Senior Manager, Technical Sales Specialists

6 days ago

Waltham, Massachusetts, United States Thermofisher Scientific Full time

Job Description

Position summary

The Senior Technical Sales Manager will lead the sales strategy of the Pharma Analytics business within North America. They will work with their specialist team and divisional regional sales teams to grow and drive profitable revenue growth through detailed sales pipeline management, customer engagement, and ongoing development of team members. This position requires an in-depth understanding of the market and customers and will balance the implementation and execution of both unit and divisional sales strategies and processes.

They will also define the most effective product and solution strategy relevant to the specific market in North America, and ensuring the global and regional commercial organizations, regional Technical Services Organization and the Divisional Business Unit are fully aligned and capable of driving this strategy.

Reporting directly to the Sales Director PPA, Matrix reporting to North America Commercial Director, to ensure that short and long-term sales goals are achieved.

Key objectives of the role

On the Execution of Revenue/Booking plans:

  • Leads the Revenue Plan. Be directly responsible for leading the activities of the North America Pharma Analytics sales team to achieve the financial objectives. This includes setting regional goals, developing sales metrics and driving activity to meet objectives.
  • Prepares annual and quarterly budgets and staffing plans for the commercial organization that supports the business' strategic plans.
  • Ultimate responsibility for forecast accuracy through detailed maintenance of sales pipeline data in the CRM system. Ensure robust new business pipeline and recurring business are well-maintained across North America
  • Establish relationships with channel partners, key accounts and Key Opinion Leaders in the life science and bioproduction industry.
  • Stay ahead of market intelligence including trends, competitors and key accounts developments.
  • Identifying and completing the best sales practices within North America eg, Selling with Perspective.
Drive team and manage talents
  • Leads a comprehensive sales approach for the business, ensuring a balanced effort is taken by the team to drive increased revenue across all components of the portfolio
  • Works to establish a "hunter mentality" - Develop and implement strategies for expanding the customer base and growing new business opportunities, thereby increasing market share.
  • Responsible for identifying strengths of talent needed along with recruitment, deployment, and development of personnel resources to achieve plan targets.
  • Consistently develops and promotes collaboration and teamwork and uses the overall Thermo Fisher Scientific value proposition to support the customer.
Minimum qualifications and experience
  • Education: Bachelor's degree or higher in Biotechnology or related field.
  • 8-10 years minimum experience in technical sales/marketing in a related industry with experience in selling to the bioprocess industry preferred, min 5 years of people management.
  • Demonstrated ability to be effective in a globally matrixed organization demonstrated leadership role in developing and implementing business level sales plans
  • Demonstrated experience in recruiting, developing, and running high performing sales teams, and ability to command the respect of both technical and business teams.
  • Technical skills in strategy and sales planning
  • Ability to use CRM (Salesforce) to measure and monitor activity, progress towards sales goals, and results.
  • Excellent interpersonal and communication skills including presentation skills.
  • Able to work independently with limited day-to-day management supervision.
  • Frequent Travel will be required up to 50%
  • Outstanding oral and written communication skills being proficient in value selling techniques and the ability to sell up into organizations.
  • Strong background of selling complex Product/Technology solutions.
  • Strong and intimate understanding of downstream purification workflows in Bioproduction processes.
  • Knowledge of how to handle sales opportunities with complex and lengthy sales cycles.
  • Ability to multi-task with an attention to detail.
  • Must have strong customer service and relationship building skills within industrial marketplaces.
  • Proficient in Word, Excel, and PPT at a minimum.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.

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