Senior Commercial Development Manager, International

Job Description

Position summary

Thermo Fisher Scientific is driving a strong commercial development mind to achieve returns on recent investments in new capabilities for reaching the company goal - to accelerate market share gain by successfully driving our growth strategy to exceed customer’s expectations.

The Senior Commercial Development Manager – Clinical Diagnostics Division (CDD) International will lead the divisional efforts to achieve growth . The role will work toward creating a structured analytical environment for commercialization development for the International region in CDD. Key to success will be the creation of an International evidence base that will measure commercial capabilities, align them with standard processes and develop further to drive sustainable revenue and growth.

This role is responsible for increasing effectiveness of new business opportunities, and launching center of expertise for the sales force to drive efficiency, continuous improvement and growth with focus on discipline and execution.

Key Responsibilities

This role will lead and coordinate the regional development of CDD Commercial International initiatives aligned to Division strategy. The leader will provide strategic support and direction for the district; lead the sales team to drive sales strategies and meet plan as well as expand the International CDD business.

• Ensure team maintains a pipeline of opportunities to meet or exceed sales objectives; assist and mentor sales reps to develop and implement customer-specific action plans.

• Identify new opportunities, cultivate the partnerships and relationships needed to gain new business and expand the potential of existing business to achieve financial goals

• Collaborate to develop plans that drive incremental growth in key accounts and improve go-to-market strategies..

• Monitor International market trends, opportunities and intelligence including competition, macroeconomics, and the regulatory environment, and use it to influence/drive incremental revenue targets.

• Manage and influence the preparation of opportunity capture plans, win strategies, proposals, business plans, proposal work statements and specifications, operating budgets and financial terms/conditions of contract(s) for appropriate sales channel.

• Sett important metrics, assess regional performance, identify performance gaps and drivers, develop remediation / action plans and deploy resources as needed to achieve goals

• Work across Divisions and Business Units to drive alignment, execution, accountability and results. Collaborate with colleagues including Category Managers, Product Managers, Sales Managers and Key Account Managers.

• Strengthen the Company’s position at key accounts by anticipating customer needs and problems whilst creating customer-centric solutions.

Problem Solving:

• Identify, assess and solve complex business problems for areas of responsibility, where analysis of situations or data requires an in-depth evaluation of factors

• Demonstrate a strategic approach by asking strategic questions, aligning resources, developing action plans, and evaluating results

Analytics:

• Maintain expertise with data sources and tools (including Business intelligence tools), and apply to develop data gathering tools, deliver high quality data. Generate actionable insights and recommendations to address opportunities and/or challenges

Internal Customer Management:

• Follow the Division strategic direction when establishing near term goals

• Work with senior management on matters where they may need to build alignment

• Effectively communicate and partner up with internal and external team members to align on business objectives and action plan

Decision Making:

• Act independently to determine methods and procedures on new assignments

Leadership and Teamwork / Collaboration:

• Actively collaborate within and beyond the team to design and ensure consensus around solutions including teams such as Demand Management, Distribution, Pricing, Contracts, etc.

Project Management

• Use project management tools and skills to coordinate and lead tasks and timelines

• Ensures accuracy of analyses and other results

• Ensures team members are aligned with progress through the life of the project(s)

Qualifications & Experience:

• Commercial experience in International markets & Experience in working in an International environment

• Experience in strategic decision support, market forecasting, performance tracking and marketing analytics

• Pro-active and self-initiated planning and organizing skills

• Candidate should be able to think creatively and demonstrate innovative thinking

• Strong leadership, business insight, decision making and project management skills

• Good communication and presentation skills

• Consistent record of handling complex analyses

• Showed strength in modelling tools such as trend analysis and optimization.

• Ability to develop business results with appropriate level of detail and keep the right people informed

• Able to create and manage complex tools in IT tools and systems

• Must be fluent in English

Minimum requirements/qualifications:

• University degree in Science, postgraduate degree in Business or Marketing highly desirable.

• Minimum 10 years’ experience in Sales and Marketing, preferably in leadership roles.

• Travel up to 30% of the time

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.

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.