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Job ID :
Location :
Australia - Adelaide
Job Description

This ANZ Sales Manager will oversee the materials and mineral’s sales team to meet or exceed product booking targets for APAC.
The role will be responsible for regional business planning, managing and forecasting sales pipelines, building and maintaining a high performance team, managing relationships with strategic partners, managing the sales process, coordinating the use of internal resources and negotiating and closing sales when appropriate.

Key Responsibilities:

  • Develop and maintain sales operating plan for territory that includes an opportunity map, target accounts, forecast, sales strategies and tactics, and resource requirements.
  • Understand the generic strengths and vulnerabilities of major competitors and develop sales strategies to respond effectively.
  • Develop profile of sales roles required and the competencies for each role to maximize performance in the region.
  • Ensure that the sales operating plan is consistent with overall business goals.
  • Provide input into the Annual Operating Plan and participate in –planning and review meetings.
  • Ensure that management is provided with realistic sales forecasts and is kept aware of any significant changes or developments.
  • Ensure that the sales pipeline is filled with opportunities at various stages of the sales cycle.
  • Regularly review the forecast, pipeline and sales strategies with individual sales representatives.
  • Assess sales opportunities early in the sales cycle to ensure sales force is pursuing appropriate opportunities and working effectively.
  • Develop a strong, results-driven, team-oriented culture.
  • Set expectations and monitor performance of sales representatives against specific competencies and activity levels.
  • Hire and develop the sales team with appropriate skills and experience to meet performance expectations.
  • Conduct regular regional meetings to share best practice, review performance against targets, and conduct informal training.
  • Arrange activities with partners in support of joint sales engagements and support marketing efforts of partners for existing and potential customers.
  • Ensure resolution or escalate issues that arise through pursuit of opportunities with partners.
  • Stay current with partners strategies, direction and operations and mobilize the appropriate partners to pursue specific opportunities.
  • Support sales representatives in creating strategies for dealing with obstacles, customer objections, or competitive situations.
  • Make regular sales calls with sales representatives to establish executive level presence in key accounts, and build understanding of customer and sales issues.
  • Identify the cost of pursuing sales opportunities and manage appropriately.
  • Support implementation of customer relationship management processes and systems.
  • Ensure implementation schedules and support activities are aligned with commitments to customers and to management.
  • Monitor the utilization of regional resources to ensure they are properly leveraged relative to deal closure, probability and opportunity size.
  • Manage the contract review process and lead negotiation in large projects.
  • Ensure pricing proposals that are outside the norm receive appropriate approvals.
  • Ensure that any major conflicts with customers around customer service level and billing issues are resolved.
  • Proactively meet with customers on regular basis after close of deal to ensure customer satisfaction.

Minimum Requirements/Qualifications:

  • Bachelor’s degree with preferred sales/marketing emphasis.
  • Minimum 10 years’ experience with a successful track record in Sales, preferably with process, analytical or scientific markets.
  • Capital equipment sales and experience in selling to dealers and distributors.
  • Resource planning and contract terms and conditions.
  • Sound knowledge of the mining industry involving specialised high-value capital equipment and associated after-market services.
  • Excellent communication, negotiation, and presentation skills.
  • Flexibility to adapt to changing market business needs.
  • Ability to develop credibility with the team, to motivate and drive accountability.
  • Self-motivated; bias for action and use of Lean Tools and 5S.
  • Strong computing skills and experience with Excel, MS Office, Power Point, MS Project.
  • Ability to develop high levels of credibility and forge solid and positive professional relationships with customer, subordinates, peers, and management.
  • Strong problem solving and decision making skills.

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.
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