Sr Manager, Technical Sales Specialists

Job Description

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

Location: Candidate can be located anywhere remotely throughout the Western US Region.

Position Summary:

Provides strong strategic and operational leadership to team of Technical Sales Specialists (TSS) responsible for the LSMS products in the Americas Western region to ensure that CMD growth targets are met across all markets and product lines.  Ensures that teams operate within regional goal trees in areas of booking/revenue growth, sales process optimization, BU collaboration, funnel development and employee development.  Embrace and live 4I values. Manages Sales specialists ensuring synergy across all business areas within region and wider areas. Works closely and drives business growth with all regional managers, CMD Sales Support, CMD Marketing, Regional IES Service Lead to ensure optimal account and business development.

Commercial Leadership:

• Direct management of Technical Sales Specialists across the AMER west region
• Achieve above AOP growth for the relevant product lines in line within North America.
• Provide strategic guidance and operational support to regional sales managers to enable growth and market share gain for LSMS products.
• Establishes and controls expense budgets for team and works closely with finance/commercial partners to monitor these
• Provide strong strategic and operational leadership aligned with Goal Trees. Manage action plans to build and maintain core business processes and procedures, designed to increase customer satisfaction.

• Collaborate with all Thermo Fisher teams and drive process improvement initiatives.
• Monitor territory and product mix performance (KPI’s) and implement corrective / growth measures where necessary.

• Actively manage the success and optimize the use of resources of your team in a matrix organization to support commercial growth in AMER region.

Selling Agility

• Uses 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
• Oversees team pipelines to ensure accuracy, timeliness and provide strong business signal
• Describes and teaches sales processes for successful sales strategy execution
• Drives best practices 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 how this relates to customer workflows
• Assesses the team's understanding of the competitive landscape and brings in necessary resource to close competitive intelligence needs
• Aware of competitor eco systems in assigned territory and uses as a potential talent pool
• Coaches team to understands 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
• Successfully coaches team on solution selling to anticipate customer future difficulties and workflows.
• Creates a responsive team that monitor 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 experiences into future opportunities

Self-Leadership

• Fosters and facilitates an environment in which colleagues leverage long term relationships and teamwork to achieve business objectives
• Champions and recognizes effective communication across global teams across Thermo Fisher
• Sets SMART goals to translate strategies into rigorous operating plans
• Challenges the team to bring new perspective forward to overcome difficulties to achieve business objectives

Minimum Requirements/Qualifications:

• Bachelor’s degree in Science or Business based disciplines required, MS degree in Science or Business based disciplines preferred
• Progressive sales & commercial business experience; distribution or international experience required
• Relevant life sciences industry experience within mass spectrometry required
• 3+ years people leadership experience, to include managing within a matrixed environment with the ability to inspire, influence and lead others
• Strong coaching and developing skills
• 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 capture 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

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

Benefits:

We offer competitive remuneration, annual incentive plan bonus scheme, healthcare, company pension/retirement, and a range of employee benefits! Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other