Sr. Manager, Sales Specialists - GC and ICP

Work Schedule

Environmental Conditions

Job Description

Provides strong strategic and operational leadership to team of Technical Sales Specialists (TSS) responsible for the AMER region for the GC and ICP product lines to ensure that CMD growth targets are met across regions. Ensures that teams operate within regional goal trees in areas of booking/revenue growth, sales process optimization, funnel development and employee development. Adopt and live 4I values. Leads Sales specialists ensuring alignment across all business areas within region and wider areas. Works closely and drives business growth with all regional indirect sales managers, CMD Sales Support, CMD Marketing, Regional IES Service Lead to ensure optimal account and business development.

Key responsibilities:

Commercial Leadership:

• Direct management of all Technical Sales Specialists for GC and ICP across AMER Region

• Establishes and controls expense budgets for team and works closely with finance/commercial partners.

• Offer effective strategic and operational leadership in all aspects of TSS, leading PPI project management and action plans to achieve goal tree plans and establish and uphold fundamental business operations, aimed at improving customer satisfaction.

• Achieve above AOP growth for the relevant product lines in line with regional requirements.

• Assist in Recruit, train, review, development of sales teams to meet market demands.

• Collaborate with all Thermo Fisher teams and drive process improvement initiatives with all relevant functions related to indirect sales optimization.

• Actively adopt the corporate talent management processes for your teams, driving performance and engagement through the company tools & processes

• Responsible to develop, maintain and communicate market knowledge.

Selling Agility

• Applies all sales key performance indicators to drive specific initiatives and to support feedback and/or recommendations to business partners

• Analyses team territory and prioritizes team activities to drive maximum results

• Reviews team pipelines to ensure accuracy, timeliness and provide strong business signal

• Describes and instructs sales processes for successful sales strategy execution

• Drives standard processes on opportunities management amongst the team to produce desired behaviors

• Provides improvement suggestions to sales operations to minimize use of off-line reporting tools

• Technical

• Coaches team to understand competitive landscape and relevance to customer workflows

• Assesses the team's understanding of the competitive landscape and brings in vital resource to close competitive intelligence needs

• Aware of competitor eco systems in assigned territory and uses as a potential talent pool

• Coaches team to understand the product portfolio and how this relates to key application areas

• Ensures balanced selling across full portfolio and identifies any potential training gaps within team

• Effectively navigate in the organization to bring in the technical expertise based on team needs

Know the customer

• Role models balancing customer needs and expectations

• Effectively coaches team on solution selling to anticipate customer future difficulties and workflows.

• Creates a responsive team that adapt to customer needs and act quickly to resolve customer issues

• Actively coaches teams on how to interact and succeed with customers and how to turn a negative experience into future opportunities

Self-Leadership

• Develop and facilitates an environment in which colleagues leverage long term relationships and partnership to achieve business objectives

• Champions and recognizes effective communication across global teams across Thermo Fisher

• Sets goals to translate strategies into thorough operating plans

• Challenges the team to bring new point of view forward to overcome difficulties to achieve business objectives

Minimum Requirements/Qualifications:

• Bachelor’s degree in Science or Business based fields required, MS degree in Science or Business based fields, preferred

• 5+ years experience

• Dynamic commercial business experience

• Strong people leadership track record, to include leading within a matrixed environment with the ability to inspire, influence and lead others

• Strong mentoring and developing skills

• Demonstrated commitment to the customer

• Ability to build and maintain processes and procedures

• Excellent written and oral communication

• Familiarity with commercial sales and marketing tools to collect and understand the market preferred

• Advanced PC skills

• Ability to generate and maintain information to provide feedback on performance

• Experience to plan & prioritize multiple tasks and projects.

• Reflector style – able to learn from mistakes and always wants to achieve best possible performance