Adherence to all Good Manufacturing Practices (GMP) Safety Standards, 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 share in the region via direct selling activities in (country). The successful candidate will implement robust sales activities and use the breadth of internal commercial team members 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 industry.
Keys to success will be building key relationships within the region, opening up new market opportunities, and supporting existing customer bases to meet and exceed AOP objectives.
The Regional Sales Manager will collaborate extensively with the functional leaders of their business unit, as well as with the commercial leaders of other business units within the designated region. This role requires close coordination and strategic alignment to drive regional sales performance and achieve overall business objectives.
Job Functions and Accountabilities :
* Deliver bookings and revenue commitments in accordance with BU AOP targets through direct sales.
* Develop and implement efficient lead generation strategies in Italy.
* Lead the 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.
* Selling, demonstrating, and training on handheld X-ray and LIBS spectrometers to potential customers.
* Lead and support key accounts within the assigned region.
* Drive visibility and accountability to generate new opportunities through improved pipeline and forecast management processes; leverage innovative sales tools like Salesforce (SFDC), Monthly and Quarterly Business Reviews, etc.
* Effectively communicate bookings and revenue outlook to management and the broader organization to ensure insight into performance and timely delivery of products.
* Implement sales tactics to drive sales and service promotions.
* Prepare and manage leads, pipeline, and opportunities within SFDC and participate in weekly forecast calls.
Minimum Requirements / Qualifications :
Educational Qualifications :
* Bachelor’s degree or equivalent education and experience.
* Advanced degree in business or technical science is a plus.
* English language proficiency is required.
Experience Qualifications :
* Minimum of 5+ years of success as a sales professional, generating own leads and opportunities.
* Experience using detailed sales skills and methodologies to achieve success, including leading or playing a key role in sales process transformations.
* Sales experience with analytical instruments, including spares and service contracts, especially handheld XRF and LIBS technologies.
* Experience collaborating with customers such as Government Agencies and Industrial clients in sectors like Scrap, Fabrication, Oil & Gas, Chemical, Mining, Environmental, and Academia.
* Ability to maintain and develop customer relationships through demos, remote, and on-site visits.
* Analytical approach to sales management; competence in handling ‘by the numbers’ metrics.
* Ability to work effectively in a matrix environment.
* Highly motivated with a bias for action.
* Excellent interpersonal and communication skills.
* Experience with CRM tools like Salesforce.com and pipeline management.
* Demonstrates Thermo Fisher’s values – Integrity, Intensity, Innovation, and Involvement (The Four I’s).
Travel Requirement : Expected travel up to 60% within the country/region.
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