Senior Manager, Instrument Sales

Job Description

From sample to knowledge to results, the Chromatography and Mass Spectrometry business develops and manufactures leading-edge chromatography and mass spectrometry instruments, consumables, and software solutions for customers working in the analytical sciences (routine testing markets) and scientific research. Our complete workflow solutions enable productivity and efficiency for customers performing food and beverage testing and manufacturing, environmental and industrial testing, biopharma QA/QC, toxicology, and anti-doping. For scientific research customers, our products support a range of focus areas, including proteomics, metabolomics, drug discovery, and clinical research.

Position Summary

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 utilizing weekly accurate forecasting activities. 

While complying 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.

Successful Candidates will display a strong people leadership track record, to include managing within a matrixed environment with the ability to inspire, influence, and lead others.

Main Activities / 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 Organisation for the assigned PLs
• Assess the existing sales organization and determine the optimal organizational design, strategic direction and tactical implementation necessary to meet the revenue and growth goals.
• 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 highest professional relationship with our customer base to achieve customer loyalty and escalate issues (if necessary), 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 synergies with other divisions within the Country and in region
• Follow our ethical business conduct guidance
• Responsible for the completion of the annual Performance Management & Development (PMD) process of his team.
• Display a keen understanding of ethics and compliance for the industry
• Manage day to day operations like holiday administration, trainings, expenses reports
• Act as an active member of the leadership team in region.

Competencies:

Commercial Effectiveness 

• Drive the sales planning process through sales, establish and coordinate sales targets and objectives, provide bookings forecasts and ensure the 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 

Drive Growth

• 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 dynamic environment. 
• Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies. 
• Ability to navigate complex customer situations to close business. 
• Manage 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 sales objectives 

Leadership

• Assess the existing sales organization and determine the 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. 
• Demonstrate technical credibility to effectively consult 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. 

Job Qualifications

• Strong background in sales with proven revenue attainment.
• 7+ years managing others required
  • Experience leading a territory at or above $100M, while managing 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.
• Minimum BSc in science with relevant sector experience in Life Sciences/Analytical Instruments.
• Have good product knowledge of Chromatography and Mass Spectrometry products.
• Strong interpersonal, oral, and written communication, and presentation skills.
• Computer proficiency in MS Office and the internet.
• Organizational skills, ability to multi-task and meet deadlines.
• Proven commercial excellence working in matrix environment.
• Ability to travel to customer locations up to 70% including overnight travel.
• Demonstrates the Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement.

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.

Benefits:

We offer competitive remuneration, annual incentive plan bonus scheme, healthcare, company pension/retirement, 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.