Manager, Product Specialists

Job Description

Group/Division:                AIG; CMD

Location: EMEA, remote

Position Summary:

Provides strategic and operational leadership to team of Technical Sales Specialists (TSS) responsible for the Life Science Mass Spec (LSMS) products in the EMEA 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 Team of LSMS Technical Sales Specialists across the EMEA region
• Achieve above AOP growth for the relevant product lines in EMEA.
• Provide strategic guidance, operational support and collaboration with regional sales managers to enable growth and market share gain for LSMS products.
• Provide 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 EMEA region.

Selling Agility

• Utilizes 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 pain points 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:

• MS degree in Science based disciplines
• Progressive commercial business experience required
• People leadership experience, to include managing within a matrixed environment with the ability to inspire, influence and lead others
• Coaching and developing skills
• Excellent communication skills, both written and oral
• Experience to plan & prioritize multiple tasks and projects. 
• Reflector style – able to learn from mistakes and always wants to achieve best possible performance

What is in it for you?

We are a Fortune 500 company and maintain a pay-for-performance culture; we provide an extensive onboarding program and continued training throughout your career; access to the most important scientific research laboratories in the territory; we offer flexible work arrangements and many personal growth opportunities within a multifaceted organization.

• Excellent basic salary plus bonus
• Private healthcare
• 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.

If you are an individual with a disability who requires reasonable accommodation to complete any our application process, click here (https://jobs.thermofisher.com/page/show/eeo-affirmative-action-statement#accessibility) for further assistance.

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