Manager, Instrument Sales

This is a fully remote position, open to applicants in North Carolina.

📋 Description

• Oversee all direct and channel sales operations within the territory for Chromatography & Mass Spectrometry product lines.

• Meet country/district quarterly and annual sales objectives for bookings and revenues.

• Develop local sales strategy and tactics, ensuring timely and accurate sales reporting, lead funnel management, forecasts, and business reviews.

• Execute commercial organization business processes, procedures, and programs for assigned product lines.

• Establish uniform sales activity metrics and execution plans for Account Managers.

• Foster team member development through personalized development plans and ongoing coaching.

• Cultivate strong customer relationships, enhance customer loyalty, and address critical customer challenges.

• Collaborate with Field Service, Application Support, technical sales specialists, Business Units, marketing, and other divisions.

• Propel sales planning, targets, objectives, booking forecasts, cost-budget achievement, and performance metrics.

• Assist in customer meetings to foster strategic relationships and uncover new business opportunities.

• Lead territory pricing strategies and manage profitability.

• Guide the team to deliver profitable sales that meet or exceed business plan commitments.

• Identify and cultivate new market opportunities and client growth strategies.

• Navigate intricate customer scenarios to close deals successfully.

• Steer strategic territory direction, sales strategies, opportunity pipeline, and quarterly goals.

• Stay informed about competitor and industry trends and introduce relevant products and services.

• Represent Thermo Fisher Scientific at customer locations.

• Evaluate sales organization structure, build a talent pipeline, and provide commercial skills training.

• Complete the annual Performance Management & Development process for the team.

• Manage day-to-day operations, including holiday administration, training, and expense reports.

• Provide ongoing forecasts and quarterly management reports.

⛳️ Requirements

• Solid background in sales with a proven track record of revenue achievement.

• A minimum of 5 years of experience leading a team is essential.

• Experience managing a high-value territory and advising a team of 8–12 Sales Representatives is advantageous.

• Experience crafting effective district-level plans with measurable outcomes is preferred.

• Strong market insight and extensive experience in Applied Markets and Life Science Markets.

• At least a BSc degree in a science-related field or equivalent is required.

• Over 10 years of experience in Chromatography and Mass Spectrometry.

• Comprehensive product knowledge of Chromatography and Mass Spectrometry products.

• Strong organizational skills with the ability to multitask and meet deadlines.

• Proven commercial excellence while operating in a matrix environment.

• A minimum of 5 years of successful experience selling through third-party distribution networks.

• Customer-centric approach with the ability to build partnerships with key accounts and end users.

• Excellent written and verbal communication skills.

• Willingness to attend trade shows and explore product/market opportunities.

• Outstanding problem-solving and troubleshooting abilities.

• Proficient in MS Office Suite.

• Willingness to travel to customer locations up to 80%, including overnight stays.

• Embodies Thermo Fisher values: Integrity, Intensity, Innovation, and Involvement.

🏝️ Benefits

• Annual incentive plan bonus.

• Healthcare coverage.

• Employee benefits.

• Opportunities for career and professional development.

• Innovative and forward-thinking company culture.