When you’re part of Thermo Fisher Scientific, you’ll do challenging work, and be part of a team that values performance, quality and innovation. As part of a successful, growing global organization you will be encouraged to perform at your best. With revenues of $20 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world.
This role is a senior sales position managing and leading the sustained growth of the CMD product portfolio within the emerging markets defined territory. The role requires a combination of sales, marketing and distribution management skills and will be responsible for developing a plan for expanding the CMD performance and market share via distributors within the territories. It includes managing the distribution channel on a day to day basis but will be heavily focused on identifying potential growth opportunities and developing strategies and skill sets within the channel to exploit the available opportunity. Reporting solid line to the Sr. Director Channel Management, Emerging Markets, the job holder will closely communicate with Sr. Manager, Sales Development, Technical Sales Specialists and the Sr. Manager Sales Support, Emerging Markets. The Business Development Manager will be responsible managing the strategic and commercial relationships with the distribution channel. The role will have responsibility for all ATBU and LSBU products with the exception of CCS, LACI and Informatics.
Essential Duties and Responsibilities
The role has the following key activities within the territory:
To lead, find, create and deliver success on key growth opportunities for CMD products in line and above with the organizations AOP and growth expectations within the defined territories via indirect distribution sales channels.
To develop a plan for expanding the effectiveness of the current CMD presence in the region including commercial and applications support.
To work with the relevant technical sales and sales support specialists within the emerging markets team, regional marketing and across the various business units to define and execute strategies to drive market share expansion within the region.
To own timely and accurate forecasts for the CMD product lines for all regions of responsibility and to maintain the business pipeline within SFDC. To review the forecasts with the technical sales teams and sales management on a regular basis
To develop and support the network of CMD appointed distributors in the region. To identify potential new partners and manage the relationships within poorly performing territories, that is to develop a highly capable, motivated and performing distributor network
To work with the technical sales team to ensure that the distribution channel are updated with new product information, marketing material and specific promotions and give direction on how to deploy into the market.
The job holder will be expected to:
develop, implement and monitor a holistic CMD sales strategy for the territory and individual countries within it.
develop, arrange and deliver customer seminars and workshops
work with any relevant alliance partners on activities in the region
Support the corporate key accounts within the region and ensure that the strengths of the CMD portfolio are well communicated to the end users within the account.
Ensure that the region is consistently and effectively represented supplying in-bound marketing intelligence (in communication with the relevant Marketing Managers and the Commercial General Manager)
Set up appropriate communication with other divisions and businesses of Thermo Fisher Scientific to ensure efficient lead exchange and a consistent approach to turnkey cross-divisional projects.
Implement management processes that ensure consistent, timely and successful execution of sales team’s strategies and objectives.
Represent Thermo Fisher Scientific in the region by clearly and consistently communicating Thermo Fisher mission, vision, values and objectives
Financial Performance for the product lines covered
Bookings (vs. AOP and growths vs. same period previous year)
Revenue (vs. AOP and growths vs. same period previous year)
Providing regular rolling forecast – complete, on time and accurate
Management Reports – Quarterly Management Reports
Performance against Thermo Fisher Scientific Corporate Values
Non-Negotiable Hiring Criteria:
Degree level qualification or equivalent professional qualification and at least three years work experience in Chromatography and Mass Spectrometry or a similar scientific based discipline. At least 5-7 years sales experience (at least domestic sales, preferable export sales) Track record in achieving or exceeding business objectives on a consistent basis Exceptional verbal and written communication skills in English, Russian, Polish and/or Turkish would also be desirable. Current driving license
Candidates with the following additional attributes will be preferred;
Experience of business-to-business interactions Highly customer-focused with the ability to develop collaborations with key accounts and end users. Strong written and verbal communication skills and feel at ease communicating regularly with technical and business teams across multiple sites and multiple cultures Ability to attend trade shows and investigate product/market opportunities Exceptional problem solving and troubleshooting skills are required. Ability to manage deadlines in a fast paced environment and leverage external and internal resources to resolve issues and meet customer needs
Place of work:
This role requires a high percentage of travel within the territory (>60%) plus occasional other regions where circumstances require international travel.