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Sr. Manager Sales, CMD Chromatography Consumables – EMEA

Sr. Manager Sales, CMD Chromatography Consumables – EMEA

Thermo Fisher ScientificNorge
6 days ago
Job description

Position Summary

Provides strong strategic and operational commercial leadership to the EMEA Chromatography Consumables Sales (CCS) teams across channel partners to ensure bookings and revenue targets are met. Focus will be on achieving meaningful growth and market share increase and developing the right organisational structure and networks to achieve this. Collaborates closely with Chromatography Consumables business unit to ensure we have the relevant portfolio offering, positioning strategy, and marketing programs to accelerate market share growth. Ensures that teams operate within CMD goal tree in areas of revenue growth, sales process optimization, expense control, productivity as well as organisational and employee development. Adopt and live 4I values. Ensures and drives alliances across all business areas and divisions.

Key Success Measure

Success will be defined by significant overachievement of the annual operating plan across the diverse EMEA region.

Commercial Leadership

  • Responsible for all commercial activities in EMEA for CMD Chromatography Consumables through direct and indirect sales channels
  • Develop an understanding of customer requirements for the product line(s) and provide input into future product specifications and product positioning
  • Provide strong strategic and operational leadership to channel managers and technical sales specialists
  • Ensure achievement of goal tree plans. Build and maintain core business processes and procedures designed to increase customer satisfaction
  • Work closely with Application Support, Regional Marketing and Sales Operations as well as with the CCS BU
  • Work closely with factory marketing and MarCom teams on collateral materials including brochures, mailers, advertisements and trade shows to support local sales targets
  • Produce & deliver Annual Sales Plan in line with each country requirements
  • Be accountable for the CMD CCS commercial performance (Bookings, Revenue)
  • Collaborate with Human Resources to develop the organisation and recruit & retain high-potential individuals
  • Represent the organization at senior procurement and management level during sales negotiations
  • Liaise with Thermo Fisher Scientific departments to improve processes
  • Continually measure personal and team success against the direct sales plan, identify challenges and take actions to deliver or exceed plan expectations with verbal updates and written reports
  • Ensure customer requirements are met and leverage the entire company portfolio
  • Collaborate with CMD HR Partner and Sr. Director Sales to identify high-potential talent aligned with HRR and development processes
  • Align and support with Finance and Sr Director on Forecasting, QBR and other financial topics
  • Ensure all activities comply with Thermo Fisher Scientific policies and applicable laws
  • Represent Thermo Fisher Scientific by clearly and consistently communicating mission, vision, values and objectives to employees and end-user customers

Planning and Forecasting

  • Produce and deliver Annual Operating Plan (AOP) in line with CMD and Company goals
  • Supervise territory and product mix performance and implement corrective / growth measures where needed
  • Be responsible for the CMD commercial operations planning forecast (SFDC; SIOP) on a monthly basis
  • Lead price / performance matrix and optimise & gain price where possible

    • Key Relationships

  • Build strong collaborative relationships with Chromatography Consumable Product Line Leads, Commercial Sr Directors, EMEA Sales Operations, Regional and Vertical Market Directors, CMD Finance Director and EMEA HR Partner

    • Minimum Requirements / Qualifications

  • 5-10 years of successful sales experience, with at least 3 years in a people-leader role
  • Bachelor’s degree in Science or Business-based subject areas
  • MBA or other financial degree desirable
  • Dynamic commercial business experience
  • International experience required
  • Strong leadership track record in a matrixed environment with the ability to inspire, influence and lead others
  • Strong mentoring and developing skills
  • Positive track record in building dedication and commitment in teams
  • 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 collect and understand the market
  • Ability to generate and maintain information to provide feedback on performance
  • Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement
  • Willingness to travel frequently (60% of the time)
  • Demonstrate Role Model Leader characteristics
  • Embody the 4-I values
  • Delight customers
  • Communicate openly and honestly
  • Focus on growth
  • Champion employee development

    • Non-Negotiable Hiring Criteria

  • Strong leadership skills
  • Ability to plan & prioritize multiple tasks and projects. Completer / Finisher with resilience to ensure desirable outcome is always achieved
  • Reflector style – able to learn from mistakes and always aims to achieve the best possible performance

    • Seniority level

  • Not Applicable

    • Employment type

  • Full-time

    • Job function

  • Sales, Business Development, and Product Management
  • Industries
  • Pharmaceutical Manufacturing and Biotechnology Research

    • Note : This description has been refined to remove non-essential boilerplate and to ensure proper HTML structure while preserving the original content.

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