**Position Summary**:
The Pharmaceutical Senior Sales Manager EU will be responsible for developing and driving the EU sales vision and strategy of the Pharma business units with key stake holders in the Microbiology Division (MBD). He or she will work with their regional MBD specialist teams and divisional regional sales teams to grow new business opportunities and drive profitable revenue growth through rigorous sales pipeline management, customer engagement, and ongoing development of team members. This position requires an in-depth understanding of the market and customers and will balance the implementation and execution of Pharma business units and divisional sales strategies and processes.
Part of the Microbiology Division (MBD), this role will report to the Sales Director EU Pharmaceutical & Food and function with multi-tiered regional teams working collaboratively with Food and Pharma business units and divisional functional leaders to ensure that short and long-term sales goals are reached.
**Key Responsibilities**:
Owns the Execution of the Annual Operating Plans for the Pharma Business:
- Directly responsible for managing the activities of the Pharma sales teams to achieve the financial objectives set out in the strategic planning process and annual operating plan. This includes setting regional goals, developing sales metrics and driving activity to meet objectives
- Prepares annual and quarterly budgets and staffing plans for the commercial organization that supports the business’ strategic plans.
- In partnership with Finance, develop pricing policies, including volume discounts and terms and conditions, that aligns with market penetration strategy.
- Ultimate responsibility for forecast accuracy through rigorous maintenance of sales pipeline data in the CRM system
- Over sees Business Development activities of new customers within the defined area or supporting the channel to promote and sell MBD products to the targeted prospects
- Align specific proposals and offerings to company objectives by working with Leadership, Marketing, and local Channel Account Managers.
- Drives Team to Ensure Tactics are Aligned with Strategy
- Leads a holistic sales approach for the Food and Pharma businesses, ensuring a balanced effort is taken by the team to drive increased revenue across all components of the MBD Food and Pharma portfolios.
- Works with the team to establish a “hunter mentality” - Develop and implement strategies for expanding the customer base and growing new business opportunities, thereby increasing market share.
- Collaborates with functional leaders to deploy strategies that drive technical engagement with customers, which enables a consultant selling approach and aligns customer’s needs to the MBD Division value proposition
- To lead or implement other activities as required by the company
Manages Talent & Development:
- Responsible for identifying core competencies of talent needed along with recruitment, deployment, and development of personnel resources to achieve plan targets
- Consistently develops and promotes collaboration and teamwork, and leverages the overall Thermo Fisher Scientific value proposition to support client needs
- Oversees career development of the Commercial EU Food and Pharma Teams
**Competencies and Characteristics**:
Develop High-Performing Teams:
- Relentlessly attract and develop talent to deliver exceptional performance and achieve their full potential_
- Attracts, hires, and develops exceptional, diverse talent empowered to excel in the Thermo Fisher Scientific culture.
- Sets clear performance expectations and holds the team and individuals accountable for achieving desired results.
- Defines and employs effective retention strategies to ensure team stability and focus.
- Provides open, timely and actionable feedback to improve poor performance or misalignment of priorities.
- Recognizes colleagues for exceptional performance.
- Actively engages in career management opportunities with team members to maximize impact for both the individual and the company.
Create Successful Work Environments:
- Remove barriers to success and enable a work environment where colleagues can be their best self and motivated to excel_
- Creates an environment in which individuals feel valued and different perspectives are encouraged and respected.
- Fosters an organizational culture where individuals feel physically and emotionally safe and can raise difficult issues.
- Promotes a culture of learning and information sharing.
- Empowers and encourages intelligent risk-taking.
- Assesses local and broad business environments to understand negative drivers (ex. turnover, morale, productivity) and ensures remediation plans are executed as appropriate.
- Understands root cause of targeted organizational challenges and removes barriers to success.
Move Strategy to Action:
- Enable strategic focus by prioritizing work and resources across the team and organizatio