Job DescriptionProvides strong strategic and operational leadership to team of Technical Sales Specialists (TSS) responsible for the Chromatography & Mass Spectrometry Products and Markets in the Americas region to ensure that CMD growth targets are met across all Product lines and focus Markets over the STRAP horizon. Ensures that teams operate within regional goal trees in areas of booking/revenue growth, sales process optimization, BU collaboration, funnel development and employee development. Embrace and live 4I values. Leads Sales specialists ensuring alliance across all business areas within region and wider areas. Works closely and drives business growth with all regional managers, CMD Sales Support, CMD Marketing, Regional IES Service Lead to ensure optimal account and business development.Commercial Leadership:
Direct management of all Technical Sales Specialists groups across the AMER region, including Technical Sales Managers (B8)
Leads and controls all Sales activities for the related Products Line
Achieve quarterly and annual sales plan for bookings and revenues for the assigned PL in North America
Provide strategic guidance and operational support to regional Sr. Directors and Sales Managers to enable growth and market share gain.
Active collaboration with BU/BUs leadership team to develop strategies and action plans and tactics to increase our market penetration.
Active collaboration with Divisional Vertical Marketing and Regional Marketing leadership team to develop strategic plan dedicated to the AMER Region.
Keep regular connection with IES and Application support organization to make sure to increase our ability to meet customer request. Provide to the AMER Region commercial team market and products insights.
Participate to Commercial Leadership meeting.
Always ensure highest professional relationship with our customer base to achieve customer loyalty. Escalate issues if necessary and solve critical tasks in the fastest way possible.
Establishes and controls expense budgets for team and works closely with finance/commercial partners.
Provide strong strategic and operational leadership aligned with Goal Trees. Manage action plans to build and maintain core business processes and procedures, designed to increase customer satisfaction.
Collaborate with all Thermo Fisher teams and drive process improvement initiatives.
Monitor territory and product mix performance (KPI’s) and implement corrective / growth measures where necessary.
Actively manage the success and optimize the use of resources of your team in a matrix organization to support commercial growth in AMER region.
Selling Agility
Utilizes all sales key performance indicators to drive specific initiatives and to support feedback and/or recommendations to business partners
Analyses team territory and prioritizes team activities to drive maximum results
Oversees team pipelines to ensure accuracy, timeliness and provide strong business signal
Describes and teaches sales processes for successful sales strategy execution
Drives best practices on opportunities management amongst the team to produce desired behaviors
Provides improvement suggestions to sales operations to minimize use of off-line reporting tools
Technical
Coaches team to understand competitive landscape and how this relates to customer workflows
Assesses the team's understanding of the competitive landscape and brings in necessary resource to close competitive intelligence needs
Aware of competitor eco systems in assigned territory and uses as a potential talent pool
Coaches team to understands the product portfolio and how this relates to key application areas
Ensures balanced selling across full portfolio and identifies any potential training gaps within team
Effectively navigate in the organization to bring in the technical expertise based on team needs
Know the customer
Role models balancing customer needs and expectations
Successfully coaches team on solution selling to anticipate customer future pain points and workflows.
Creates a responsive team that monitor to customer needs and act quickly to resolve customer issues
Actively coaches teams on how to interact and succeed with customers and how to turn a negative experiences into future opportunities
Self-Leadership
Fosters and facilitates an environment in which colleagues leverage long term relationships and teamwork to achieve business objectives
Champions and recognizes effective communication across global teams across Thermo Fisher
Sets goals to translate strategies into rigorous operating plans
Challenges the team to bring new perspective forward to overcome difficulties to achieve business objectives
Minimum Requirements/Qualifications:
MS degree preferred, Bachelors degree required in Science or Business based disciplines
15+ years commercial business experience; distribution or international experience required
Extensive people leadership track record, to include managing within a matrixed environment with the ability to inspire, influence and lead others
Knowledge, Skills and Abilities:
Strong coaching and developing skills
Demonstrated commitment to the customer
Ability to build and maintain processes and procedures
Excellent communication skills, both written and oral
Familiarity with commercial sales and marketing tools to capture and understand the market preferred
Advanced PC skills
Ability to generate and maintain information to provide feedback on performance
Experience to plan & prioritize multiple tasks and projects.
Reflector style – able to learn from mistakes and always wants to achieve best possible performance
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.Apply today! http://jobs.thermofisher.comBenefits: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.Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any otherThermo 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.