Business Card Title: Senior Manager, Instrument Sales - Life

Sciences Mass Spectrometry

Reports To: Director, Sales

Group/Division: AIG/ CMD

Job Profile Title: Senior Manager, Instrument Sales

Career Band: 8

Job Track: Management

Position Location: Western US

Number of Direct Reports: 11

Day/Shift (if applicable): Day

FLSA Status (Exempt/Non-Exempt): Exempt

Relocation (if applicable): No

Position Summary:

The Senior Manager, Instrument Sales is committed to leading and guiding their team to maintain effective customer relations, develop opportunities for growth in existing and new customer bases, and assure market penetration and profitability to reach long-term commitment.

The Western US Regional Sales Manager, Life Sciences Mass Spectrometry (LSMS) is one of four regional commercial leaders for LSMS in the US. With responsibility of the Western region, this role supports the business by ensuring the organization is executing on strategic initiatives that support the value proposition, have a focus on customer allegiance and ensure annual revenue targets are met.

Commercial Effectiveness

• Ability to articulate sales strategy and influence stakeholders as an expert in order to gain buy-in and generate win-win solutions.
• Drive the sales planning process: establish and administer sales targets and objectives, provide bookings forecasts and ensure the attainment of cost budgets.
• Process oriented, develops data-based strategies, and uses metrics to drive performance improvement/accountability
• Support sales representatives by visiting customers regularly to promote strategic relationships and to identify new business opportunities.
• Manage pricing within territory to control profitability, experience in negotiation.

Drive Growth

• Lead team to produce profitable sales at or above the commitments in the business plan.
• Identify and develop new market opportunities to drive growth in a dynamic environment.
• Identifies and prioritizes new client opportunities, develops and implements solutions and growth strategies.
• Ability to navigate complex customer situations to close business.
• Manage strategic direction for the territory; Develop sales strategies to meet plan and expand business within assigned territory; maintain pipeline of opportunities to meet or exceed sales objectives

Leadership

• Interact at a strategic level with key business partners on internal/external issues to address the market needs and analysis.
• Maintain awareness of competitor and industry activity and keep informed of new products/services of interest to customers incorporating this data in the business plan; Introduce new products and services.
• Assess the existing sales organization and determine the optimal organizational design, strategic direction and tactical implementation necessary to meet the revenue and growth goals.
• Focus on team development, building a talent pipeline, and commercial skills training.
• Always represent Thermo Fisher Scientific positively throughout customer visits

Minimum Requirements/Qualifications:

• Strong background in sales with proven revenue attainment.
• Experience managing a team with focus on developing talent.
• Bachelor’s degree, bonus points for degree in the sciences.
• Strong interpersonal, oral and written communication, and presentation skills

• Computer proficiency in MS Office and the internet
• Organizational skills, ability to multi-task and meet deadlines
• Proven commercial excellence working in matrix environment.
• Ability to travel to customer locations up to 30% with overnight travel.
• Demonstrates the Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement

  This position has not been approved for Relocation Assistance.