning strategy, and marketing programs to accelerate market share growth. Successful Candidates will display a strong people leadership track record, to include leading within a matrixed environment with the ability to inspire, influence, and lead others.

Key Responsibilities:

• Achieve Country/District quarterly and annual sales plan for bookings and revenues.
• Define local Strategy and tactics through sales activities within the territory and ensure timely and high-quality sales reporting like leads funnel and forecast, business reviews using Company’s tools and software.
• Responsible to fully implement all business processes, procedures and programs related to the Commercial Organization for the assigned PLs
• Ensure appropriate execution plan setting common sales activities’ metrics for Account Managers.
• Act as a “multiplier” manager, ensure individual development plan for each member of the team with regular coaching activities.
• Always ensure the highest professional relationship with our customer base to achieve customer loyalty and raise issues (if vital), to solve critical tasks in the fastest way possible.
• Work closely with the Field Service organization and Application Support team for optimizing the “one CMD” face to the customer.
• Develop sales alignments with other divisions within the Country and in region.
• Follow our ethical business conduct guidance.
• Display a keen understanding of ethics and compliance for the industry.
• Lead day to day operations like holiday administration, trainings, expenses reports.
• Act as an active member of the leadership team in region.

Sales Agility

• Drive the sales planning process through sales, establish and coordinate sales targets and objectives, provide accurate bookings forecasts and ensure attainment of cost budgets.
• Process oriented, data-based strategy deployment and applies metrics to drive performance improvement/accountability.
• Support sales team with customers meeting to promote strategic relationships and to identify new business opportunities.
• Lead pricing within territory to control profitability.

Results Leadership

• Lead team to produce profitable sales at or above the commitments in the business plan.
• Identify and develop new market opportunities to drive growth in a complex environment.
• Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies.
• Ability to navigate complex customer situations to close business.
• Lead strategic direction for the territory; Develop sales strategies to meet plan and expand business within assigned territory; maintain pipeline of opportunities to meet or exceed quarterly sales objectives
• Demonstrate technical credibility to effectively collaborate with customers to influence key decisions on technology and product choices.
• Maintain awareness of competitor and industry activity and keep informed of new products/services of interest to customers incorporating this data in the business plan; Introduce new products and services.
• Positively always represent Thermo Fisher Scientific throughout customer locations.

People Leadership

• Assess the existing sales organization and resolve optimal organizational design, strategic direction and tactical implementation necessary to meet the revenue and growth goals.
• Focus on team development, building a talent pipeline and commercial skills training.
• Interact at a strategic level with key business partners on internal and external issues to address the market needs and analysis.
• Responsible for the completion of the annual Performance Management & Development (PMD) process of their team.

Specific Measures

• Financial Performance
• Bookings (vs. AOP and growths vs. same period previous year)
• Revenue (vs. AOP and growths vs. same period previous year)
• Reporting Performance
• Providing regular rolling forecast – complete, on time and accurate
• Management Reports – Quarterly Management Reports

Minimum Requirements/Qualifications:

• Strong background in sales with confirmed revenue attainment.
• 5+ years leading a team required.
• Experience leading a high value territory, while advising a team of 8-12 of Sales Representatives that are operating at or above goal a huge plus.
• Experience building effective district level plans with measurable results a plus.
• Demonstrate strong market knowledge and deep experience in the Applied Markets and Life Science Markets.
• A minimum of a BSc degree in a science-based subject or equivalent is required, with 10+ years experience Chromatography and Mass Spectrometry.
• Have good product knowledge of Chromatography and Mass Spectrometry products.
• Organizational skills, ability to multi-task and meet deadlines.
• Validated commercial excellence working in matrix environment.
• Demonstrate extensive experience in assisting sales teams with prospect cultivation and have at least 5 years successful experience of selling via 3rd party distribution organizations.
• Must be customer-focused with the ability to develop collaborations with key accounts and end users.
• Excellent business insight with the ability to take a strategic perspective beyond immediate role/responsibility.
• Strong written and verbal communication skills, ease communicating regularly with technical and business teams across multiple sites and demonstrate a strong executive presence.
• Ability to attend trade shows and investigate product/market opportunities.
• Exceptional problem solving and troubleshooting skills are required.
• Computer proficiency in MS Office Suite to create notes and presentations.
• Ability to travel to customer locations up to 80% including overnight travel.
• Demonstrates the Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement.

Benefits

We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve sophisticated scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

Apply today! http://jobs.thermofisher.com

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.

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