Senior Manager, Sales

Thermo Fisher Scientific•Houston, TX

3d•Onsite

About The Position

The Senior Manager, Sales leads direct and channel sales activities within an assigned territory for Chromatography and Mass Spectrometry product lines. The role contributes to country sales goals by achieving quarterly and annual targets through accurate forecasting and adherence to company commercial and financial guidelines. It is accountable for customer satisfaction and loyalty, developing a motivated sales team, and continuously improving execution quality. The position works closely with technical sales specialists, Field Service, Application Support, other country and regional divisions, and business units. It helps align the portfolio, product positioning, and marketing programs to grow market share, and represents the company professionally with customers. The role also leads territory strategy, pricing, sales planning, performance management, team development, and day-to-day operational activities. The stated schedule is standard Monday through Friday in an office environment, with travel to customer locations of up to 80%, including overnight travel.

Requirements

Strong sales background with demonstrated revenue attainment.
At least 5 years of experience leading a team.
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 and ability to multitask and 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 approach and ability to develop collaborations with key accounts and end users.
Business insight and ability to take a strategic perspective beyond immediate responsibilities.
Strong written and verbal communication skills, including regular communication with technical and business teams across multiple sites and 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 sales plans for bookings and revenue.
Define local sales strategy and tactics for the territory and provide timely, accurate sales reporting, including lead funnel, forecasts, and business reviews.
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 strong customer relationships, promote customer loyalty, and raise and resolve critical customer issues promptly.
Coordinate with Field Service and Application Support to provide an integrated customer experience.
Develop sales alignment with other divisions in the country and region.
Follow ethical business conduct and industry ethics and compliance requirements.
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, establish and 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 build strategic relationships and identify business opportunities.
Lead territory pricing to control profitability.
Lead the team to deliver profitable sales at or above business-plan commitments.
Identify and develop market opportunities, prioritize prospective clients, and create 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 determine the strategic direction and tactical implementation needed to meet revenue and growth goals.
Develop the team, build a talent pipeline, and provide commercial skills training.
Engage strategically with internal and external business partners regarding market needs and analysis.
Complete the annual Performance Management & Development process for the team.
Provide complete, timely, and accurate rolling forecasts and quarterly management reports.
Attend trade shows and investigate product and market opportunities.

Benefits

Competitive remuneration
Annual incentive plan bonus
Healthcare
Employee benefits
National medical and dental plans
National vision plan
Health incentive programs
Employee assistance and family support programs
Commuter benefits
Tuition reimbursement
At least 120 hours of paid time off
10 paid holidays annually
Paid parental leave, including 3 weeks for bonding and 8 weeks for caregiver leave
Accident and life insurance
Short- and long-term disability
401(k) retirement savings plan
Employees’ Stock Purchase Plan with an opportunity to purchase company stock at a discount
Career and development prospects