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Job ID :
Location :
France - Illkirch
Job Description

Job Title: European Category Manager Chemicals & Chromatography

Reports To: Category Director, Portfolio Management
Group/Division: CCG/RSD
No. of Direct Reports: None

The Research and Safety Market Division, represented by the Fisher Scientific brand, markets and sells a complete portfolio of laboratory products to its key customer base around the world that includes Pharmaceutical, Biotech and Academic institutions doing scientific research as well as Industrial companies and Government institutions that have scientific laboratories. As a channel to the market for a broad portfolio of products, the Research and Safety Market Division transacts with and represents the product lines of thousands of supplier/manufacturers in the laboratory space, both internal and external to Thermo Fisher Scientific. The Global Portfolio Management Team is currently responsible for developing a global approach to both category and supplier management in order to drive consistency in the portfolio across the world and to optimize the division and company’s profitability.

Position Summary:

Working with the European Category Director and Global Category lead, the Category Manager will develop the portfolio and drive Chemicals/Chromatography expansion throughout Europe. The Category Manager will propose, develop, and implement strategies for the Portfolio in order to meet defined commercial, financial and strategic goals. Through exposure and direction of initiatives and tactics with suppliers and sales teams the post holder will drive revenue and profit growth for the division and corporation.

Key Responsibilities:
  • Development and execution of a European portfolio / supplier strategy for the chemicals group of products and suppliers he/she manages. This should encompass portfolio expansion, product margin improvement, supplier funding and support of ‘Share of Wallet’ initiatives.
  • Ensure that European Chemicals strategies are fully aligned with Global Product Management strategy through close working with the respective Global Lead. Equally, ensure those agreed strategies are communicated with the Commercial Product Management team and other functions (Sales, Marketing), such that they can execute them at a local level.
  • Establishing strong, commercially effective relationships with the European leadership team of the key suppliers in their categories
  • Lead (annual) negotiations with suppliers in their portfolio to secure the most advantageous position for the company regarding pricing, product delivery and supplier support for the products, without compromising the company’s commitment to its clients.
  • Create a Supplier / Product strategy that drives the establishment of a consistent pan-European portfolio, looking to necessary rationalization and harmonisation, which drives maximum commercial advantages for the RSD business and a consistent customer experience (product, price & service).
  • Work with the Category Director to continually assess product / market opportunities/gaps as they relate to the category. Be responsible for new supplier development activities that add new products and categories that will supplement the portfolio and drive profitable revenue growth. Ensure that new launches are delivered in a consistent manner through use of standardized product launch packs using an agreed pan-European process.
  • Actively champion the Preferred Supplier Program as it relates to their category. Externally, through preferential focus on preferred suppliers – meetings, securing promotional campaigns, joint sales engagement activities, etc. Internally, through championing preferred suppliers with Sales & Marketing colleagues that results in tangibly better performance than non-PSP suppliers in the same category
  • Travel on an as required basis to maintain strong relationships with the suppliers, as well as providing support to field sales organizations at regional meetings and with customers
  • Develop and implement business plans with a significant focus on increasing sales and margins. These include coordinating supplier blitzes in the field, coordinating new product launches and working with the commercial product management & marketing teams on promotional materials and other selling tools. From a margin standpoint, management of list price strategy and customer discount structures (PPG’s), in conjunction with the Strategic Pricing function.
  • Support operational improvement activities, through close working with the relevant functions, such as Compliance, Finance, Customer Service and the Supply Chain function. Develop compelling marketing/promotional programmes/campaigns to support revenue and margin generation of products through the commercial and ecommerce teams working closely with sales and marketing.
  • Manage the annual price roll for setting list pricing with associated focus on obtaining and agreeing supplier cost pricing.
  • Be responsible for ensuring that products are created and maintained on the business system

Candidate Experience, Qualifications & Competencies:
  • Candidates will need to have a significant (>5 years minimum) and successful commercial or category management experience in the European lab chemicals distribution or manufacturing.
  • Candidates must have a bachelor’s degree in business, operations, or a scientific field (Preferably Chemistry or Chromatography related). An advanced degree in business/marketing or science is preferred.
  • Potential candidates should have relevant experience in at least two (and preferably more) of the following areas:
    • Prior commercial experience in a product management, merchandising or marketing organization
    • A technical background in science, chemical engineering or research
    • Industry-related experience in laboratory products and chemicals
    • Contract negotiations with detailed and complex terms
  • Willingness to travel 10-20%, some international is expected
  • Excellent interpersonal, customer orientation and problem solving, can-do attitude, self-motivation
  • Multi-tasking experience and flexibility to address immediate priorities and still manage deadlines with longer-term projects and strategic initiatives
  • Have an excellent command of internal systems; identify patterns and trends within data to assist with category analysis that will demand excellent knowledge of research tools e.g.: Excel and Business Intelligence systems.

  • Embodies the 4-I Values (Acts with integrity. Achieves results through intensity, innovation, and involvement)
  • Builds Customer Allegiance
  • Communicates openly (Communicates honestly and effectively with subordinates, peers, manager, & senior leaders)
  • Drives Growth, leverages Business Acumen (Makes profitable business decisions, incorporates contingency planning into strategies, and makes data-based decisions)
  • Develops People Including Self (Practices self-development and champions employee development and growth)
  • Embraces PPI (Embraces Continuous Improvement by using PPI to improve processes & solve problems)
  • Builds Organizational Relationships

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