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About Thermo Fisher Scientific

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of $17 billion and 50,000 employees in 50 countries. 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. Our four premier brands – Life Technologies, Thermo Scientific, Fisher Scientific and Unity Lab Services – offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive support. For more information, please visit www.thermofisher.com.

Job Title: Genetic Analysis (GA) Technical Sales Specialist (TSS) Director EMEA
Reports To: GA Sales Leader for EMEA
Group/Division: LSG
Career Band: 9
Location: Western Europe
No. of Direct Reports: 7 (total 27 direct + indirect)

Position Summary: The TSS Director will be responsible for leading the Microarray, Next Generation Sequencing (NGS) and qPCR business in EMEA region, defining the most effective product and solution strategy according to the regional markets, and ensuring the commercial organization in the Region is fully aligned and capable of executing this strategy. This individual will be responsible for the accelerated growth of the portfolio teams under his/her leadership. The TSS leader will be responsible for the growth of the Specialist across EMEA; revenue is about $260M covering Divisions portfolios.

He/she will be accountable for the revenue and OPEX targets of the organisation, and will play a pivotal role in developing and implementing the company’s strategy for growth in the specialist areas, sustaining rapid growth. The TSS Director will engage regularly with the global teams ensuring that strategic alignment and joint focus exists between the TSS team in EMEA and the Global business owners. The role is accountable for Microarrays, NGS and qPCR operations and also for revenue plan - aiming to maximize sales volume and profit while adhering to the company’s quality, personnel, regulatory and other specified policies.

The TSS Director must be able to create new demand in unchartered business areas.

In summary, this individual should be a strong functional leader, bringing experience in a global matrix organization. He/she would champion his/her team in the global/regional context, and should bring excellent communication skills, and a determined leadership style, to affect positive outcomes, in alignment with the broader business objectives. The ideal candidate will have a demonstrated ability to develop creative, flexible business approaches and solutions while maintaining full compliance with ethical business practice and applicable law

Key Responsibilities:
  • In partnership with other members of the senior management team, chart out the short and long-term strategic and operating plans for the portfolio
  • Implement the commercial strategies, ensuring alignment with the global and regional plans. Achieve the business and strategic objectives – these must be competitive from both an Industry and regional perspective
  • Identify and evaluate market opportunities for growth – Engage in business development for emerging technologies or market segments
  • Ensure a financially sound operation with solid corporate governance and compliance. Plan and manage the business’s budget appropriately
  • Partner with other members of the management team, globally and in the region, to formulate cross-functional strategies for accelerated growth.
  • Lead a technically-savvy team; hire, motivate, and retain staff, to build a solid organization in this region
  • Partner with commercial leaders to hire, train, align & lead division sales team, ensuring AOP hit in-line with global organic growth objectives;
  • Own Operating Mechanisms for the divisions in the region, partnering with the regional teams
  • Partner with regional marketing teams to develop and manage specific marketing programs related to Microarray, NGS and qPCR, supporting sales channels, including sales and promotional strategies and programs, sales assumptions, projections and targets
  • Monitor market intelligence and keep abreast of competition; evaluates market conditions and the timely adjustment of sales strategy to successfully adapt to those changes. Perform market analysis, including market share, developing regional divisional sales strategies & tactical sales initiatives, in alignment with Global and Regional Marketing teams
  • Partner with commercial leaders to train the Sales team on product/application strategy through the TSS/CAC resources when applicable, and ensure divisional AOP achievement in-line with global organic growth objectives
  • Work with R&D to develop regional/market specific products
  • Deploy technical personnel/resources to the field as needed & working with the Division and Commercial leaders in setting AOP
  • Build the Regulatory roadmap for the divisions together with the commercial team. Assures that the Commercial functions maintain and support company Quality Policy and Regulatory adherence
  • Work closely and influence the all members of GA and Research EMEA leadership team
  • Ensure a financially sound operation with solid corporate governance and compliance. Plan and manage the business’s budget appropriately
  • Fully understand the Global divisional strategy and deploy into the regional reality. Provide leadership and management direction that enables the strategy deployment to the commercial organizations in the region (sales, marketing, services, applications and customer support) to execute divisional plans.

Minimum Requirements/Qualifications:
  • Bachelor degree in Biosciences or Healthcare
  • MBA or graduation desirable
  • Minimum of 10 years’ experience in commercial and general management in the Life Sciences industry and Clinical/Laboratory industry expertise
  • Previous track record of leading successful sales, marketing and customer support teams and management of distributors/channel partners across EMEA region
  • Demonstrable skills in Leadership, Managing & Coaching, Analytical and Administrative Skills, including organizational design, recruitment and training to develop regional commercial infrastructure to support growth initiatives
  • Strong English skills essential and excellent verbal and written Spanish skills
  • Ability to travel within region and internationally up to 60%
  • Demonstrated success in working in a complex global matrix environment, including influencing a shared service model
Recruiter; John Rackley John.Rackley@thermofisher.com


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