Thermo Fisher Scientific Sr Sales Manager, Technical Sales Specialists in Boston, Massachusetts
Job Title: Senior Regional Technical Sales Manager
Direct Report To: Global Sales Director, PCS
Group/ Division: BPG/PCS
Career Band: 8
Career Track: Management
Position Location: Northeast US (Baltimore/Washington DC, Philadelphia, Boston)
Number of Direct Reports: 6
When you are part of Thermo Fisher Scientific, you will perform 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.
Thermo Fisher Production Chemicals and Services is an extension of our customers' supply chain management team, offering customers a range of supply chain solutions that can dramatically improve manufacturing and production operations. We understand the minor and major implications that affect the biopharma production chemical and materials space. Without compromising quality, we help customers' mitigate risk, increase productivity, and reduce costs so they can more effectively bring lifesaving therapies to the marketplace.
The Sales Manager is responsible for developing, managing and executing sales strategy; sales plans; setting and measuring sales goals; negotiating customer contracts; maintaining senior level customer relationships; managing vendor partner relationships; and managing and developing the regional technical sales specialists assigned to their Region.
Develop and execute a strategic and tactical sales plan to ensure revenue and gross margin objectives are met by using company defined financial models and SalesForce.com
Facilitate connection with appropriate Thermo Fisher team partners in strategic execution at the top tier strategic accounts including BioProduction Division (BPD), BioProduction Account Manager (BAM), Regional Managers, BioProduction Core Account Managers (CAMs), and Thermo Fisher Scientific Corporate Account Managers.
Develop and deploy a commercial strategy to support further investment in the Region.
Develop direct reports selling skills with deal management and large account management.
Develop strategy to incorporate and compliment the Thermo Fisher objectives into the overall key account strategy.
Develop and improve high level customer relations to improve position and profitability at customer accounts by working with manufacturers to sell process chemicals and associated chemical management services following cGMP standards.
Work to drive product sales to support vendor partnerships and develop new vendor relations that compliment current product portfolio, actively promote core products and value-added services.
Assist commercial team to identify opportunities and quantify return-on-investment for supply chain services, new products, and vendors that will strategically position the business for sustainable growth.
Manage employee development, train and promote growth and development.
Work with team members to establish goals for their territories/accounts and advise on ways to improve sales performance, achieve goals and obtain expected quotas.
Help team members identify and satisfy customer requirements and meet the needs of valued business opportunities.
Use data to understand sales performance and needed corrective actions.
Use sales automation to reinforce sales process and measure sales effectiveness.
Bachelor's Degree or equivalent experience in appropriate specialty (preference for business, marketing, chemistry, biochemistry, or engineering). Advanced degree preferred.
Eight + years of proven business development, sales and closing experience.
Two or more years of experience leading a sales team with direct reports.
Experience selling and knowledge base in Life Sciences, Production Chemicals, and/or Supply Chain.
Experience working and selling in a channel environment, including expertise optimizing supplier collaboration to drive sales.
Exhibits bias towards accomplishing sales results via defined processes and sales disciple best practices.
Proven ability to develop insightful business strategy when facing complex selling situations.
Proven ability to identify comprehensive and detailed strategies and tactics at the customer level to accomplish the desired growth.
Ability to collaborate and interact with cross functional teams and matrix partners to achieve business results and drive sales/account strategies.
Strong understanding and fluency in technology and chemistry and have the ability to respond to technical questions, common inquiries and complaints and the ability to effectively present information to engineers, managers and purchasing agents/ managers.
Excellent written and oral communication skills with effective strategies for interacting with a wide variety of audiences.
Proficient computer skills (including Microsoft Office, email, PowerPoint and spreadsheet analysis).
Willingness and availability to travel overnight up to 50% to visit customers, supplier facilities, and attend trade shows.
Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.
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