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 Responsibilities

• 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 provide input into future product specifications and product positioning
• Provide strong strategic and operational leadership to channel managers and technical sales specialists
• Ensure achievement of goal tree plans. Build and maintain core business processes and procedures designed to increase customer satisfaction
• Work closely with Application Support, Regional Marketing and Sales Operations as well as with the CCS BU
• Collaborate with factory marketing and MarCom teams on collateral materials 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 with Human Resources to develop the organisation and recruit & retain high potential individuals
• Represent the organization at senior procurement and management level during sales negotiations
• Liaise with Thermo Fisher Scientific departments to improve processes
• Continually measure personal and team success against direct sales plans and provide updates and reports
• Ensure customer requirements are met and leverage the full company portfolio
• Collaborate with CMD HR Partner and Sr. Director Sales to identify high potential talent
• Align with Finance and Sr Director on Forecasting, QBR and other financial topics
• Ensure activities comply with Thermo Fisher Scientific policies and applicable laws

Planning and Forecasting

• Produce and deliver AOP in line with CMD and Company goals
• Supervise territory and product mix performance and implement corrective/growth measures
• Responsible for the CMD commercial operations planning forecast (SFDC; SIOP) monthly
• Lead price/performance matrix and optimize price where possible

Key Relationships

• Build strong collaborative relationships with Chromatography Consumable Product Line Leads, Commercial Sr Directors, EMEA Sales Operations, Regional/Vertical Market Directors, CMD Finance Director and EMEA HR Partner

Minimum Requirements/Qualifications

• 5-10 years of successful sales experience, with at least 3 years in a people leadership role
• Bachelor’s degree in science or business
• MBA/other financial degree desirable
• Dynamic commercial business experience
• International experience required
• Strong leadership in a matrixed environment with ability to inspire, influence and lead others
• Strong mentoring and developing skills
• Positive track record in building dedication and commitment in 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 analyze market data
• Ability to generate and maintain information to provide performance feedback
• Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement
• Willingness to travel frequently (60% of the time)
• 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; resilient to ensure desirable outcomes
• Reflector style – able to learn from mistakes and strive for best possible performance

Seniority level

• Not Applicable

Employment type

• Full-time

Job function

• Sales, Business Development, and Product Management
• Industries: Pharmaceutical Manufacturing and Biotechnology Research