Senior Manager EMEA, Ion Chromatography

Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.
Business Title: Senior Manager Technical Sales Specialists EMEA Ion Chromatography & Environmental Food Safety
Reports To: Technical Sales Specialist Senior Director
Group/Division: AIG/ CMD
Job Track: Management
Position Location: Field/Remote
Number of Direct Reports: 10
Position Summary:
Provides strong strategic and operational leadership to teams of Technical Sales Specialists (TSS) responsible for the EMEA region for a specific product line to ensure that CMD growth targets are met across all countries and product lines. 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:

• Leadership of a Team of Ion Chromatography Technical Sales Specialist across EMEA Region. In addition the role may include the Management of a Team of EFS TSS across EMEA.
• Works on strategies to achieve sales goals and metrics, in collaboration with the Business Unit, Country Managers and Leadership Team. Hold Team accountable for the success of their sales funnel and forecast in collaboration with the country leads and their sales teams.
• Achieve above AOP growth for the relevant product lines in line with regional requirements.
• 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.
• Establishes and controls expense budgets for team and works closely with finance/commercial partners to supervise these
• 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
  

• Applies all sales key performance indicators to drive specific initiatives through Managers and to support feedback and/or recommendations to business partners
• Analyses team territory and prioritizes team activities to drive maximum results
• Hold Team accountable for 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
• 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
  

• Role models balancing customer needs and expectations
• Creates a responsive team that adapts 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
  

• Develop and facilitates an environment in which colleagues leverage long term relationships and partnership to achieve business