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Job ID :
53079BR
Location :
Austria - Remote|Denmark - Remote / Field|France - Remote / Field|Italy - Remote / Field|Netherlands - Remote / Field|Sweden - Remote / Field|Switzerland - Remote / Field|United Kingdom - Remote / Field
:
Job Description

Job title: Sales Director EMEA, CMD Chromatography Consumables
Location: Europe flexible


Position Summary:

Provides strong strategic and operational commercial leadership to the EMEA Chromatography Consumables Sales(CCS) teams across all direct field, inside sales, e-Commerce, channel partner to ensure bookings and revenue targets are met. Focus will be on achieving substantial growth and market share increase and developing the right organizational structure and networks to achieve this. Works closely with Chromatography and Mass Spectrometry (CMD) EMEA commercial organization to improve instrument connect and integrate consumables across instrument sales, application, and marketing programs. Collaborates closely with Chromatography business unit to ensure we have the relevant portfolio offering, positioning strategy, and marketing programs to accelerate market share growth. Ensures that teams operate within CMD goal tree in areas of revenue growth, sales process optimization, expense control, productivity as well as organizational and employee development. Embrace and live 4I values. Ensures and drives synergies across all business areas and divisions.

Key Success Measure:

Success will be defined by significant overachievement of the annual operating plan across the diverse European Market place.

Commercial Leadership:

  • Responsible for all commercial activities in EMEA for CMD consumables through direct and indirect sales channels
  • Develop an understanding of customer requirements for the product line(s) and provides input into future product specifications and product positioning
  • Provides strong strategic and operational leadership to country direct and in-direct sales teams
  • Ensures achievement of goal tree plans. Builds and maintains core business processes and procedures, designed to increase customer satisfaction
  • Works closely with European Leads for Sales, Sales Support, Regional Marketing and Sales Operations as well as with the BU
  • Works closely with the factory marketing and MarCom teams on collateral materials including brochures, mailers, advertisements and trade shows to support local sales targets
  • Establishes and controls expense budgets and works closely with the Director Finance, ECO
  • Produce & deliver Annual Sales Plan in line with each country requirements.
  • Be accountable for the CMD CCS commercial performance (Bookings, Revenue)
  • Collaborate with CMD EMEA Human Resources Director and Finance Director to review, adjust and implement salary and incentive plans
  • Represent organization at senior procurement and management level during sales negotiations
  • Collaborate with European Service Managers and Country Commercial Leaders (CCL) to develop joint initiatives and provide appropriate customer care according to CAS measure
  • Liaise with all Thermo Fisher Scientific departments to improve processes
  • Continually measure personal and team success against direct sales plan making the necessary challenges, interventions and decisions to successfully deliver, or exceed plan expectations and provide verbal updates and written reports
  • Ensure that customer requirements are met and take the full benefit on leveraging on the entire company portfolio
  • In partnership with ECO HR Director & VP Sales, identify high potential talent in line with the Company’s HRR and Development processes
  • Work in partnership with Human Resources to effectively develop the organization and recruit & retain high caliber individuals
  • Align and support closely with the Finance/Controlling on all Forecasting, QBR and other financial topics
  • Ensures that all activities are carried out in accordance with Thermo Fisher Scientific policies and applicable laws
  • Represent Thermo Fisher Scientific by clearly and consistently communicating Thermo Fisher Scientific mission, vision, values and objectives to both our employees and end-user customers
Planning and Forecasting:
  • Produce and deliver AOP in line with agreed upon CMD and Corporate goals
  • Monitor territory and product mix performance and implement corrective / growth measures where necessary
  • Actively manage the success and accountability of the CMD commercial operations planning forecast (SFDC; SIOP) function on a monthly basis
  • Manage price / performance matrix and optimize & capture price where possible

Key Relationships:

Build strong collaborative relationship with the Chromatography Consumable PL Leads, Commercial General Managers, CMD Channel Partners, ECO Sales Operations Director, Vertical Market Director, CMD Finance Director, ULS Country Management, ECO Finance Director and ECO HR Director

Minimum Requirements/Qualifications:

  • 5-10 years successful sales experience, with at least 3 at a people leader level
  • MS degree in Science or Business based disciplines
  • MBA/other financial degree preferred
  • Progressive commercial business experience
  • International experience required
  • Strong leadership track record, to include managing within a matrixed environment with the ability to inspire, influence and lead others
  • Strong coaching and developing skills
  • Positive track record in building high performance teams
  • Demonstrated commitment to the customer
  • Ability to build and maintain processes and procedures
  • Excellent communication skills, both written and oral
  • Familiarity with commercial sales and marketing tools to capture and understand the market preferred
  • Ability to generate and maintain information to provide feedback on performance
  • Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement
  • Demonstrate Role Model Leader characteristics
    • Embody the 4-I values
    • Delight customers
    • Communicate openly and honestly
    • Focus on growth
    • Champion employee development
Non-Negotiable Hiring Criteria:
  • Strong leadership skills
  • Ability to plan & prioritize multiple tasks and projects. Completer/Finisher with resilience to ensure desirable outcome is always achieved
  • Reflector style – able to learn from mistakes and always wants to achieve best possible performance


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