Senior Technical Sales Manager, Imaging & Detection

Company: Thermo Fisher Scientific
Location: Somerset
Posted on: April 8, 2021

Job Description:

COVID-19 Update: To keep our candidates, colleagues and other visitors--safe, we're making changes to our interview and hiring process. Learn more Senior Technical Sales Manager, Imaging & Detection Based remotely in Eastern United States, the Imaging & Detection Senior TSS Manager will work within the Protein & Cell Analysis Business Unit of the Biosciences Division. The Biosciences division is part of the Life Sciences Solutions Group at Thermo Fisher Scientific. How will you make an impact?The Technical Sales Specialist Manager position is a field-based management job accountable for Eastern North American sales results for the Imaging & Detection business. This position is responsible for leading business processes and managing the resources associated with the EVOS & Varioskan instrumentation, related consumables & services business plan achievement in North America, East region. Incumbents in this position are accountable to Commercial leadership for: achieving sales and financial targets, establishing and maintaining effective professional relationships with key customers, ensuring effective sales and service coverage, attracting and retaining qualified Technical Sales Specialists to realize growth opportunities available in North America, coordinating activities of the team with the Commercial Sales Organization and TSS in other geographies, and working with Product Management and Regional Marketing to drive the growth for Thermo Fisher Scientific in the Protein & Cell Analysis markets and providing service to customers consistent with Thermo Fisher Scientific standards and expectations. What will you do?

• As technical sales leader, the position will be responsible for driving technology adoption, attaining North American TSS revenue growth targets. Creates a vision and strategy to meet or exceed business goals agreed upon with Thermo Fisher Scientific commercial management for the region. Directs the tactical implementation of the business plan to meet objectives.
• Global commercial representative on the Cellular Analysis Instrumentation global Leadership Team.
• Assists in regional strategy development both within North America and other commercial regions globally as a representative of the Protein & Cell Analysis Business unit.
• Operations liaison for the entire North American Imaging & Detection TSS team.
• Provides timely feedback to marketing and business unit partners to drive productive marketing and lead generation programs, relevant sales collateral, and application development that best serves growth objectives and enables LSG to win in the market.
• Provide leadership, coaching and feedback to direct reports. Continually evaluate individual skills, strengths and opportunities for growth. Guide development plans, monitor regularly and clearly communicate performance expectations.
• Partner with internal colleagues in finance and commercial operations to provide timely and accurate tracking, forecasting and analysis of the business. Expectations are that all significant activities and opportunities will be input and managed in the CRM system in accordance with Commercial policies, procedures and conventions. Oversees contracts/quotations within Thermo Fisher Scientific Guidelines by extending competitive pricing as needed to maintain and increase margin.
• In partnership with other members of the management team, chart out the short and long-term strategic and operating plans for the Imaging & Detection portfolio and the greater Protein & Cell Analysis portfolios.
• 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.
• Through Technical Sales Specialists, directs the process of selling Thermo Fisher Scientific Imaging & Detection instrumentation, products and services to customers and prospects.
• Consistently monitors results of sales process including sales forecasting, pipeline management, and sales tracking through the use of system and other designated IT tools.
• 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. Manage the business's budget appropriately.
• Partner with other district managers to formulate cross-functional strategies for accelerated growth.
• Monitor market intelligence and keep abreast of competition; economics, and the regulatory environment.
• Lead a technically savvy team, hire, motivate, and retain staff, to build a solid organization in this region.
• May perform other related duties as required and/or assigned.How will you get there:
  • 5 plus years' experience in sales
  • Sales management and / or leadership experience strongly preferred
  • Extensive knowledge Microscopy preferred
  • Understanding of Pharma/Biotech/Academic markets and protein biology key opinion leaders is a plus
  • Experience in managing a selling organization in North America, or a demonstrable understanding of business practice in the Life Science industry. Familiarity with funding practices with respect to the life sciences industry as well as an existing network of KOL and policy makers.
  • Experience in managing stakeholders in a matrixed environment preferably on a global basis.
  • Experience with technical sales of both instrumentation and consumable reagents.Knowledge, Skills, Abilities
    • Proficient in strategic and tactical thinking about the business, developing actionable business plans and demonstrates how to achieve those plans.
    • Strong analytical and business planning skills.
    • Superior professional presence and business acumen.
    • Possesses excellent written and verbal communication skills, with the demonstrated ability to communicate with many diverse customer audiences.
    • Communication skills include excellent listening and presentation skills.
    • Ability to function effectively with a high-performance team with strong team building skills and the ability to resolve conflict.
    • Negotiation and persuasion skills.
    • Solid business and financial acumen, a change agent.
    • A collaborative, result-oriented individual.
    • A team player, with a positive attitude, extreme sense of ownership and commitment to the development of his/her people.
    • Requires -50% travel. To access this job later or share with a friend, please enter Name and Email Address below. Your Name Get notified for similar jobs Sign up and receive similar job alerts to your email Enter Email address Get customized job recommendations based on your career area of interest. Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $30 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, improving patient diagnostics and therapies or increasing productivity in their laboratories, we are here to support them. Our global team of more than 80,000 colleagues 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 and Patheon. For more information, please visit www.thermofisher.com . 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.

Keywords: Thermo Fisher Scientific, Fall River , Senior Technical Sales Manager, Imaging & Detection, IT / Software / Systems , Somerset, Massachusetts