Sr. Manager Sales, CMD Chromatography Consumables – EMEA

Position Summary

Provides strong strategic and operational commercial leadership to the EMEA Chromatography Consumables Sales (CCS) teams across channel partners to ensure bookings and revenue targets are met. Focus will be on achieving meaningful growth and market share increase and developing the right organisational structure and networks to achieve this. Collaborates closely with Chromatography Consumables 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 organisational and employee development. Adopt and live 4I values. Ensures and drives alliances across all business areas and divisions.

Key Success Measure : Success will be defined by significant overachievement of the annual operating plan across the diverse EMEA region

Commercial Leadership

• Responsible for all commercial activities in EMEA for CMD Chromatography 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 channel managers and technical sales specialists
• Ensures achievement of goal tree plans. Builds and maintains core business processes and procedures, designed to increase customer satisfaction
• Works closely with Application Support, Regional Marketing and Sales Operations as well as with the CCS 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
• Produce & deliver Annual Sales Plan in line with each country requirements.
• Be accountable for the CMD CCS commercial performance (Bookings, Revenue)
• Work in partnership with Human Resources to successfully develop the organisation and recruit & retain high potential individuals
• Represent organization at senior procurement and management level during sales negotiations
• Liaise with all Thermo Fisher Scientific departments to improve processes
• Continually measure personal and team success against direct sales plan making the vital 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 using the entire company portfolio
• Collaborate with CMD HR Partner and Sr. Director Sales to pinpoint high potential talent aligned with the Company’s HRR and Development processes
• Align and support closely with the Finance and Sr Director 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

Key Relationships

Minimum Requirements / Qualifications

Non-Negotiable Hiring Criteria

Seniority level

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