Job Title: Sr Sales Manager, Chromatography & Mass Spectrometry Division

Reports To: Sr. Sales Director

Group/Division: Analytical Instruments Group/Chromatography & Mass Spectrometry Division

Career Band: 8

Location: Territory: France

Position Summary Leads and controls all direct CMD Sales activities within territory for our Chromatography & Mass Spectrometry Product Lines Lead all aspects of to the overall Sales goals by achieving Country quarterly and annual targets Weekly accurate forecasting activities Complies to the company T&C and financial guidelines Responsible to achieve a high level of customer satisfaction and loyalty (Customer Allegiance Score) Builds a strong, motivated team through management and personal development of its members Drives the quality of implementation through continuous improvement (PPI)

Main Activities / Responsibilities

Achieve Country/District quarterly and annual sales plan for bookings and revenues Define local Strategy and tactics through sales activities within the territory and ensure timely and high-quality sales reporting like leads funnel and forecast, business reviews using Company’s tools and software. Responsible to fully implement all business processes, procedures and programs related to the Commercial Organisation for the assigned PLs Regularly assess the existing sales organization and optimise the structure to provide strategic direction and tactical implementation to meet the revenue and goals.

• Ensure appropriate execution plan setting common sales activities’ metrics for Sales Reps
• Act as a “multiplier” manager, ensure individual development plan for each member of the team with regular coaching activities.
• Always ensure highest professional relationship with our customer base to achieve customer loyalty and call out issues.
• Work closely with the Field Service organization and Application Support team for optimizing the “one CMD” face to the customer
• Develop sales alliances with other divisions within the Country and in region
• Follow our ethical business conduct guidance
• Responsible for the completion of the annual Performance Management & Development (PMD) process of his team.
• Lead day to day operations like holiday administration, trainings, expenses reports
• Act as an active member of the leadership team in region.

Competencies:

Commercial Effectiveness
Drive the sales planning process through sales, establish and coordinate sales targets and objectives, provide bookings forecasts and ensure the attainment of cost budgets. Process oriented, data-based strategy deployment and applies metrics to drive performance improvement/accountability Support sales team with customers meeting to promote strategic relationships and to identify new business opportunities. Lead pricing within territory to control profitability

Drive Growth

Lead team to produce profitable sales at or above the commitments in the business plan. Identify and develop new market opportunities to drive growth in a dynamic environment. Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies. Ability to navigate complex customer situations to close business. Lead strategic direction for the territory; Develop sales strategies to meet plan and expand business within assigned territory; maintain pipeline of opportunities to meet or exceed sales objectives

Leadership

Focus on team development, building a talent pipeline and commercial skills training. Interact at a strategic level with key business partners on internal and external issues to address the market needs and analysis. Demonstrate technical credibility to efficiently consult with customers to influence key decisions on technology and product choices. Maintain awareness of competitor and industry activity and keep informed of new products/services of interest to customers incorporating this data in the business plan; Introduce new products and services. Positively always represent Thermo Fisher Scientific throughout customer locations.

Job Qualifications

Professional background in Biochemistry/Chemistry/Engineering or related subjects Minimum of 5 years experience in a sales management position Strong Leadership and management skills Good product knowledge of Chromatography and Mass Spectrometry products Good market knowledge (Food, Environmental, Proteomics, Metabolomics) Excellent verbal and written communication skills Confirmed interpersonal skills with the ability to handle multiple tasks with different

priorities

Excellent interpersonal, self-motivational and negotiating skills Excellent English language skills, both verbal and written Ability to travel to customer locations up to 80% including overnight travel. Demonstrates the Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement.