Manager Technical Sales Specialists (TSS), HPLC consummables, EMEA

Work Schedule
Standard (Mon-Fri)

Environmental Conditions
Office

Job Description

At Thermo Fisher Scientific, you'll contribute to important work, such as aiding customers in finding cancer cures and ensuring food safety. Your efforts will have a tangible impact, and we'll support your career goals.

Overview

We are seeking a new talent to lead our EMEA Technical Sales Specialists (TSS) team for our dedication to providing Chromatography Solutions (HPCS). The position is full remote, based in EMEA.

Exciting chance to create meaningful change!

The goal of this role is to boost revenue growth of our HPCS BU instrument portfolio, aligning with the objectives of the CMD European Commercial Organization.

Position Summary

Manages a team of TSS in the EMEA region for High-Performance Chromatography Solutions (HPCS) products, ensuring CMD growth targets are met. Collaborates with regional managers, CMD Sales Support, CMD Marketing, and Regional IES Service Lead for efficient account and business development

Commercial Leadership:

• Direct management of Team of HPCS Technical Sales Specialists across the EMEA region
• Achieve above AOP growth for the relevant product lines in EMEA.
• Offer strategic mentorship, operational support, and collaboration with regional sales managers to foster growth and market share gain for HPCS products.
• Provide strategic and operational leadership aligned with Goal Trees. Manage action plans to build and maintain core business processes and procedures, designed to improve customer experience.
• Collaborate with all Thermo Fisher teams and drive process improvement initiatives.
• Monitor the performance of territories and product mix and take necessary corrective or growth measures.
• Actively manage the success and optimize the use of resources of your team in a matrix organization to support commercial growth in EMEA region.

Selling Agility:

• Applies all sales key performance indicators to drive specific initiatives and to support feedback and/or recommendations to business partners
• Analyses team territory and prioritizes team activities to drive maximum results
• Oversees team pipelines to ensure accuracy, timeliness and provide strong business signal
• Describes and teaches sales processes for successful sales strategy execution
• Encourages the use of standard methodologies in opportunities management to promote desired behaviors within the team.
• Provides improvement suggestions to sales operations to minimize use of off-line reporting tools

Technical

• Coaches team to understand competitive landscape and how this relates to customer workflows
• Assesses the team's understanding of the competitive landscape and brings in necessary resource to close competitive intelligence needs
• Aware of competitor eco systems in assigned territory and uses as a potential talent pool
• Coaches team to understands 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
• Effectively navigate in the organization to bring in the technical expertise based on team needs

Know the customer

• Role models balancing customer needs and expectations
• Effectively guides team in solution selling to anticipate difficulties and workflows that may arise for customers in the future.
• Builds a responsive team that monitors customer needs and acts quickly to resolve customer issues
• Actively mentors teams on effective customer interactions and transforming negative experiences into future opportunities.

Self-Leadership

• Fosters and facilitates an environment in which colleagues leverage long term relationships and teamwork to achieve business objectives
• Champions and recognizes effective communication across global teams across Thermo Fisher
• Sets SMART goals to translate strategies into rigorous operating plans
• Challenges the team to bring new perspective forward to overcome difficulties to achieve business objectives

Minimum Requirements/Qualifications:

• MS degree or equivalent experience in Science fields
• Progressive commercial business experience required
• People leadership experience, to include managing within a matrixed environment with the ability to inspire, influence and lead others
• Coaching and developing skills
• Fluent in English, both written and oral
• Demonstrated commitment to the customer
• Ability to build and maintain processes and procedures
• Excellent communication skills, both written and oral
• Familiarity with commercial sales and marketing tools
• Advanced PC skills
• Ability to generate and maintain information to provide feedback on performance
• Experience to plan & prioritize multiple tasks and projects.
• Reflector style - able to learn from mistakes and always wants to achieve best possible performance