Thermo Fisher Scientific Region Sales Manager in Lowell, Massachusetts

Job Description

Thermo Fisher Scientific (NYSE: TMO) is headquartered in Waltham, MA, and is the world leader in serving science, enabling our customers to make the world healthier, cleaner and safer. With annual sales of more than $10 billion, we employ 30,000 people and serve over 350,000 customers within pharmaceutical and biotech companies, hospitals and clinical diagnostic labs, universities, research institutions and government agencies, as well as environmental and industrial process control settings. Serving customers through two premier brands, Thermo Scientific and Fisher Scientific, we help solve analytical challenges from routine testing to complex research and discovery. Thermo Scientific offers customers a complete range of high-end analytical instruments as well as laboratory equipment, software, services, consumables and reagents to enable integrated laboratory workflow solutions. Fisher Scientific provides a complete portfolio of laboratory equipment, chemicals, supplies and services used in healthcare, scientific research, safety and education. Together, we offer the most convenient purchasing options to customers and continuously advance our technologies to accelerate the pace of scientific discovery, enhance value for customers and fuel growth for shareholders and employees alike. Visit http://www.thermofisher.com .

The Regional Sales Manager is responsible for leading all Generalist Sales Representatives and Specialists assigned to the region to achieve LCD North America revenue growth and profitability objectives. The Regional Manager is also responsible for creating and implementing strategies and tactical plans in line with the divisional, regional and area goals. The Regional Sales Manager works closely with the Director of Sales, assigned sales reps and specialists, other area managers within the region, all LCD Business Unit management teams and Operations to drive customer satisfaction and optimize revenue growth. The Regional Manager is accountable for the monitoring, analysis and reporting of performance for the region as a whole, plus individual territories within the region, on a regular basis.

  • Manage all Generalist Sales Representatives and Specialists in Regional to deliver LCD North America revenue, profitability, and market share growth objectives.

  • Develop the LCD North America commercial sales plan, including assisting, developing and implementing tactics to accomplish growth targets.

  • Work closely with Business Unit product management teams to insure clear communication and understanding of marketing and new product plans. Represents customer needs to product management in the development of new products and solutions.

  • Manage sales forecast for the Area assigned using Salesforce.com (SFDC) CRM platform coupled with a bi-weekly pipeline review process.

  • Accountable for assigned reps use of SFDC CRM as “THE TOOL” for managing and reporting on territories within the Area.

  • Approve proposals for assigned Area to manage price and profitability.

  • Define, and assist in the development of, core competency requirements of the sales team. Works with human resources to develop competencies to facilitate personal and business growth.

  • Coordinate with Customer Service and Supply Chain operations to ensure that customer support competencies, processes and results are aligned to meet customer needs.

  • Work with teams to define trades show strategies including local and One Thermo Fisher activities.

  • Work with Area distribution partners to drive regional revenue goals.

  • Employ and embrace PPI as a means to improve the efficiency and effectiveness of the LCD selling organization.

  • Participate in the selection, hire, coaching and mentoring of direct reports. Assume accountability for self and direct reports in demonstrating and improving the culture of Thermo Fisher Scientific by following the 4 I values of; Integrity, Intensity, Innovation and Involvement.

  • Manage generalist and specialist annual PMD process and keep all informed of progress towards their goals. Consistent feedback a must.

  • Coordinate rebate pricing exercise and special pricing exercise.

  • Actively participate in and successfully complete required training in Role Model Leader and other required TMO training initiatives.

  • Support the development of all direct reports using the PMD process and hold direct reports accountable for attaining their business goals.

Educational Qualifications:

Bachelors degree required in Life Science and/or other related field.

Experience Qualifications:

  • 8+ years’ sales and/or field sales management experience in industry, academia, or related field with progressively increasing responsibilities.

  • Strong role model sales leader with ability to develop and motivate people at all levels.

  • Experience in direct sales and marketing of Scientific Equipment

  • Strong analytical skills and the ability to draw conclusions and observations from market trends and unit analysis

  • Demonstrated success in forming interdepartmental relationships

  • Demonstrated excellence in oral and written communications skills

  • Demonstrated ability to operate independently, with initiative and good business judgment

  • Strong organizational and time management skills

  • Substantiated capability to effectively negotiate and close business

  • Experience with both direct and distribution selling environments is desired

  • A solid foundation in financial skills used in a selling environment.

  • Demonstrate the Thermo Fisher values – Integrity, Intensity, Innovation, and Involvement (The Four I’s)

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.