Manager, Instrument Sales

Thermo Fisher Scientific•Charlotte, NC

About The Position

The Senior Manager, Sales controls direct and channel sales activities within a territory for Chromatography and Mass Spectrometry product lines. The role contributes to overall sales goals by achieving country quarterly and annual targets through accurate weekly forecasting, while following company terms and conditions and financial guidelines. It is accountable for customer satisfaction and loyalty, team motivation and development, and continuous improvement in implementation quality. The position works closely with Chromatography and Mass Spectrometry technical sales specialists, Field Service, Application Support, other divisions, and Business Units. It collaborates on portfolio offerings, positioning, marketing programs, and sales strategies to accelerate market-share growth. The manager leads day-to-day sales operations, develops the territory strategy, manages performance and budgets, builds customer relationships, and serves as an active member of the regional leadership team. The role requires travel to customer locations of up to 80%, including overnight travel.

Requirements

Strong sales background with demonstrated revenue attainment.
At least 5 years of team leadership experience.
Bachelor of Science degree in a science-based subject or equivalent.
At least 10 years of experience in Chromatography and Mass Spectrometry.
Good product knowledge of Chromatography and Mass Spectrometry products.
Strong knowledge of Applied Markets and Life Science Markets.
Organizational skills, ability to multitask, and ability to meet deadlines.
Demonstrated commercial excellence in a matrix environment.
At least 5 years of successful experience selling through third-party distribution organizations.
Experience assisting sales teams with prospect cultivation.
Customer-focused, with ability to develop collaborations with key accounts and end users.
Business insight and ability to take a strategic perspective beyond immediate role responsibilities.
Strong written and verbal communication skills, including communication with technical and business teams across multiple sites, and a strong executive presence.
Exceptional problem-solving and troubleshooting skills.
Computer proficiency with MS Office Suite for creating notes and presentations.
Ability to travel to customer locations up to 80%, including overnight travel.
Demonstrate Thermo Fisher values: Integrity, Intensity, Innovation, and Involvement.

Nice To Haves

Experience leading a high-value territory while advising a team of 8–12 Sales Representatives operating at or above goal.
Experience building effective district-level plans with measurable results.

Responsibilities

Achieve country or district quarterly and annual bookings and revenue targets.
Set territory sales strategy and tactics, and ensure timely, high-quality sales reporting, including lead funnels, forecasts, and business reviews using company tools and software.
Implement commercial organization business processes, procedures, and programs for the assigned product lines.
Set execution plans and common sales activity metrics for Account Managers.
Coach and develop team members, maintain individual development plans, and complete the annual Performance Management & Development process for the team.
Build professional customer relationships, promote customer loyalty, and raise and resolve critical customer issues promptly.
Coordinate with Field Service and Application Support to provide a unified customer experience.
Develop sales alignments with other divisions within the country and region.
Follow ethical business conduct guidance and industry ethics and compliance requirements.
Lead day-to-day operations, including holiday administration, training, and expense reporting.
Participate as an active member of the regional leadership team.
Drive sales planning, coordinate targets and objectives, provide accurate bookings forecasts, and ensure cost-budget attainment.
Use data, processes, and metrics to deploy strategy and improve performance and accountability.
Support customer meetings to develop strategic relationships and identify business opportunities.
Lead territory pricing to control profitability.
Lead the team to achieve profitable sales at or above business-plan commitments.
Identify and develop market opportunities, prioritize new client opportunities, and develop solution implementation and growth strategies.
Navigate complex customer situations to close business.
Develop territory sales strategies, maintain an opportunity pipeline, and meet or exceed quarterly sales objectives.
Use technical credibility to collaborate with customers and influence technology and product decisions.
Monitor competitor and industry activity, incorporate relevant information into business plans, and introduce new products and services.
Represent Thermo Fisher Scientific positively at customer locations.
Assess sales organization design and set strategic direction and tactical implementation to meet revenue and growth goals.
Develop team talent and commercial skills, and build a talent pipeline.
Engage internal and external business partners on strategic issues, market needs, and analysis.
Maintain awareness of financial performance measures, including bookings and revenue versus plan and prior-year growth, as well as reporting performance through accurate rolling forecasts and quarterly management reports.
Attend trade shows and investigate product and market opportunities.