The Technical Sales Specialist position is a field-based management position accountable for France, Iberia and Italy sales results for Sample Prep products and KingFisher™ sample purification instruments. This position is responsible for achieving revenue targets, leading business processes and managing the resources associated with the products. In this position you are accountable to Commercial leadership for; achieving agreed upon sales and financial targets, establishing and maintaining effective professional relationships with key customers, ensuring effective sales, realize growth opportunities within the Region and, providing service to customers consistent with Thermo Fisher Scientific standards and expectations.

Essential Functions

Creates a strategy & tactical plan for Sample Prep & KingFisher™ businesses to meet or exceed business goals agreed upon with Thermo Fisher Scientific Commercial management for the Region.

Directs the tactical implementation of the business plan to meet objectives across the teams and geographies– including growth initiatives, sales to new accounts in target industries, successful introduction of new products.

Influencing and interacting with the global/local leadership including General Manager/Vice President level, product management, marketing and sales leadership. Continuously drives process and operation improvement opportunities.

Oversees contracts/quotations within Thermo Fisher Scientific Guidelines by extending competitive pricing as needed to maintain and increase margin with guidance from Director of Sales or Commercial Operations’ Finance department.

Major Responsibilities

This individual’s responsibilities will include, but may not be limited to the following specific responsibilities:

• In partnership with other members of the management team, scope out the short and long-term strategic and operating plans for the portfolio.
• Implement the commercial strategies, ensuring alignment with the global and regional plans.
• Directs the process of selling Thermo Fisher Scientific Sample Prep & KingFisher™ products and services to customers and prospects via direct sales and channel partners
• Consistently monitors results of sales process including sales forecasting, pipeline management, and sales tracking through the use a CRM system and other designated IT tools
• Identify and evaluate market opportunities for growth – Engage in business development for emerging technologies or market segments.
• Ensure a financially sound operation with solid corporate governance and compliance. Manage the business’s budget appropriately.
• Partner with other members of the management team, globally and in the region, to formulate cross-functional strategies for accelerated growth.
• Monitor market intelligence and keep abreast of competition; economics, and the regulatory environment.

Key Relationships

Reports to: Senior Manager, EMEA Technical Sales Specialist Manager, Molecular Biology and Sample prep

Manages: 13 Direct reports

Other key relationships: Regional and Global leadership

Regional Sales leaders in EMEA

Regional market development teams

Nature and Scope

• Proficient in strategic and tactical thinking about the business, developing actionable business plans and demonstrating to Region team member how to achieve those plans
• Strong analytical and business planning skills.
• Superior professional presence and business acumen.
• Possesses excellent written and verbal communication skills, with the demonstrated ability to communicate with many diverse customer audiences such as Economic Decision Makers and other influencers, and internal audiences across functions Communication skills include excellent listening and presentation skills.
• Strong capability to interface effectively with all customer types across functions and at all levels to gain commitment, obtain resources, and achieve desired results.
• Ability to function effectively with a high performance team with strong team building skills and the ability to resolve conflict.
• Requires ~70% travel
• Proficient in English

Ideal Experience

• Knowledge of Sample Prep Portfolio required. Sales experience appreciated
• Selling capital equipment and pipeline/funnel management is a plus.
• Understanding a selling organization, or business practice in the Life Science industry. Familiarity with funding practices with respect to the life sciences industry.
• Able to operate in a matrixed environment
• Requires a Bachelor’s Degree in Biology, Molecular Biology, Biochemistry or related field; or the equivalent knowledge and experience. A Master’s degree is preferred.

Other Personal Characteristics

• Negotiation and persuasion skills.
• Business planning and analytical skills.
• Strong written and verbal communication skills.
• A good people’s person, with the ability to work effectively at all levels.
• Solid business and financial acumen, a change agent.
• A collaborative, result-oriented individual.
• A team player, with a positive attitude, and commitment to the development of his/her team.