Production Chemicals Sales Manager
China - Mainland China - Shanghai, Japan - Tokyo, Singapore - Marsiling, South Korea - SeoulUpdate time: November 13,2019
Job Description

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 sales and key account representatives assigned to their Region.

Responsibilities:

  • Develop and execute a strategic and tactical sales plan to ensure revenue and gross margin objectives are met by using company defined financial models.
  • 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 and representations, BPD Core Account Managers (CAMs), and Thermo Fisher Scientific Corporate Account Managers.
  • Develop and deploy a commercial strategy in APAC to support further investment.
  • Call on regional customers directly to develop new business opportunities.
  • Develop strategy to incorporate and compliment the Thermo Fisher objectives into the overall key account strategy.
  • Manage and grow existing accounts and margins with manufacturers by selling 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.
  • Identify and quantify return-on-investment for supply chain services, new products, and vendors that will strategically position the Company for sustainable growth.

  • Identify new product and service opportunities in order to assist our commercial team in development of our overall product portfolio.
  • 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.
  • Develop and improve high level customer relations to improve position and profitability at customer accounts.
  • Use data to understand sales performance and needed corrective actions.
  • Use sales automation to reinforce sales process and measure sales effectiveness.

Minimum Qualifications:

  • 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.

Preferred Qualifications:

  • 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).

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