Sales Manager (m/w/d) Chromatography and Mass Spectrometry

工作内容

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 $24 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.

Sales Manager (m/w/d) Chromatography and Mass Spectrometry

Location: Home office based role in Southern Germany

Position Summary

The Sales Manager Chromatography and Mass Spectrometry is a key commercial leadership role within the Chromatography and Mass Spectrometry Division of Thermo Fisher Scientific. In this role you will be responsible for leading commercial activities as well supporting your team(s) in achieving and exceeding sales quota for your defined territory/ assigned accounts through sales of the entire Chromatography and Mass Spectrometry product portfolio.

This position requires a self-motivated individual with entrepreneurial skills and strong leadership skills who is responsible for achieving sales goals and who has the ability to determine strategies to maximize revenue contributions.

You need to be able to operate in a competitive environment and grow business and opportunities to enhance market share for your area of responsibility. The Sales Manager Chromatography and Mass Spectrometry will guide a team to maintain through effective customer relations, developing opportunities for growth for new and existing customer base, and assuring market penetration and profitability to reach long-term commitments. Additionally, you will also support cross-selling activities within Thermo Fisher Scientific.

Key Responsibilities

• Manages pricing and strategic direction within territory to control profitability. Leads team to produce profitable sales at or above the commitments in the business plan. Identifies and develops new market opportunities and strategies to drive growth in a dynamic environment.
• Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies; Maintains pipeline of opportunities to meet or exceed sales objectives
• Supports sales team by visiting customers regularly to promote strategic relationships and to identify new business opportunities; Ability to navigate complex customer situations to close business by demonstrating technical credibility to effectively consult with customers and to influence key decisions on technology and product choices.
• Drives the sales planning process, establishes and administers sales targets and objectives, provide bookings forecasts and ensure the attainment of cost budgets.
• Data-based strategy deployment and utilizes metrics to drive performance improvement/accountability
• Reviewing, maintaining and managing compliance to Key Performance Indicators (KPI’s) as set by sales leadership in the driving of commercial activities in region.
• Assesses the existing sales organization and determine the optimal organizational design, strategic direction and tactical implementation necessary to meet the revenue and growth goals.
• Focuses on team development, building a talent pipeline and commercial skills training.
• Interacts at a strategic level with key business partners on internal and external issues to address the market needs and analysis
• Be responsive to customers’ needs, as well as to conditions and trends that affect them and work independently to manage customer relationships.
• Demonstrates technical credibility to effectively consult with customers to influence key decisions on technology and product choices.; Always represents Thermo Fisher Scientific in a professional manner
• Commercially aware and responsive to the conditions that affect the business. These conditions include knowledge of competition – their products, pricing, procedures and personnel; of customers – their organizations and procedures; of the industries represented by customers.; drives this awareness within the team
• Exchange of account information and Sales Leads within and across Thermo Fisher Scientific commercial divisions
• Responsible for the yearly planning of the future financial performance of the company by providing insight into the prospects for growth in the defined territory.
• Work cooperatively and effectively with immediate colleagues in the Thermo Fisher Scientific Sales and Service groups as well as with other Thermo Fisher Scientific colleagues to ensure at all times a high level of customer satisfaction with our products and services; encourages team to act as “one” face to the customers
• Understands when to collaborate and lead coordination efforts with application resources, sales specialists, and services teams
• Utilizes divisional resources in the performance of all responsibilities.
  

Minimum Requirements/Qualifications

• Minimum of a Bachelor’s degree in a scientific discipline preferably with a strong sales or technical background in Chromatography;
• Experience in managing a team with focus on developing talent
• Strong background in achieving sales quotas
• Ensures that all activities are carried out in accordance with Thermo Fisher Scientific policies, compliance regulations and applicable laws; Represents Thermo Fisher Scientific by clearly and consistently communicating Thermo Fisher Scientific mission, vision, values and objectives to end-user customers
• Knowledge of Chromatography and knowledge of Mass Spectrometry is highly desirable;
• It’s an advantage to have a broad familiarity with one or more of the following industries: Pharmaceutical, CRO, Environmental, Food/Flavors, Clinical, Toxicology, Forensics and Chemical Industry;
• Focuses on results and achieving work objectives. Good understanding of commercial business and financial aspects.;
• Experience of using a CRM and MS office tools (including Outlook).
• Must be fluent in English and other languages as need in the assigned region
  

Non-Negotiable Hiring Criteria

• Excellent communication and presentation skills (both written and oral);
• Excellent time management and ability to multitask;
• Highly motivated and sales driven/ strong customer focus with the ability to be creative in developing tactical sales plans and executing these in a timely fashion to deliver results;
• Used to operate in a multi-layer environment (scientific and commercial stakeholders);
• Attention to detail and accuracy;
• Team player with ability to interface across internal and external complex matrix organizations;
• Ability to work on own initiative and to meet deadlines and targets;
• A good level of interpersonal, motivational and organizational skills;
• Demonstrate Thermo Fisher Scientific values– Integrity, Intensity, Innovation and Involvement
  

Travel Requirement

• Travel requirement for this role is up to 60%
  

At Thermo Fisher Scientific, each one of our 80,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.