Manager, Instrument Sales

Thermo Fisher Scientific•Raleigh, NC

6d•Onsite

About The Position

The Senior Manager, Sales controls all direct and channel sales activities within the 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 working within the company’s terms and conditions and financial guidelines. The Senior Manager is responsible for customer satisfaction and loyalty, building and developing a motivated sales team, and continuously improving implementation quality. The role works closely with Chromatography and Mass Spectrometry technical sales specialists, the Field Service organization, Application Support, other divisions, and Business Units. It helps connect instrument sales, consumables, applications, and marketing programs, and supports portfolio, positioning, and marketing strategies that accelerate market share growth. The position requires people leadership in a matrixed environment and the ability to inspire, influence, and lead others. The successful candidate leads territory strategy and execution, sales planning and forecasting, pricing, reporting, customer relationships, market development, and team performance. The position also manages day-to-day team operations and participates actively in regional leadership. Travel to customer locations, including overnight travel, may be required up to 80% of the time.

Requirements

Strong sales background with confirmed revenue attainment.
At least 5 years of team leadership experience.
A BSc 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 market knowledge and deep experience in Applied Markets and Life Science Markets.
Organizational skills, ability to multitask, and ability to meet deadlines.
Validated commercial excellence in a matrix environment.
At least 5 years of successful experience selling through third-party distribution organizations.
Customer-focused approach and ability to develop collaborations with key accounts and end users.
Strong business insight and ability to take a strategic perspective beyond immediate role responsibilities.
Strong written and verbal communication skills, ability to communicate regularly with technical and business teams across multiple sites, and strong executive presence.
Exceptional problem-solving and troubleshooting skills.
Computer proficiency in Microsoft 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 sales plans for bookings and revenues.
Define local territory strategy and tactics through sales activities, 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.
Develop team members through individual development plans and regular coaching.
Build professional customer relationships, promote customer loyalty, and raise and resolve critical issues promptly.
Work with Field Service and Application Support to optimize a unified customer experience.
Develop sales alignments with other divisions within the country and region.
Follow ethical business conduct guidance and demonstrate industry ethics and compliance.
Lead day-to-day operations, including holiday administration, training, and expense reports.
Participate as an active member of the regional leadership team.
Drive sales planning, coordinate targets and objectives, provide accurate bookings forecasts, attain sales targets, and manage cost budgets.
Use process-oriented, data-based strategy deployment and metrics to improve performance and accountability.
Support sales team customer meetings to build strategic relationships and identify business opportunities.
Lead territory pricing to control profitability.
Lead the team to produce 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.
Set strategic direction for the territory, develop sales strategies, maintain an opportunity pipeline, and meet or exceed quarterly objectives.
Use technical credibility to collaborate with customers and influence technology and product decisions.
Monitor competitor and industry activity, incorporate relevant information into the business plan, and introduce new products and services.
Represent Thermo Fisher Scientific positively at customer locations.
Assess the sales organization and determine organizational design, strategic direction, and tactical implementation to meet revenue and growth goals.
Develop the team, build a talent pipeline, and provide commercial skills training.
Work with key business partners on internal and external issues to address market needs and analysis.
Complete the annual Performance Management & Development process for the team.
Provide regular, complete, timely, and accurate rolling forecasts and quarterly management reports.
Attend trade shows and investigate product and market opportunities.