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Sr. Sales Manager – EMEA OEM Consumables

Job Description

How would you make an impact?
When you’re part of Thermo Fisher Scientific, you’ll do challenging work, and be part of a team that values performance, quality and innovation. As part of a successful, growing global organization you will be encouraged to perform at your best. With revenues of $20 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world.

What will you do?
The Sr. Sales Manager is responsible for delivering the annual growth targets for the Laboratory Products Division (LPD) Original Equipment Manufacturer (OEM) consumables business across Europe. This individual will directly manage a team of 9 Key Account Managers and Sales Representatives and report to the Sr. Director, Global OEM Sales / GM Temperature Control business.

Key Responsibilities:

  • Directly responsible for managing the activities of the sales team to achieve the financial objectives set out in the strategic planning process. This includes setting regional goals, developing sales metrics and accessing activity to meet objectives.
  • Prepares annual and quarterly budgets and staffing plans for the commercial organization that supports the business’ strategic plans.
  • In partnership with Finance, develop pricing policies, including volume discounts and terms and conditions, that aligns with market penetration strategy.
  • Leads a holistic sales approach to the OEM business, ensuring a balanced effort is taken by the team to drive increased revenue across all components of the consumables portfolio.
  • Works with the team to establish a “hunter mentality” - Develop and implement strategies for expanding the customer base and growing new business opportunities, thereby increasing market share.
  • Collaborates with functional leaders to deploy strategies that drive technical engagement with customers, which enables a consultant selling approach and aligns customer’s needs to the Laboratory Products Division value proposition
  • Responsible for identifying core competencies of talent needed along with recruitment, deployment, and development of personnel resources to achieve plan targets
  • Consistently develops and promotes collaboration and teamwork, and leverages the overall Thermo Fisher value proposition to support client needs


Specialist Experience

  • Bachelor’s degree required; MBA preferred
  • 10 years’ progressive experience in commercial, sales, business development, product management and/or marketing roles
  • Strong business acumen in financial management & contracting
  • Demonstrated experience in recruiting, developing, and managing high performance sales teams, with the ability to manage current accounts and drive new opportunities
  • Experienced, comfortable, and effective in negotiation – experienced with large scale ($5MM+) corporate accounts, knowledgeable and experienced with corporate procurement customers
  • Ability to work cross functionally in all aspects of the business to drive process improvement in SIOP, pricing management, & other
  • Effective communication skills to a diverse set of audiences – employees, customers, direct management, executive management, cross-functional colleagues
  • Comfortable & confident in making various business decisions & owning the outcome
  • Strong data mining and analysis skills to drive sound data driven decisions & communication
  • Ability to multitask throughout multiple IT systems to manage business
  • Proven experience in managing in a global matrix organization


Please note that all information in this job description is accurate at the time of posting. Please be aware that companies may change details and/or closing dates without notice.


Job Summary

Thermo Fisher Scientific
  • Denmark
  • Other
Job Type
  • Full-time
  • Negotiable
11 February 2020
Applications Deadline
02 May 2020

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