Senior Commercial Manager - SEA

Job Description

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them.

Position Summary: 

This position is to drive the medium-term regional strategy and growth as well as EBITA for the assigned territory. This role will work in a heavily matrixed environment across the regions and the Analytical Instruments Group to drive growth in the markets. This role will be responsible for a clear alignment of CMD (Chromatography ＆ Mass Spectrometry Division) Divisional Strategy at the regional level, developing effective and efficient tactical plans to drive the Commercial execution locally across the assigned regions. 

Responsibilities:

Strategic alignment: to make sure local CMD strategic approach aligned with the Divisional STRAP guidance and expectations across the Verticals and Product lines on annual basis and logically reflected in the annual Commercial Goal Tree applicable to the specific territory.

Tactical planning: Based on the STRAP and the Goal Tree to develop a well-defined and clear tactical plan to drive the Strategic deliverables through setting up clear Leading Indicators alongside with monthly/quarter/annual financial targets to deliver annual AOP across the region in close liaison with local Commercial and regional Tactical Marketing business partners. 

Commercial execution: driving the execution of the Strategic and Tactical plans Senior Commercial Manager is expected to drive appropriate organizational setup within the local Commercial organizations as well as the talent management agenda, tactical metrics based performance management to make sure each team member delivers the expected performance in terms of the Leading Indicators as well as financial targets set within annual AOP process.

Strategic Global and Regional Accounts: in partnership with the local Commercial teams, Tactical marketing partners and the team of Global Corporate Accounts (where applicable) setting longer terms Strategic objectives, Tactical annual plan including financial metricsper specific account and drive the Commercial execution towards achieving the annual AOP for those accounts.

Key Performance Indicators: AOP financial indicators such as monthly/quarter/annual revenue, price realization, gross margin and OPEX spend. 

Key Partnerships: AIG Commercial teams within the assigned regions, Global Accounts team, Regional Tactical marketing teams, Channel Operations, Supply Chain and Customer Care organizations, RA/QA teams.

Travelling: due to the broad geographical coverage the Senior Sales Manager is expected to spend 30% to 50% of the working time with the Commercial teams and Partners located across the covered regions which might require them to travel around 40% of their time on average.

Experience, skills and abilities required:

• Minimum of 15 years of commercial experience in Analytical Instruments Industry. An experience within Thermo Fisher group is desirable.
• Possess Bachelor’s or Masters in Science or Engineering field, A management degree is desirable
• Consistent track record of Channel Partner Management & Business Development in Southeast Asia
• Strong understanding of  Chromatography, e-CDS, LCMS, Compliance Products and  Exposure to Food testing & Generic Pharma Market
• Forecast Management & Partner Management (Finance/ Operations)
• Experience in Managing Application Team & Lab.
• Demonstrable skills in leadership, managing & coaching, analytical and administrative skills, team hiring and development, excellent written and verbal communication skills, and good judgment.
• Previous experience of leading a successful sales/channel partner direct or matrix team which consistently met or exceeded targets.
• Role model leader who champions employee development

Benefits:

We offer competitive remuneration, annual incentive plan bonus scheme, healthcare, company pension, 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.

EEO/Reasonable Accommodation:

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 legally protected status. We will ensure that individuals with disabilities are provided a reasonable accommodation to participate in the job application or interview process, to perform critical job functions, and to receive other benefits and privileges of employment.