Work Schedule Standard (Mon-Fri) Environmental Conditions Able to lift 40 lbs. without assistance Job Description Position Summary: Provides strong strategic and operational leadership to team of Technical Sales Specialists (TSS) responsible for the AMER region for the ICSP product line to ensure that CMD growth targets are met across regions. Ensures that teams operate within regional goal trees in areas of booking/revenue growth, sales process optimization, funnel development and employee development. Adopt and live 4I values. Leads Sales specialists ensuring alignment across all business areas within region and wider areas. Works closely and drives business growth with all regional indirect sales managers, CMD Sales Support, CMD Marketing, Regional IES Service Lead to ensure optimal account and business development. Key responsibilities: Commercial Leadership: Direct management of all Technical Sales Specialists for ICSP across AMER Region Establishes and controls expense budgets for team and works closely with finance/commercial partners to supervise these Provide strong strategic and operational leadership to TSS including PPI project management and action plans to achieve goal tree plans and to building and maintain core business processes and procedures, designed to increase customer satisfaction. Achieve above AOP growth for the relevant product lines in line with regional requirements. Assist in Recruit, train, review, development of sales teams to meet market demands. Collaborate with all Thermo Fisher teams and drive process improvement initiatives with all relevant functions related to indirect sales optimization. Actively adopt the corporate talent management processes for your teams, driving performance and engagement through the company tools & processes Responsible to develop, maintain and communicate competitive knowledge. Provide driven training and support the indirect sales managers in driven commercial opportunities Selling Agility Applies all sales key performance indicators to drive specific initiatives and to support feedback and/or recommendations to business partners Analyses team territory and prioritizes team activities to drive maximum results Supervises team pipelines to ensure accuracy, timeliness and provide strong business signal Describes and instructs sales processes for successful sales strategy execution Drives standard processes on opportunities management amongst the team to produce desired behaviors Provides improvement suggestions to sales operations to minimize use of off-line reporting tools Technical Coaches team to understand competitive landscape and relevance to customer workflows Assesses the team's understanding of the competitive landscape and brings in vital resource to close competitive intelligence needs Aware of competitor eco systems in assigned territory and uses as a potential talent pool Coaches team to understand the product portfolio and how this relates to key application areas Ensures balanced selling across full portfolio and identifies any potential training gaps within team Effectively navigate in the organization to bring in the technical expertise based on team needs Know the customer Role models balancing customer needs and expectations Effectively coaches team on solution selling to anticipate customer future difficulties and workflows. Creates a responsive team that adapt to customer needs and act quickly to resolve customer issues Actively coaches teams on how to interact and succeed with customers and how to turn a negative experience into future opportunities Self-Leadership Develop and facilitates an environment in which colleagues leverage long term relationships and partnership to achieve business objectives Champions and recognizes effective communication across global teams across Thermo Fisher Sets SMART goals to translate strategies into thorough operating plans Challenges the team to bring new point of view forward to overcome difficulties to achieve business objectives Minimum Requirements/Qualifications: Bachelor’s degree in Science or Business based fields required, MS degree in Science or Business based fields PREFERRED Dynamic commercial business experience Strong people leadership track record, to include leading within a matrixed environment with the ability to inspire, influence and lead others Strong mentoring and developing skills Demonstrated commitment to the customer Ability to build and maintain processes and procedures Excellent written and oral communication Familiarity with commercial sales and marketing tools to collect and understand the market preferred Advanced PC skills Ability to generate and maintain information to provide feedback on performance Experience to plan & prioritize multiple tasks and projects. Reflector style – able to learn from mistakes and always wants to achieve best possible performance Benefits We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation! Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued. Apply today! http://jobs.thermofisher.com Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status. Thank you for your interest as you consider starting a new career journey with us. As the world leader in serving science, our colleagues develop critical solutions through innovation—and build rewarding careers. Discover their extraordinary stories and connection to our Mission to enable our customers to make the world healthier, cleaner and safer. Their work is a story of purpose. What story will you tell? Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of more than $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. COVID-19 Vaccination Update for U.S. & Canada Colleagues All U.S. colleagues are required to disclose their COVID-19 vaccination status. New hires will be asked to disclose their vaccination status upon the first day of employment. U.S. new hires (including those in Field Sales, Field Services and Customer Support - Technical Applications) may be required to be vaccinated against COVID-19, including boosters, based on the customer or client sites they visit and support. Individuals may also be required to comply with other COVID-19 health and safety protocols, such as masking or testing. U.S. and Canada new hires in Clinical Research who are in the following job categories must be fully vaccinated before their first day of employment or request an accommodation: executive director level and above, client-facing commercial, clinical research associates (CRAs), Assistant CRA (ACRAs), all CRA and ACRA line managers, clinic-based staff in early development services and accelerated enrollment solutions, and FSP within analytical services division roles. Canada new hires (including those in Field Sales, Field Services, and Customer Support Technical Applications) may be required to be vaccinated against COVID-19, including boosters, based on the customer or client sites they visit and support. Individuals may also be required to comply with other COVID-19 health and safety protocols, such as masking or testing. New hires in Field Sales, Field Services, and Customer Support Technical Applications will be asked to disclose their vaccination status upon the first day of employment. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.
