Careers at ThermoFisher Scientific

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Job ID :
Location :
China - Beijing
Job Description

Focus of the Sales Manager is to meet or exceed revenue targets in Tianjin. The focus is on technical/product based customer requirements. This position carries a sales quota for the specified territory. Responsibilities include:

• Lead and manage Tianjin sales team.
• Develops sales plan that includes opportunity map, target accounts, forecast, sales strategies, tactics and resource requirements.
• Understands the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively.
• Ensures that the sales plan and sales activities are consistent with overall business goals.
• Reviews and updates the sales plan on a regular basis to reflect progress and market changes.
• Maintains and updates a list of prospects within a centralized CRM system.
• Prospects across the installed base and in new accounts to ensure that target opportunities are developed.
• Works with partners/customers to identify additional prospects.
• Establishes initial contacts with decision makers in potential customers.
• Qualifies potential opportunities early in the sales cycle and manages the pipeline to ensure that opportunities are pursued in a timely way and revenue expectations are met.
• Provides realistic sales forecasts to management and communicates any significant changes or developments.
• Updates lead/contact management system to track progress.
• Participates in regional meetings to share best practice, review performance against targets, and conduct informal training.
• Prepares for each sales call and sets specific call objectives.
• Asks questions to understand customers’ product requirements and project priorities.
• Implements appropriate strategies for dealing with obstacles, customer objections or competitive situations.
• Responds effectively to customer requests and resolves critical issues and meets all commitments in a timely manner.
• Understands and presents the complete range of product and service offerings that meet the needs of customers.
• Has sufficient technical and business knowledge to present a compelling value proposition to customers. Utilizes regional resources to ensure they are properly leveraged relative to deal closure, probability and opportunity size.
• Manages the contract review process and negotiation.
• Builds commitment and closure at each stage of the sales process.
• Explains pricing policies and constructs an accurate proposal.
• Coordinates efforts with relevant individuals to address non-standard terms and conditions and gain appropriate approvals. Proactively meets with customers on a regular basis after close of deal to ensure customer satisfaction.
• Ensures implementation schedules and support activities are aligned with commitments to customers and to management.
• Serves as customer advocate and ensures that any major conflicts with customers are resolved.

Job requirements:
1. Bachelors or above degree preferred
2. Majored in biology, biology engineering or similar
3. Prior experience selling capital equipment
4. Strong directly sale and channel management capability
5. 5-6 years prior sales experience
6. 2 years or above leadership experience

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