- Develop and implement commercial strategy, inclusive of people, processes, go-to-market channels, and broader commercial resources.
- Collaborate with the global HQ on commercial and organizational activities.
- Partner with sales, marketing, and finance to develop budgets, forecasts, and five-year plans.
- Use comprehensive knowledge of customer activities and goals to develop and coach high-impact strategic selling presentations.
- Establish and maintain effective communication with strategically important customer executives and managers.
- Address and resolve customer issues and arbitrate sales personnel issues (, sales crediting involving other channels) as required.
- Serve as a role model and coach to the Sales Management team in all aspects of the sales process and customer relationship management.
- Consistently monitor and manage performance to leading indicators including sales forecasting, pipeline management, and commercial activity with CRM.
- Work collaboratively with other Thermo Fisher Scientific commercial teams to accelerate growth and enhance the overall customer value proposition.
- Manage expenses to an annual operating plan.
- Employ and adopt productivity tools to improve the efficiency and effectiveness of the PDX selling organization.
- Develop and mentor direct reports to ensure a succession plan is in place.
- Continually help to improve the company culture by practice and example to the 4"I" values of Thermo Fisher Scientific – Integrity, Intensity, Innovation, and Involvement.
- Embrace and drive commercial discipline through the sales cycle.
- Identifies new business or product opportunities to expand and diversify the company's business portfolio.
- Develop and maintain up-to-date knowledge of products, markets, and customer buying practices required to effectively manage a sales team to compete and grow the business.
- Builds and develops highly motivated and powerful teams.
- Ensures best practice partnership for cross-functional practices to support channel partners and end-users.
- Strong cultural awareness and an ability to build successful relationships.
- Engages resources from across the organization to support growth in the markets.
- Capability to create, read, and understand complex data to manage financial targets and ensure metrics are being tracked and reported appropriately.
- Consistently monitors results of sales processes, including sales forecasting, pipeline management, and sales tracking using the CRM system and other designated IT tools.
- Use various market networks such as customers, thought leaders and all available channels to assess competitive information, customer needs, and other sources. Use this information for sales strategy, pricing, and reporting to ensure the company remains innovative and competitive within the market.
- Excellent interpersonal skills and an ability to influence across multiple cultures, regions, and functions, and operate at all levels in the business.
- Must have the presence, visibility, and personality to quickly establish credibility with customers, channel partners, industry KOLs, and patient advocacy groups.
- Must be highly collaborative and engaging, a strong relationship builder and comfortable in matrixed and complex environments.
- Must be self-confident and possess the right balance of both strategic and tactical thinking.
- Drives employee engagement as a manager, coach, mentor and thought leader,
- Overall responsibility for 45M of revenue in the international markets.
- Responsible for sales with 50 channel partners as well as direct customers
- Responsible for successfully coordinating sales across multiple countries within PDX and partnering with finance, marketing, and HQ business leaders.
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Director, International Sales - Birmingham, United Kingdom - Thermo Fisher Scientific
Description
:The Director, International Sales is responsible for developing and implementing the strategic direction for the PDX business in the international markets of China, the Middle East, Czech, Central Eastern Europe, Asia, and Australia. Ensures a focus on people and partner selection, performance management, growth, continuous improvement, and compliance with standardized practices. Sets forth channel and business strategy, builds strong relationships to drive business growth, manages opportunities, and drives efficiency in complex marketplaces. Accountable for delivering agreed sales and financial targets. Leverages the PDX matrix organization to support and drive the indirect business with PDX partners.
The successful incumbent will have a track record of challenging the status quo and driving change, while continually raising both revenue and performance expectations while driving commercial efficiency.
Skills and Capabilities
Problem Solving
Interactions
Impact
Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain . As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.
