Manager, Sales Development

at  Thermo Fisher Scientific

POSITION SUMMARY:

The Sales Manager will get involved in exciting strategy to position our business for future growth in Mexico. He / she will need to apply critical thinking and business acumen to assess market opportunities, formulate the right strategies, leading / executing projects, facilitating business negotiations, mobilizing, and coordinating internal resources, and tracking performance of on-going projects. Will be responsible to support the direct sales team and indirect sales channels achieve and exceed sales and financial targets through effective management, as well as working with various stakeholders to obtain the desired results.
The Sales Manager has an in-depth understanding of the market and the customers within the territory and is committed to deliver the targets and the achievement of growth. This position should establish goals and objectives, measure performance, manage pipeline of opportunities and analyze potential for improvement.

TECHNICAL SKILLS:

• Experienced in expanding business and growing market share.
• Strong working knowledge of the sales process (lead generation, quoting, purchasing, revenue recognition) as well as highly competent in forecast management.

BEHAVIORAL SKILLS:

• Verbal and written persuasion skills
• Effective communication - Able to communicate clearly and succinctly in a variety of communication settings and styles to achieve impactful results
• Pro activity - self-initiated behavior to solve a problem.
• Focus on results - Demonstrated success in sales role with consistently meeting goals and objectives and increasing focus on stretch goal attainment
• Planning and organization
• Posture to deal with different levels, adaptability, flexibility, and collaboration
• Ease of dealing with goals and numbers
• Customer orientation - good relationship and account management to ensure their loyalty
• Effective negotiating and influencing skills
• Desirable previous experience on people management and channels management
• Ability to work in a matrix structure

QUALIFICATIONS:

• Degree BS in scientific areas such as chemistry, biology, pharmacy, or biochemistry. PhD in Omics or related is mandatory.
• Solid experience in sales management (5 years)
• Knowledge in office package (word, excel, Power point) and CRM.
• English and Spanish: Fluent (mandatory)
• Ability and desire to travel 50% of the time

• Participate in planning, setting goals by product, market, region, for direct sales team, distributors and representatives, aligned with division and corporate.
• Work with Vertical Marketing managers in CMD to understand customer difficulties and establish strategies for the region.
• Define and review sales action plans to achieve goals, supporting the divisional annual strategic planning process.
• Define market prospecting and establish action plans to reach them, evaluating customer expectations, current market condition, etc. and regularly communicates to leadership.
• Provide reports with sales results to the Sr Manager and prepare reports for CMD regional sales management, management control and annual sales plan review.
• Visits customers regularly to promote strategic relationships and to identify new business opportunities.
• Drives efficient business processes to achieve customer satisfaction, customer-centric focus and deliver high quality business solutions.
• Manage and participate in fairs and congresses, define the communication strategy with the marketing, applications team, and distributors.
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• Represent Thermo Fisher Scientific by clearly and consistently communicating Thermo Fisher Scientific mission, vision, values, and objectives to both our employees and customers.