Director, Indirect Markets, Partner Management

at  Thermo Fisher Scientific

QUALIFICATIONS:

• 10 years of Life Science experience and knowledge.
• Bachelor’s degree in business, science or technology related field required, MBA a plus.
• 3-5 years of global experience in management or partner programs.
• Broad experience and expertise selling and promoting through formal/informal networks within multiple segments of the market.
• Excellent interpersonal skills including the ability to make impactful presentations by using innovative delivery techniques.
• Ability to work in regulated environments.
• Consistent performance history of high sales achievement, strong financial skills, sound negotiating experience, and ability to engage with executive-level decisions makers in a scientific setting.
• Understanding of pricing for value, positioning solutions for customers, and efficient use of resources supporting the selling effort.
• Ability to adapt leadership style to different situations and people.
• Experience working in environments with strong cross functional collaborations.
• Accountable for leading the team, providing challenge and support in equal measure.
• Must have an outstanding attention to detail, taking a continuous improvement approach.
• Estimated travel 30-40%.
  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

• Deliver commercial targets by leading a team of account managers and regional partners.
• Develop and implement the partner strategy.
• Complex account and partner management.
• Work with team to develop strong sales account strategies to win new logos and expand existing base accounts.
• Mentor sales team in selling skills and account management.
• Review and approve all opportunities, RFP/RFIs and contracts.
• Provide forecasting to finance and Sr. Director of Commercial.
• Quarterly business reviews with partners and account managers.
• Develop contracts for new partners while collaborating with regional directors, marketing, finance, service and legal.
• Monitor performance metrics, dashboards and QBRs developing mitigation plan where required.
• Develop a partner web portal and promote partner utilization and engagement.
• Work directly with training, marketing and product management to design impactful training for your area of responsibility.