Sr Manager, IOMS Sales CMD

Job Description

Position Summary:

The Sr. Manager, Sales, IOMS, EMEA is a key commercial leadership role within the Chromatography and Mass Spectrometry Division of Thermo Fisher Scientific. In this role you will be responsible for leading commercial activities as well leading your team in achieving and exceeding sales quota for your defined territory and accounts. This position requires a motivated individual with entrepreneurial skills responsible for achieving commercial goal. Leading and Defining strategies to enhance revenue contributions. You need to be able to operate in an environment and grow business and opportunities to enhance market share for your area of responsibility. You will guide a successful team to maintain effective customer relations, developing together opportunities for growth for new and existing customer base. Additionally, you will also support cross-selling activities within Thermo Fisher Scientific.

Key Responsibilities:

• Provides strong operational leadership to the EMEA IOMS sales team to achieve goal plans, build and maintain core business processes and procedures, designed to increase customer satisfaction.
• Produces and delivers Annual Sales Plan in line with IOMS product line requirements.
• Lead and drive IOMS EMEA forecast.
• Runs price / performance, capture price where possible and implement corrective or growth measures where necessary.
• Represents IOMS Commercial operations at senior procurement and management level during sales negotiations.
• Works with the relevant Commercial Finance, Marcom and Product management teams in the factory to develop and implement growth plans for IOMS.
• Develops a detailed understanding of local customer requirements for the IOMS product line and provides input into future product specifications and product positioning.
• Works closely with the CMD marketing communications group on collateral materials including brochures, advertisements and scientific meetings to nurture EMEA sales funnel.
• Drives market intelligence insights and recommendations to improve orders growth for IOMS.
• Where needed, acts as an interface between the factory and country order processing, operations planning and customer service functions to facilitate the smooth and clean processing of sales orders.
• Lead scientific and commercial presentations at seminars and meetings.
• Maintains, updates competitive / geographical product performance analysis and SWOT (strength, weaknesses, opportunities and threats) tables for the product(s) supported by the team.
• Continuous transfer of knowledge on product line to the IOMS commercial organization.
• Any other activities deemed necessary to fulfill the success of the IOMS organization

How will you get here?

• Minimum of a Bachelor’s degree in physics, chemistry or engineering subject area preferred; Preferred knowledge with emphasis on Isotope Mass Spectrometry
• 5 years of relevant business experience with external and internal experiences:
  • External (customer facing) experience within a manufacturing or distribution business for Instrument analysis equipment; comfort in external environments
  • Internal (marketing or project management, preferably multi-project management) experience in capital goods manufacturing company; effectiveness in internal environments
• Team Leadership and talent development experience
• Strong background in achieving sales quotas.
• Ensures that all activities are carried out in accordance with Thermo Fisher Scientific policies, compliance regulations and applicable laws; Represents Thermo Fisher Scientific by clearly and consistently communicating Thermo Fisher Scientific mission, vision, values and objectives to end-user customers.
• Focuses on results and achieving work objectives. Good understanding of commercial business and financial aspects.

• Must be fluent in English; other languages.
• Excellent communication and presentation skills (both written and oral);
• Excellent time management and ability to multitask;
• Highly motivated and sales driven with the ability to be creative in developing tactical sales plans and implementing these in a timely fashion to deliver results.
• Collaborative with attention to detail and accuracy and having the ability to interface across internal and external complex matrix organizations.
• Ability to work on own initiative and to meet or exceed targets.
• Proven interpersonal, motivational and organizational skills.
• Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvem
• Travel requirement for this role in EMEA is up to 60%