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Contenu de l'offre Leader, Sales chez Thermo Fisher Scientific

Paris (75) Job Description

When you’re part of Thermo Fisher Scientific, you’ll do challenging work and be part of a team that values performance, quality and innovation. As part of a successful, growing, global organization you will be encouraged to perform at your best. With revenues of $24 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world.

At Thermo Fisher Scientific, each of our 70,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission – enabling our customers to make the world safer, cleaner and healthier.

Job Title: Commercial Leader EMEA, Bioproduction Division (BPD) - Life Science Solutions Group (LSG)
Direct Report To: Vice President Commercial EMEA
Position Location: Europe

Position Summary:

Lead the Europe, Middle East and Africa (EMEA) BPD sales business. This business is one division of the EMEA Life Science Solutions Group (LSG), part of Thermo Fisher Scientific. This $450M Bio Production Division (BPD) incorporates Single Use Technologies, Cell Culture & Cell Therapy, Production Chemicals, Purification and Pharma Analytics portfolios. The EMEA team is deployed over a broad and dynamic geography. The BPD division supplies products to the Biotech and Biopharmaceutical Industries to support the development and commercialization of biotherapeutic drugs. Customers are served through an evolving mix of channels. Primarily direct in Western Europe, Catalogue Made-To -Stock Products being sold through Fisher Scientific and VWR, we also have Distribution Partners in countries where LSG has no direct presence.

The leader will develop and deploy a coordinated and concise sales strategy in conjunction with the Divisional teams, Regional marketing and the broader commercial organization. This position requires an in-depth understanding of the market and the customers, and the incumbent will be responsible to hire, retain and develop key talent, establishing and maintaining strong relationships with our customers and channel partners and working closely with all functions to drive profitable revenue growth & customer satisfaction.

They will lead and evolve the organizational structure to support the business strategy, develop and manage key business processes and focus the organization on achieving its objectives of driving significant growth over the next 5 years.

The position reports to the Vice President LSG EMEA and is a key member of the regional leadership team. That team is responsible for shaping the overall strategy, culture and delivering results for the EMEA LSG business.

Responsibilities:

Achieve revenue, growth and share gain targets through sales and marketing partnership and execution Responsible for developing and implementing a strategy that leads to increased customer value creation and market share gain within the designated geography Working collaboratively with Global BU Leaders to build long term strategies (STRAP) that includes products and workflow solutions to specific customer segments. They must also ensure that strategies define how we approach geographies (mature, emerging), channels and competitors and pricing. Balance the need to achieve current business goals with planning and investment for future growth Lead and develop the sales teams to build capability and competence. With a focus on improving individual selling capability (SFE), broadening the technical competence of the field team and leadership capability of sales managers Advocates for the customer, for product quality and compliance and provides excellence in customer solutions Directly manages the activities of the team, setting goals, developing and accessing activity and sales metrics to meet growing objectives Engages with local and regional resources to enable realization of Divisional and Group Goals In partnership with Commercial Operations, develop pricing policies, including volume discounts and terms and conditions, for high-profile customers and partners Prepares annual and quarterly budgets and staffing plans for the commercial organization that supports the business’ strategic plans Provides input on market trends and customer feature/product requests for new product development Develop, implement and share best practice across the region in the core research business, across the other divisions, the broader Thermo Fisher Scientific EMEA and Globally

Key Requirements/Qualifications:

Education – B. S. Degree, Industry Experience – 10 plus years senior leadership experience in a complex, dynamic, commercial environment operating across the full EMEA region Experience in managing and being able to integrate geography/segment/channel/competitor to develop strategy Experience in managing a large, culturally diverse team. Ability to build organizational health and build a leadership pipeline Demonstrated experience in leading, recruiting and developing sales teams to build high performance capability and competence. With a focus on improving individual selling capability (Sales Force Excellence), broadening the technical competence of the field team and leadership capability of sales managers. and demonstrated ability to command the respect of both technical and business teams Technical skills in strategic planning and sales planning Provide regional perspective on acquisition, divestiture and business transformation activities that impact the business in the region Excellent interpersonal and communication skills including presentation skills Collaboration skills - able to effectively collaborate with peers in other functions and with colleagues in other businesses or divisions , particularly matrixed sales organizations, Operations and R&D Travel ~ 50% both Domestic and International.
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