Job Description
The Senior Sales Manager position is a field-based management position accountable for Regenerative medicine & delivery & Protein Expression (DPE) Technical Sales team growth in EMEA . This position is responsible for achieving revenue targets, leading business processes and managing resources associated with consumables in EMEA. Incumbents in this position are accountable to the Snr Director TSS EMEA and Commercial Operations leadership for EMEA, achieving agreed upon sales and financial targets, establishing and maintaining effective professional relationships with key customers, ensuring effective sales and service coverage, attracting and retaining qualified Technical Sales Specialists to realize growth opportunities within EMEA and, providing service to customers consistent with Thermo Fisher Scientific standards and expectations.
Essential Functions
Delivers on the vision and strategy for the Delivery Protein Expression (DPE) focused on protein expression (PEX) and our upcoming Lipid Nano Particles (LNP) innovations; Cell & Gene Therapy, Neurobiology and Stem Cell portfolios to meet or exceed business goals agreed upon with Thermo Fisher Scientific Commercial management for the Region.
Influences and interacts with the Global and local marketing team and sales teams/channel partners, works within the Cell Biology leadership team to deliver on consistent approaches across the EMEA Regions.
Directs the tactical implementation of the business plan to meet objectives across the teams and geographies– including growth initiatives, sales to new accounts in target industries, successful introduction of new products. Participants in continuous process and operational improvement opportunities.
Oversees contracts/quotations within Thermo Fisher Scientific Guidelines by extending competitive pricing as needed to maintain and increase margin with guidance from Director of Sales and Commercial Operations’ Finance department.
Major Responsibilities
This individual’s responsibilities will include, but may not be limited to the following specific responsibilities:
Scope out the short and long-term strategic and operating plans for the portfolio. Implement the commercial strategies, ensuring alignment with the global and regional plans. Ensure alignment across the Regional Regenerative medicine and delivery and DPE portfolios teams for consistency with strategy & tactical plans. Through Technical Sales Specialists, directs the process of selling the Business products and services to customers and prospects Consistently monitors results of sales process including sales forecasting, pipeline management, and sales tracking through the use a CRM system and other designated IT tools Identify and evaluate market opportunities for growth – Engage in business development for emerging technologies or market segments. Ensure a financially sound operation with solid corporate governance and compliance. Manage the business’s budget appropriately. Partner with other members of the management team, globally and in the region, to formulate cross-functional strategies for accelerated growth. Monitor market intelligence , economics, and the regulatory environment. Lead a technically savvy team; hire, motivate, and retain staff, to build a high performing team. Develop new team structure to address market change and deliver the company goals and results
Nature and Scope Proficient in strategic and tactical thinking about the business, developing actionable business plans and demonstrating to Region team member how to achieve those plans Strong analytical and business planning skills. Superior professional presence and business acumen. Possesses excellent written and verbal communication skills, with the demonstrated ability to communicate with many diverse customer audiences such as Economic Decision Makers and other influencers, and internal audiences across functions Communication skills include excellent listening and presentation skills. Strong capability to interface effectively with all customer types across functions and at all levels to gain commitment, obtain resources, and achieve desired results. Ability to function effectively with a high performance team with strong team building skills and the ability to resolve conflict. Requires ~50% travel Ideal Experience Requires 5 plus years’ experience in sales and/or sales management. Extensive knowledge of Cell Culture required. Has experience proven experience in selling techniques to drive closing sales Experience in running a selling organization in EMEA, or a demonstrable understanding of business practice in the Life Science industry. Familiarity with funding practices with respect to the life sciences industry as well as an existing network of KOL and policy makers. Experience in managing stakeholders in a matrix environment preferably on a global basis Requires a Bachelor’s Degree in Biology, Molecular Biology, Biochemistry or related field; or the equivalent knowledge and experience. A Master’s degree is preferred.