Director, Sales - Chromatography & Mass Spec

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 Summary:

You will be a key member of the Americas Chromatography and Mass Spectrometry commercial leadership team, providing strategic guidance and leadership to the Chromatography and Consumables North America sales teams. A key objective of the Sales Director role will be to ensure revenue targets are met while improving the sales process, along with forecasting, leading and building a successful sales team. The incumbent will also establish strong relationships with our customers and Business Unit Stakeholders for the region. You will build a clear vision and strategy across a functional commercial model, highly technical and diverse product and solutions portfolio.

To be successful in this role the ideal candidate will have a proven track record of bringing new business with the ability to create strategic plans capable of adapting to the ever-changing landscape.

Key Responsibilities

Sales Strategy

• Define, plan and set the commercial direction for the business applying innovative techniques to drive increased customer value and market penetration
• Work with the product line teams to develop the channel and go to market strategy to enhance commercial reach.
• Implement key objectives aligned with established business goals, strategy and processes.
• Maintain an awareness of, and exercise judgment in, such areas as market conditions, competitive activities, general economic conditions and governmental statutes and regulations.
• Drive overall execution of instrument and consumables sales within the region to include establishing and maintaining business plans within each market segment, setting appropriate sales targets, ensuring accountability to achieving these targets and associated commercial processes.
• Responsible for delivering to Annual Operating Plan (AOP) goals for bookings, revenue and overall profitability.
• Supports the annual strategic planning process (development and execution).
• Maintain relationships at senior levels with large customers (or customers with large potential or strategic value).
• Strategically lead diverse, highly technical and geographical customer base with understanding of regulations within specific North America countries

Sales Process and Execution

• Develop and excute plans to achieve sales targets, grow customer base and market share.
• Ensure the successful tactical implementation of sales plan based on the established forecast with overall responsibility for commercial performance.
• Drive collaboration with Business Unit product line and functional teams across a highly matrixed structure.
• Establish and maintain strong long-lasting customer relationships by effectively communicating our unique value proposition.
• Work closely with the Finance Director to effectively manage the expense budget.

Sales Structure, Organization and Leadership

• Effectively lead and build a high performing commercial sales team by hiring top talent, addressing talent gaps, upskilling and providing career guidance.
• Embrace and live our 4 values “I” values (Intensity, Integrity, Innovation, and Involvement) and ensure all activities are carried out in accordance with these values.

Minimum Requirements/Qualifications

• MS degree in related Science or Business based disciplines
• Additional MBA/other financial degree (desirable but not required)
• 10-15 years proven experience and track record in a commercial sales role
• High degree of technical acumen in chromatography and consumable product mix

Skills and Attributes

• Strong knowledge of financial and business operations with proven ability to drive growth and operational efficiencies.
• Ability to develop creative growth strategies and successfully execute them.
• Strong leadership skills with the ability to coach, mentor and lead employees to achieve performance objectives.
• Strong collaborative track record with experience in a multi-divisional matrix organization.
• Excellent communication skills, both written and oral.
• Self- motivated; bias for action.
• Effective negotiating and influencing skills.
• Ability to travel 50% of the time, mainly within the North America Region

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 complex 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.

Accessibility/Disability Access

Job Seekers with a Disability: Thermo Fisher Scientific offers accessibility service for job seekers requiring accommodations in the job application process. For example, this may include individuals requiring assistance because of hearing, vision, mobility, or cognitive impairments. If you are a job seeker with a disability, or assisting a person with a disability, and require accessibility assistance or an accommodation to apply for one of our jobs, please submit a request by telephone at 1-855-471-2255*. Please include your contact information and specific details about your required accommodation to support you during the job application process.

• This telephone line is reserved solely for job seekers with disabilities requiring accessibility assistance or an accommodation in the job application process. Messages left for other purposes, such as not being able to get into the career website, following up on an application, or other non-disability related technical issues will not receive a response.

Compensation and Benefits

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