:
Provides strong strategic and operational commercial leadership to the EMEA Chromatography Consumables Sales (CCS) teams across channel partners to ensure bookings and revenue targets are met. Focus will be on achieving meaningful growth and market share increase and developing the right organisational structure and networks to achieve this. Collaborates closely with Chromatography Consumables business unit to ensure we have the relevant portfolio offering, positioning strategy, and marketing programs to accelerate market share growth. Ensures that teams operate within CMD goal tree in areas of revenue growth, sales process optimization, expense control, productivity as well as organisational and employee development. Adopt and live 4I values. Ensures and drives alliances across all business areas and divisions.
Key Success Measure:
Success will be defined by significant overachievement of the annual operating plan across the diverse EMEA region
Commercial Leadership:
1. Responsible for all commercial activities in EMEA for CMD Chromatography Consumables through direct and indirect sales channels
2. Develop an understanding of customer requirements for the product line(s) and provides input into future product specifications and product positioning
3. Provides strong strategic and operational leadership to channel managers and technical sales specialists
4. Ensures achievement of goal tree plans. Builds and maintains core business processes and procedures, designed to increase customer satisfaction
5. Works closely with Application Support, Regional Marketing and Sales Operations as well as with the CCS BU
6. Works closely with the factory marketing and MarCom teams on collateral materials including brochures, mailers, advertisements and trade shows to support local sales targets
7. Produce & deliver Annual Sales Plan in line with each country requirements.
8. Be accountable for the CMD CCS commercial performance (Bookings, Revenue)
9. Work in partnership with Human Resources to successfully develop the organisation and recruit & retain high potential individuals
10. Represent organization at senior procurement and management level during sales negotiations
11. Liaise with all Thermo Fisher Scientific departments to improve processes
12. Continually measure personal and team success against direct sales plan making the vital challenges, interventions and decisions to successfully deliver, or exceed plan expectations and provide verbal updates and written reports
13. Ensure that customer requirements are met and take the full benefit on using the entire company portfolio
14. Collaborate with CMD HR Partner and Sr. Director Sales to pinpoint high potential talent aligned with the Company’s HRR and Development processes
15. Align and support closely with the Finance and Sr Director on all Forecasting, QBR and other financial topics
16. Ensures that all activities are carried out in accordance with Thermo Fisher Scientific policies and applicable laws
17. Represent Thermo Fisher Scientific by clearly and consistently communicating Thermo Fisher Scientific mission, vision, values and objectives to both our employees and end-user customers
Planning and Forecasting:
18. Produce and deliver AOP in line with agreed upon CMD and Company goals
19. Supervise territory and product mix performance and implement corrective / growth measures where vital
20. Actively be responsible for the success and accountability of the CMD commercial operations planning forecast (SFDC; SIOP) function on a monthly basis
21. Lead price / performance matrix and optimise & gain price where possible
Key Relationships:
22. Build strong collaborative relationship with the Chromatography Consumable Product Line Leads, Commercial Sr Directors, EMEA Sales Operations, Regional and Vertical Market Director, CMD Finance Director and EMEA HR Partner
Minimum Requirements/Qualifications:
23. 5-10 years successful sales experience, with at least 3 at a people leader level
24. Bachelor’s degree in the science's degree in Science or Business based subject areas
25. MBA/other financial degree is desirable
26. Dynamic commercial business experience
27. International experience required
28. Strong leadership track record, to include leading within a matrixed environment with the ability to inspire, influence and lead others
29. Strong mentoring and developing skills
30. Positive track record in building dedication and committment in teams
31. Demonstrated commitment to the customer
32. Ability to build and maintain processes and procedures
33. Excellent communication skills, both written and oral
34. Familiarity with commercial sales and marketing tools to collect and understand the market preferred
35. Ability to generate and maintain information to provide feedback on performance
36. Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement
37. Willingness to travel frequently (60% of the time)
38. Demonstrate Role Model Leader characteristics
Embody the 4-I values
Delight customers
Communicate openly and honestly
Focus on growth
Champion employee development
Non-Negotiable Hiring Criteria:
39. Strong leadership skills
40. Ability to plan & prioritize multiple tasks and projects. Completer/Finisher with resilience to ensure desirable outcome is always achieved
41. Reflector style – able to learn from mistakes and always wants to achieve the best possible performance