The Ion Chromatography/ Sample Preparation (IC/SP) Senior Market Development Manager, APAC will support the Commercial Organization and Business Unit to facilitate and execute Marketing actions and initiatives aimed to drive the growth of Thermo Scientific Ion Chromatography and Sample Prep market share in the APAC Region.
The role demands for proactive leadership and management in driving initiatives
to grow sales and revenue in the assigned territories. Intense engagement and cooperation with the Sales and Specialist teams will be instrumental in gathering feedback on market trends and competitive dynamics. The function will have complete responsibility over the definition, execution and tracking of the required tactical plans to ensure business growth and sustainability in response to the market’s requirements in the APAC region.
The function will also be responsible for aligning specific market applications demand with the Business Unit and local Commercial and Marketing organizations and determining key strategic and/or tactical applications both in terms of technical requirements and specifications.
Specific Responsibilities Include
Support the APAC Commercial Operations teams in achieving AOP bookings and revenue
Manage QMI process and Tiger Teams for the APAC Region
Act as the point of contact for Commercial Sales on all issues which will drive
orders and revenues in the region.
Initiate, develop and drive promotions
Implement tracking of the activities to determine ROI and ensure consistency and
Suggest and develop territorial base tactical actions.
Implement and manage QMI feedback process to the Business Unit on specific competition information, strategies and tactics and manage accomplishment of required follow-up action items.
Develop Marketing Plans for the Region
Contribute to strategic planning bringing knowledge of assigned markets in the APAC region
Implement specific strategies for business growth in cooperation with Sales Leaders and Commercial Operation (CO) Teams
Plan, develop, message and deliver marketing programs for the region in line with the BU and Divisional Marketing organizations
Implement and manage Seed Unit Program
Drive seed unit program by managing the approval process, tracking and monitoring, as well as seed unit inventory.
Manage BU Commercial Plans
Define plan and deploy execution of New Product Launches in the APAC region, and in alignment with BU NPDI
Define training Planning and deployment for Sales Support Team and Sales Engineers
Manage Voice of the Customer (VoC)
Travel with territory sales personnel to provide support in the execution of the
tactical messaging for the product line
Collaborate and maintain relationships with Key Customers and maintain reference customers to help sales in the region
Give sales presentations and applications, technical and commercial
presentations in support of seminars, conferences and meetings as needed/ applicable
Involve and lead the CO specialist and demo chemist team in sharing field
feedback with Product Line (PL) in a structured fashion
Provide commercial and technical support to CO team
Manage regional Forecast
Help manage forecast on a monthly basis for both bookings and revenues
Provide input for the Advanced demand planning to ensure proper sourcing programming
Participate in Sales Conference Calls and SIOP processes.
Achieve Regional Market growth target
On-time & on-budget development and delivery of marketing programs for the
annual marketing plan
Planning and execution of commercial training programs in the region
On-time execution of NPI
Track and report market growth & revenue generated from new applications in
Execution on EBITA growth tragets
Bachelors degree and 8-10 years experience in Technical Sales/Marketing within
Analyitica Instrumentation segment. MS, Ph.D. or MBA highly desirable.
Fluent in Mandarin Chinese (candidates with advanced knowledge of the language and willingness to continue education will be considered)
Fluent in English
Professional selling and account development skills
Excellent communication skills (written and verbal)
Demonstrated leadership and project management experience
Experiences in International Business
Sound product knowledge
Willingness to travel extensively within the APAC region
Ability to understand technology and articulate strong customer value/benefit
Strong Project/process management skills.
Independent, assertive, self-starter with the ability to work as part of a diverse
and global team.
Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation