Sr OEM Sales Representative

Thermo Fisher Scientific • Philadelphia, PA

6d • Hybrid

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. 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. The OEM Sr Territory Manager will handle all area sales and promotional activity of the Laboratory Consumables capabilities and product portfolio to current and potential customers within the assigned territory. Management of business development, key commercial accounts, and commercial liaison within the OEM / Production Diagnostics business portfolio. Key tasks and responsibilities for this position include, but are not limited to: building a 'partner' relationship with all business users within assigned areas, defining customer requirements & scoping of new opportunities for business unit capability and financial review, developing capabilities presentations, handling key contracts, management of overall communications with customers, and conducting business reviews (QBR). The candidate shall drive internal cross-functional team meetings to accomplish goals and commitments made to the strategic customers and communicate status and issues to customers regularly. This role is considered a key member of the respective business and OEM Commercial team(s) and must have the vision, drive, and social skills to succeed in a growth environment. The candidate will be a "hands-on" account management professional operating with a sense of ownership. A Day in the Life: Build strong customer allegiance and partnership Passionately seek new customers and new applications and uses for LPD Products Effectively use time and territory management skills to enhance customer-facing time to generate new business and maintain existing business Probe and drive all new OEM business development opportunities Run contract renewals, price strategies, and commercial initiatives to drive the growth target provided by the leadership team Expand portfolio breadth within all assigned accounts, where possible Lead QBR and forecast reviews with customers to be shared internally Provide strategic inputs for the product and technology roadmap Commercial and technical lead for customer interaction on specials and custom opportunities Provide data and rationale for leadership approval per authority matrix guidelines Drive quotation teams from all LPD manufacturing sites as needed to prepare proposals

Requirements

• Travel is estimated at 50-75% of the time.
• BS degree in Science, Business, Engineering, or equivalent work experience.
• A minimum of 8 years of sales experience, relevant industry experience preferred.
• Demonstrated success and experience working within matrix organizations.
• Proven ability to operate independently with initiative, objective attainment intensity, and solid business judgment.
• Confirmed ability to sell creative solutions to high-level customer personnel.
• Demonstrated excellence in oral and written communication skills.
• Strong organizational and time management skills with good attention to detail.
• Strong technical, business, and financial competence.
• Highly effective negotiation.
• High level of computer proficiency.
• Demonstrates the Thermo Fisher values – Integrity, Intensity, Innovation, and Involvement (The Four I's).

Nice To Haves

• Relevant industry experience preferred.

Responsibilities

• Handle all area sales and promotional activity of the Laboratory Consumables capabilities and product portfolio to current and potential customers within the assigned territory.
• Manage business development, key commercial accounts, and commercial liaison within the OEM / Production Diagnostics business portfolio.
• Build a 'partner' relationship with all business users within assigned areas.
• Define customer requirements & scope new opportunities for business unit capability and financial review.
• Develop capabilities presentations.
• Handle key contracts.
• Manage overall communications with customers.
• Conduct business reviews (QBR).
• Drive internal cross-functional team meetings to accomplish goals and commitments made to the strategic customers.
• Communicate status and issues to customers regularly.
• Build strong customer allegiance and partnership.
• Seek new customers and new applications and uses for LPD Products.
• Effectively use time and territory management skills to enhance customer-facing time to generate new business and maintain existing business.
• Probe and drive all new OEM business development opportunities.
• Run contract renewals, price strategies, and commercial initiatives to drive the growth target provided by the leadership team.
• Expand portfolio breadth within all assigned accounts, where possible.
• Lead QBR and forecast reviews with customers to be shared internally.
• Provide strategic inputs for the product and technology roadmap.
• Act as commercial and technical lead for customer interaction on specials and custom opportunities.
• Provide data and rationale for leadership approval per authority matrix guidelines.
• Drive quotation teams from all LPD manufacturing sites as needed to prepare proposals.

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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior