Thermo Fisher Scientific Sr Director, Sales North America- Life Science in Columbia, Washington
Position: Sr. Director, Sales North America - Life Science
Reports To: General Manager Americas (Sr. Director, Sales & Service Americas)
Location: Remote within US
Thermo Fisher Scientific Inc. is the world leader in serving science, with revenues of $20 billion and more than 70,000 employees globally. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics and increase laboratory productivity. Through our premier brands - Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services - we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive services.
Our Thermo Scientific brand in the analytical instruments group offers customers in research, academic, industrial and applied markets a complete range of high-end analytical instruments as well as laboratory equipment, software and services. In the materials and structural analysis division we design, manu-facture and support the broadest range of high-performance microscopy workflows that provide images and answers in the micro-, nano-, and picometer scales.
The Sr. Director Sales is responsible for all sales activities, direct sales/indirect sales (distributor and channel partners) and customer satisfaction of the Electron Microscopy business with the Life Science customer segment in North America. The Director is responsible for the strategic development, implementation and the execution of the Electron Microscopy business in the region. The Director will lead an Account Management Team and a Sales Development Team to accelerate bookings, revenue generation and meet/exceed customer expectations.
Deliver bookings and revenue for Thermo Fisher Scientific's products within the region consistent with the target/budget.
Determine sales targets and keep weekly forecast updates.
Manage a team of account managers, product specialists and sales developers to ensure activity is aligned with overall segment strategy.
Lead the sales development through regional organization, in line with marketing guidelines set by the Business Units.
Increase Thermo Fisher Scientific's market share/penetration by developing a marketing plan and identifying new markets and prospective customers.
Act as Thermo Fisher Scientific's face to customers/point person. Responsible for customer satisfaction and for developing strong customer relationships at senior levels (C-suite, R&D, Finance, Operations) to secure long-term commitment to Thermo Fisher Scientific. Deliver support and feedback as needed
Provide timely and consistent reporting to management and Business Units about competitive outlook within the region.
Develop academia and pharma segment strategy by working with direct reports, business development managers, Business Unit product marketing and cross-functional colleagues.
Drive alignment, collaboration, and clear roles/responsibilities in the working relationship between Corporate Sales, Service Leaders, and Account Managers.
Support direct reports with robust business plans; ensure continued alignment with overall strategy and expectations.
Secure control of operational expenses in line with targets and guidelines provided.
Undergraduate degree required; a technical degree / MBA is desired
10+ years of successful sales and account management leadership experience in technology-intensive capital equipment in Life Science is required. Specific experience in electron and light microscopy markets is preferred, particularly account development, innovative customer growth strategies, complex deal making, and management of associated markets
At least 10 years of proven experience in development and support of Account Managers, Area Sales Managers and customers is required. Additional experience of working jointly with Service Managers and Service Engineers in target markets is preferred.
Extensive background in Life Science and Pharma in sales and business development. Proven relationships with the North American Electron Microscopy customer base and Pharma Co's is desired
Demonstrated skills in sales leadership, strategic selling, negotiating, and presentation
Experience working in a multinational company with demonstrated ability to lead effectively and drive results in a matrixed management operating environment
Excellent execution skills with proven ability to drive results
Must possess excellent verbal and written communications skills plus demonstrate strong leadership capabilities
Highly developed commercial and business acumen; an ability to recognize growth and profitability opportunities and capitalize on them
High energy level with ability to embrace and model the Thermo Fisher Scientific values of Integrity, Intensity, Innovation and Involvement
Comfort with strategy deployment tools and utilizing PPI, Lean, 6-sigma, or similar tools to drive operational and business improvements within a commercial organization
Able to travel 60% in the region, and occasionally globally
Other Job Requirements:
Extensive experience in developing, proposing, and negotiating effective business agreements, including sales agreements and contracts.
Experience in development of appropriate sales-oriented business processes (e.g. customer contact tracking, prospect development, sales lead qualification, order entry, pipeline management, forecasting, comp plan design, etc.).
Strong desire to drive continuous improvement and a robust talent development process to develop a world class sales team
At Thermo Fisher Scientific, each one of our 70,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission-enabling our customers to make the world healthier, cleaner and safer.
Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.
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