Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Laboratory Setting, Office, Various outside weather conditions

Job Description

Position Summary:

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:
 

Responsible for all commercial activities in EMEA for CMD Chromatography Consumables through direct and indirect sales channelsDevelop an understanding of customer requirements for the product line(s) and provides input into future product specifications and product positioningProvides strong strategic and operational leadership to channel managers and technical sales specialists Ensures achievement of goal tree plans. Builds and maintains core business processes and procedures, designed to increase customer satisfactionWorks closely with Application Support, Regional Marketing and Sales Operations as well as with the CCS BUWorks closely with the factory marketing and MarCom teams on collateral materials including brochures, mailers, advertisements and trade shows to support local sales targetsProduce & deliver Annual Sales Plan in line with each country requirements.Be accountable for the CMD CCS commercial performance (Bookings, Revenue)Work in partnership with Human Resources to successfully develop the organisation and recruit & retain high potential individualsRepresent organization at senior procurement and management level during sales negotiationsLiaise with all Thermo Fisher Scientific departments to improve processesContinually 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 reportsEnsure that customer requirements are met and take the full benefit on using the entire company portfolioCollaborate with CMD HR Partner and Sr. Director Sales to pinpoint high potential talent aligned with the Company’s HRR and Development processesAlign and support closely with the Finance and Sr Director on all Forecasting, QBR and other financial topicsEnsures that all activities are carried out in accordance with Thermo Fisher Scientific policies and applicable lawsRepresent 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:
 

Produce and deliver AOP in line with agreed upon CMD and Company goalsSupervise territory and product mix performance and implement corrective / growth measures where vitalActively be responsible for the success and accountability of the CMD commercial operations planning forecast (SFDC; SIOP) function on a monthly basisLead price / performance matrix and optimise & gain price where possible

Key Relationships:
 

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:

5-10 years successful sales experience, with at least 3 at a people leader levelBachelor’s degree in the sciences degree in Science or Business based subject areasMBA/other financial degree is desirableDynamic commercial business experienceInternational experience requiredStrong leadership track record, to include leading within a matrixed environment with the ability to inspire, influence and lead othersStrong mentoring and developing skillsPositive track record in building dedication and committment in teamsDemonstrated commitment to the customerAbility to build and maintain processes and proceduresExcellent communication skills, both written and oralFamiliarity with commercial sales and marketing tools to collect and understand the market preferredAbility to generate and maintain information to provide feedback on performanceDemonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and InvolvementDemonstrate Role Model Leader characteristicsEmbody the 4-I valuesDelight customersCommunicate openly and honestlyFocus on growthChampion employee development

Non-Negotiable Hiring Criteria:
 

Strong leadership skillsAbility to plan & prioritize multiple tasks and projects.  Completer/Finisher with resilience to ensure desirable outcome is always achievedReflector style – able to learn from mistakes and always wants to achieve best possible performance