Adherence to all Good Manufacturing Practices (GMP) and Safety Standards, including various outside weather conditions.
Job Description
Company Information
Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of $40 billion and more than 125,000 employees in 50 countries. Our mission is to enable our customers to make the world healthier, cleaner, and safer. We help our customers accelerate life sciences research, solve sophisticated analytical challenges, improve patient diagnostics, and enhance laboratory efficiency.
Through our four world-class brands – Thermo Scientific, Life Technologies, Fisher Scientific, and Unity Lab Services – we offer an unmatched combination of innovative technologies, purchasing convenience, and comprehensive support.
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* Job Description
Job Title : Regional Sales Manager – MCS Industrial Markets
Group / Division : AIG / CAD
Career Band : VI
Position Summary :
The Regional Sales Manager – Industrial Markets is responsible for achieving short-term and long-term bookings, revenue, and profit growth objectives through crafting opportunities to gain market share in the region via direct selling activities. The successful candidate will implement robust sales activities and leverage the internal commercial team to support revenue generation.
The typical customers in the industrial market vertical include steel manufacturers, fabricators, metal recyclers, cement plants, mining companies, battery recyclers, museums, universities, and key accounts in the aviation and automotive industries.
Key success factors include building key relationships within the region, opening new market opportunities, and supporting existing customers to meet and exceed AOP objectives.
The Regional Sales Manager will collaborate extensively with business unit leaders and commercial leaders of other units within the region. This role requires close coordination and strategic alignment to drive regional sales performance and achieve overall business objectives.
Job Functions and Responsibilities :
* Deliver bookings and revenue commitments in accordance with BU AOP targets through direct sales.
* Develop and implement effective lead generation strategies in Italy.
* Lead commercial selling opportunities and establish performance targets within industrial markets in Italy.
* Define and implement new sales processes and capabilities, including territory management and structured sales methodologies.
* Sell, demonstrate, and train customers on handheld X-ray and LIBS spectrometers.
* Support key accounts within the assigned region.
* Drive visibility and accountability to generate new opportunities through pipeline and forecast management, leveraging tools like SFDC and Business Reviews.
* Communicate bookings and revenue outlooks to management and the organization.
* Implement sales tactics to promote sales and services.
* Manage leads, pipeline, and opportunities within SFDC and participate in weekly forecast calls.
Minimum Requirements / Qualifications :
Educational Qualifications :
* Bachelor’s degree or equivalent experience.
* Advanced degree in business or science is a plus.
* Proficiency in English is required.
Experience Qualifications :
* At least 5+ years of successful sales experience, generating leads and opportunities.
* Experience using detailed sales skills and methodologies, including leading sales process transformations.
* Experience selling analytical instruments, including spares and service contracts, especially handheld XRF and LIBS technologies.
* Proven experience working with government agencies and industrial clients in sectors like scrap, fabrication, oil & gas, chemical, mining, and academia.
* Ability to maintain and develop customer relationships through demonstrations and visits.
* Analytical approach to sales management and success in a matrix environment.
* Motivated to achieve targets with a proactive attitude.
* Excellent interpersonal and communication skills.
* Experience with CRM tools like Salesforce and pipeline management.
* Alignment with Thermo Fisher values: Integrity, Intensity, Innovation, and Involvement.
Travel Requirement : Up to 60% travel within the country/region.
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