Manager, Instrument Sales

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 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 and 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.

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.