Senior Manager, Sales

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

📋 Description

• Oversee all direct and channel sales initiatives within the designated territory for Chromatography & Mass Spectrometry Product Lines.

• Meet the quarterly and annual sales objectives for bookings and revenue at the country/district level.

• Establish local strategies and tactics through targeted sales activities in the territory.

• Ensure prompt and high-quality sales reporting, encompassing lead funnels, forecasts, and business reviews.

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

• Set standard sales activity metrics and execution strategies for Account Managers.

• Foster team development through individualized development plans and regular coaching sessions.

• Cultivate customer relationships to enhance loyalty and address critical issues swiftly.

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

• Facilitate sales planning, coordinate targets and objectives, provide precise bookings forecasts, and meet cost budgets.

• Utilize data-driven strategy deployment and metrics to enhance performance and accountability.

• Support customer meetings to nurture strategic relationships and identify new business opportunities.

• Direct pricing strategies within the territory to maintain profitability.

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

• Identify and cultivate new market opportunities and growth strategies.

• Prioritize client opportunities and formulate solution implementation strategies.

• Navigate complex customer situations effectively to secure business.

• Lead the strategic direction of the territory and maintain an opportunity pipeline.

• Monitor competitor and industry activities and introduce relevant products and services accordingly.

• Represent Thermo Fisher Scientific at customer locations.

• Evaluate sales organization design and implement strategic and tactical adjustments.

• Build a talent pipeline and provide training in commercial skills.

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

• Provide ongoing rolling forecasts and quarterly management reports.

• Manage daily operations, including holiday administration, training, and expense reporting.

⛳️ Requirements

• Proven background in sales with a record of revenue achievement.

• Minimum of 5 years of experience leading a team is required.

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

• Familiarity with developing effective district-level plans that yield measurable outcomes is a plus.

• Strong market acumen and substantial experience in the Applied Markets and Life Science Markets.

• A minimum of a BSc degree in a science-related field or equivalent is necessary.

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

• Proficient product knowledge of Chromatography and Mass Spectrometry offerings.

• Excellent organizational skills with the ability to juggle multiple tasks and meet deadlines.

• Proven commercial excellence in a matrix environment.

• At least 5 years of successful experience selling through third-party distribution organizations.

• Customer-centric with the capacity to develop collaborations with key accounts and end-users.

• Strong business insight and the ability to adopt a strategic perspective beyond immediate responsibilities.

• Exceptional written and verbal communication skills, capable of engaging with technical and business teams across various locations.

• Strong executive presence.

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

• Excellent problem-solving and troubleshooting abilities.

• Proficient in MS Office Suite for creating documents and presentations.

• Ability to travel to customer locations up to 80%, including overnight trips.

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

🏝️ Benefits

• Annual incentive plan bonus.

• Healthcare coverage.

• A variety of employee benefits.

• Excellent career and development opportunities.

• Accessibility services/accommodation support for job seekers with disabilities during the application process.