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Job ID :
50835BR
Location :
US - California - Remote / Field|US - Colorado - Denver|US - Colorado - Remote / Field|US - Illinois - Chicago|US - Illinois - Remote / Field
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Job Description
Job Summary:
The Sales Director -Biomarkers is a key role for the Clinical Diagnostics Division. This role can be located anywhere remotely in the United States.

Responsibilities:
  • Lead the collaborative development and implementation of Biomarker strategies and business plans to drive growth in target accounts, identifying key areas of short-term and long-term growth.
  • Lead a disciplined process to define, communicate, activate, execute, and performance manage strategic choices and initiatives that will drive achievement of goals.
  • Lead collaborative efforts with license partners/channel partners and conduct market analysis and evaluate new business opportunities to create a winning value proposition.
  • Lead collaborative efforts with the license partners, channel partners, marketing team and MSL team, on coordination of initiatives with targeted accounts.
  • Build strategic relationships with key customer stakeholders, (e.g., ICU, ED, Laboratory, Pharmacy, Administration, etc.) to advance CDD’s access and opportunities.
  • Utilize established internal processes and work with Business Unit planning teams to forecast large wins
  • Provide commitments of expected bookings and sales revenue through the monthly MBR process, manage pre-established budget, and own reporting on a timely basis
  • Serve as mentor for commercial organization on strategic selling approaches through ongoing coaching and development.
  • Provide market insight and input into commercial tools, programs and processes that can be leveraged broadly across the organization, including portfolio and pricing strategies.
  • Communicate with individual sales representatives on a regular basis to monitor account pipeline and assure core competency requirements are met.
  • Continually help to improve the company culture by practice and example to the 4”I” values of Thermo Fisher Scientific – Integrity, Intensity, Innovation and Involvement.
  • Hire, coach, train, and mentor sales representatives, including corrective actions if necessary through the Thermo Performance Management and Development program.
  • Work extensively with SFDC (Salesforce.com) CRM to manage customer account base and monitor reps sales performance and productivity.
  • Plan and develop Sales Meetings as well as conference calls to implement sales initiatives, trainings, and policies.
  • Work with Distribution and Customer Service teams to ensure efficient product/instrument delivery and resolution of order issues.
  • Complete all company required training programs.
  • Work with Sales Operations team to create incentives and sales compensation plans.
  • Assist VP, Commercial Operations in annual budget process, financial data gathering and reports, as well as presentations to customers, reps, and Thermo leadership.
  • Continually strive to connect with other divisions within Thermo Fisher Scientific to assure maximum penetration of Thermo products in the clinical laboratory market.
  • Work with Business Unit through Marketing and Product Managers to assure alignment to division goals for new product launches and other Marketing initiatives.
  • Use various market networks such as customers, thought leaders, and all available channels to assess competitive information, customer needs, and other sources. Use this information for sales strategy, pricing, and reporting to assure the company remains innovative and competitive within the market.

Minimum Requirements/Qualifications:
  • Must have B.S./B.A. in business, life sciences or equivalent. MBA is strongly preferred.
  • 8 or more years of sales experience and a minimum of 4 years of direct sales management with demonstrated success in the medical diagnostics or similar market.
  • Ability to travel extensively and as needed. Minimum travel is >50%.
  • Strong analytical skills that coincide with the ability to implement complex selling strategies and plans.
  • Excellent communication skills for group presentations, customer sales presentations, and intercompany written and verbal communications.
  • Superior relationship-building ability.
  • Proficient with SFDC CRM, Excel, Microsoft Word and Outlook.
  • Work independently and able to make competent decisions on a consistent basis.
  • Demonstrated experience in working with financial reports, forecasting, and other key data reporting tools.
  • Report weekly and monthly to the VP, Commercial Operations on critical customer information, revenue target progress and team development progress.
Non-Negotiable Hiring Criteria: Proven successful sales and sales management experience. Must be able to show success individually selling as well as managing a team to success.


*LI-KP1
*IND-SDG




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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