Director, Technical Sales Specialist, Chromatography and Mass Spectrometry

Thermo Fisher Scientific•New York, SC

1d•Onsite

About The Position

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer. DESCRIPTION: Provide strong strategic and operational leadership to team of Technical Sales Specialists (TSS) responsible for the CMD Products and Markets in the Americas region to ensure that CMD growth targets are met across all Product lines and focus Markets over the STRAP horizon. Ensures that teams operate within regional goal trees in areas of booking/revenue growth, sales process optimization, BU collaboration, funnel development and employee development. Embrace and live 4I values. Manages Sales specialists ensuring synergy across all business areas within region and wider areas. Works closely and drives business growth with all regional managers, CMD Sales Support, CMD Marketing, Regional IES Service Lead to ensure optimal account and business development. This position offers the opportunity to make a significant impact by growing business, developing talent, and contributing to our mission of enabling customers to make the world healthier, cleaner, and safer. Commercial Leadership: Defines, plans and shapes strategies to drive business growth through workflow selling that leads to increased customer value creation, market share gain and profitable portfolio mix Perhaps instead of bullet about participating in LT meetings: Partner with internal colleagues in finance and commercial operations to provide timely and accurate tracking, forecasting and analysis of the business. Builds a successful commercial team through strong recruiting, coaching and leadership development. Ensures timely recognition and reward for top performers and deploy performance management actions when needed. Embrace and live the 4 “I” values (Intensity, Integrity, Innovation, and Involvement)! Ensures organization activities are carried out in accordance with Thermo Fisher Scientific values, policies and applicable laws Direct management of all Technical Sales Specialists groups across the AMER region, including Technical Sales Managers (B8) Manages and controls all Sales activities for the related Products Line and market segments Achieve quarterly and annual sales plan for bookings and revenues for the assigned PL and segments in North America Provides strong strategic and operational leadership aligned with CMD and regional goal tree to enable growth and share gain Active collaboration with BU/BUs leadership team, vertical and regional marketing as voice of regional sales to influence BU strategies and translate them to the regional plans; measure impact through strategy deployment tools Drive IES/Application/TSS Region collaboration with measurable results and improved CAS scores Always ensure highest professional relationship with our customer base to achieve customer loyalty. Escalate issues if necessary and solve critical tasks in the fastest way possible. Establishes and controls expense budgets for team and works closely with finance/commercial partners. Monitor territory and product mix performance (KPI’s) and implement RCCM methodology where necessary; uses PPI A3/Bowler methodology to prioritize and measure outcomes Actively manage the success and optimize the use of resources of your team in a matrix organization to support commercial growth in region. Deploy and drive strategy by product and market to overlay the Regional Leader strategy Strong advocate and innovator mindset to implement AI tools Actively coaches teams on how to interact and succeed with customers and how to turn a negative experiences into future opportunities Selling Agility Utilizes all sales key performance indicators to drive specific initiatives and to support feedback and/or recommendations to business partners Analyses team territory and prioritizes team activities to drive maximum results Oversees team pipelines to ensure accuracy, timeliness and provide strong business signal Describes and teaches sales processes for successful sales strategy execution Drives best practices on opportunities management amongst the team to produce desired behaviors Provides improvement suggestions to sales operations to minimize use of off-line reporting tools Technical Stays on top of competitive landscape, regularly updates teams and coaches them on market/competitive trends. Brings is necessary commercial and BU resources to mitigate risks Drives commercial awareness about competitive threats and keeps commercial teams updated with the latest offence/defense strategies Roll model of selling across CMD portfolio by connecting the technology to address customer requirements and needs; champions solution selling Identify commercial team training gaps and leverage all available internal resources upscale team knowledge Actively coaches teams on how to interact and succeed with customers and how to turn a negative experience into future opportunities Culture Fosters and facilitates an environment in which colleagues leverage long term relationships and teamwork to achieve business objectives Champions and recognizes effective communication across global teams across Thermo Fisher Challenges the team to bring new perspective forward to overcome difficulties to achieve business objectives Champions collaboration, open communication, performance based culture and winning as a team

Requirements

Master's Degree plus 12 years of experience in commercial sales roles with progressive responsibility
High degree of technical acumen in chromatography and consumable product mix
Strong financial and business operations knowledge with demonstrated ability to grow revenue
Proven success in developing and executing effective growth strategies
Experience leading and developing sales teams
Excellence in building and maintaining senior-level customer relationships
Strong collaborative abilities in matrix organization environments
Exceptional communication, negotiation, and influencing skills
Demonstrated ability to analyze market conditions and competitive activities
Experience in strategic planning and budget management
Proficiency in sales force automation tools and CRM systems
Results-oriented professional
Ability to travel 50%
Commitment to company values of Integrity, Intensity, Innovation, and Involvement

Nice To Haves

Preferred Fields of Study: Science, Business-related discipline, Life Science or closely related field

Responsibilities

Provide strong strategic and operational leadership to team of Technical Sales Specialists (TSS) responsible for the CMD Products and Markets in the Americas region to ensure that CMD growth targets are met across all Product lines and focus Markets over the STRAP horizon.
Ensures that teams operate within regional goal trees in areas of booking/revenue growth, sales process optimization, BU collaboration, funnel development and employee development.
Manages Sales specialists ensuring synergy across all business areas within region and wider areas.
Works closely and drives business growth with all regional managers, CMD Sales Support, CMD Marketing, Regional IES Service Lead to ensure optimal account and business development.
Defines, plans and shapes strategies to drive business growth through workflow selling that leads to increased customer value creation, market share gain and profitable portfolio mix
Partner with internal colleagues in finance and commercial operations to provide timely and accurate tracking, forecasting and analysis of the business.
Builds a successful commercial team through strong recruiting, coaching and leadership development.
Ensures timely recognition and reward for top performers and deploy performance management actions when needed.
Ensures organization activities are carried out in accordance with Thermo Fisher Scientific values, policies and applicable laws
Direct management of all Technical Sales Specialists groups across the AMER region, including Technical Sales Managers (B8)
Manages and controls all Sales activities for the related Products Line and market segments
Achieve quarterly and annual sales plan for bookings and revenues for the assigned PL and segments in North America
Provides strong strategic and operational leadership aligned with CMD and regional goal tree to enable growth and share gain
Active collaboration with BU/BUs leadership team, vertical and regional marketing as voice of regional sales to influence BU strategies and translate them to the regional plans; measure impact through strategy deployment tools
Drive IES/Application/TSS Region collaboration with measurable results and improved CAS scores
Always ensure highest professional relationship with our customer base to achieve customer loyalty.
Escalate issues if necessary and solve critical tasks in the fastest way possible.
Establishes and controls expense budgets for team and works closely with finance/commercial partners.
Monitor territory and product mix performance (KPI’s) and implement RCCM methodology where necessary; uses PPI A3/Bowler methodology to prioritize and measure outcomes
Actively manage the success and optimize the use of resources of your team in a matrix organization to support commercial growth in region.
Deploy and drive strategy by product and market to overlay the Regional Leader strategy
Strong advocate and innovator mindset to implement AI tools
Actively coaches teams on how to interact and succeed with customers and how to turn a negative experiences into future opportunities
Utilizes all sales key performance indicators to drive specific initiatives and to support feedback and/or recommendations to business partners
Analyses team territory and prioritizes team activities to drive maximum results
Oversees team pipelines to ensure accuracy, timeliness and provide strong business signal
Describes and teaches sales processes for successful sales strategy execution
Drives best practices on opportunities management amongst the team to produce desired behaviors
Provides improvement suggestions to sales operations to minimize use of off-line reporting tools
Stays on top of competitive landscape, regularly updates teams and coaches them on market/competitive trends.
Brings is necessary commercial and BU resources to mitigate risks
Drives commercial awareness about competitive threats and keeps commercial teams updated with the latest offence/defense strategies
Roll model of selling across CMD portfolio by connecting the technology to address customer requirements and needs; champions solution selling
Identify commercial team training gaps and leverage all available internal resources upscale team knowledge
Actively coaches teams on how to interact and succeed with customers and how to turn a negative experience into future opportunities
Fosters and facilitates an environment in which colleagues leverage long term relationships and teamwork to achieve business objectives
Champions and recognizes effective communication across global teams across Thermo Fisher
Challenges the team to bring new perspective forward to overcome difficulties to achieve business objectives
Champions collaboration, open communication, performance based culture and winning as a team

Benefits

A choice of national medical and dental plans, and a national vision plan, including health incentive programs
Employee assistance and family support programs, including commuter benefits and tuition reimbursement
At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

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