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Thermo Fisher Scientific Director, Technical Sales, Sample Prep in Boston, Massachusetts

The Director, Technical Sales role is responsible for leading and developing a comprehensive commercial strategy, profitability objectives and achieving sales results for the BID business for the Sample Prep business. Implementation on robust forecasting, sales processes along with hiring, retaining, and developing key talent are vital. Establishing and maintaining positive relationships with our customers and channel partners in close association with all functions will drive customer value and satisfaction.

The individual should be a seasoned functional leader, bringing experience in a global matrixed organization. They would champion his/her team in the region with excellent communication skills, and a driven leadership style, to affect positive outcomes in alignment with the broader business objectives. The Director will assimilate and demonstrate Thermo Fisher tools, infrastructure, and operating principles into the business, while building a regional business strategy specifically using our key capabilities.

What will you do?

Partner with the Clinical segment leader to develop and own global clinical market and customer relationship

Partner with the segment leaders on positioning and go-to-market strategies to meet AOP and strategic financial goals, which includes identifying, establishing, and maintaining strategic relationships with customers and industry opinion leaders.

  • As Sales Director, the position will be responsible for driving product and services adoption in key areas of the Sample Prep Business Unit within BID.

  • Develop and implement the commercial strategies, ensuring alignment with the global and regional plans. Achieve the business and strategic objectives – these must be bold from both an Industry and regional perspective within the research and clinical environment

  • Develop and maintain collaboration with the broader commercial teams, divisions and businesses to enhance the customer experience.

  • Provide timely feedback to Marketing and other Business Unit partners to drive productive marketing and lead generation programs, relevant sales collateral, and application development that best serves growth objectives and enables Sample Prep to win in the market.

  • Supervise market and stay on top of competition; evaluate market conditions and adjust sales strategy as the need arises. Give to both the near-term and longer-term strategy development for the business.

  • Work with R&D, Product Management and Global Market Development to coordinate execution of NPI, events, customer-training courses and other related sales generation activities that showcase the Sample Prep products and accelerate new customer acquisition.

  • Offer regional input into various business units to facilitate a greater understanding of the global life sciences business.

  • Take full responsibility for the achievement of revenue plans for the portfolio including direct sales channel, Territory Sales Specialist, e-Business and any distribution channels.

  • Partner with internal colleagues in finance and operations to provide timely and accurate tracking, forecasting and analysis of the business. Our expectations are that all significant activities and opportunities will be input and handled in the CRM system in accordance with Commercial policies, procedures and conventions.

  • Build a high-performance team by hiring, developing and engaging highly passionate and motivated employees. Demonstrate and champion core authentic leadership behaviors. Promote diversity, including with respect to experience and thought leadership.

  • Lead the Commercial P&L, including responsible OPEX management.

  • Identify innovative and creative ways to protect the core businesses. Promote productivity within the Business Unit and across BID.

  • Be a contributing leader to the NA and Global BID leadership team, and Sample Prep Leadership team, driving teamwork to ensure achievement of growth.

  • Continually look to improve the sales processes, people, and sales coverage within the business applying our Practical Process Improvement (PPI) methodology to improve the efficiency and effectiveness of the BID selling organization.

How will you get here?

  • Bachelors, Masters or Ph.D. degree in Biology, Molecular Biology, or Biochemistry preferred.

  • Must have strong management skills, social skills, the ability to communicate technical concepts clearly and effective influencing skills.

  • Proven ability to see new business opportunities, set and meet aggressive revenue growth objectives, and develop strong working relationships across the business.

  • Eight years sales experience and five years of successful sales management experience in the life science or related industry. Additional experience in the clinical/regulatory space with a deep understanding of IVD products is strongly preferred.

  • Demonstrated proficiency in delivery of business strategy and business reviews.

  • Excellent understanding of the Clinical, Regulated Market: customer’s industry, business process, critical success factors, competitive standing

  • Strong personal character coupled with an intense focus on the customer, a broad business acumen and intellect, plus vital competencies essential to navigating complex and dynamic market conditions.

  • Decisive business leader that will thrive in a fast-paced business culture.

  • Demonstrated ability to identify commercial opportunities and develop aggressive and innovative sales strategies to capitalize on those opportunities.

  • Ability to think clearly and critically, articulate a vision, and inspire others to follow.

  • Risk-taker who is willing and able to make dispassionate and objective decisions based on hard data as well as soft data.

  • Excellent presentation and communications skills; ability to assimilate complex concepts and clearly articulate business value.

  • Willing to travel extensively up to 50%.

  • Remote Office (Flexible on Location)

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.

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