Country Business Leader
Thermo Fisher Scientific
Bordeaux, Gironde, FRA
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Position Overview :

The Regional Business Manager will work closely with the European Commercial Leader in developing the sales strategy for his / her assigned area.

He / she will focus on key tactics to meet / exceed assigned goals, increase the level of service that is offered to external customers and develop a team of highly successful sales professionals.

Success in this role will require weekly travel with their team, which include, but not limited to (Account Managers, Key Account Manager, inside sales and Acrion KAM’s / FAS’s).

A strong focus on CRM activities to allow for full market transparency in assigned geographies. The ability to think differently and challenge the status quo is a must for this role.

Responsibilities :

  • Develops and manages processes for creating sales strategies and plans, forecasting accuracy and projections, support market segmentation activities in collaboration with Sales Operations and Regional Marketing.
  • Develops an annual Regional Sales & Marketing plan
  • Works closely with Sr. Sales and Finance Leaders to generate the most attractive, profitable deals for the company. Presents solid business justification for concessions requested around pricing or service which are consistent with business objectives.
  • Creates, develops and recommends goals, objectives and policies to ensure the most effective operation and staffing of sales activities within their region.
  • Sets clear expectations for team members in terms of; sales activity management, forecast and funnel activities, communication protocols, and other tenets based on needs of region and overall business.
  • Directs, manages and coaches the sales representatives within their region, ensuring goals are met or exceeded in line with our values.
  • Work with Global Sales Trainer to complete a needs assessment for Region and create development plans to support individual contributor performance objectives.
  • Partners with Human Resources and Talent Acquisition to identify and attract high caliber talent. Follows a regimented process for screening, interviewing, and selecting talent to ensure company’s objectives can be met within a timely manner.
  • Maintains regular contact with major Customer and Distributor accounts, stays abreast of industry trends, developments and all competitive activities.
  • Responsible for the creation, organization, coordination, frequency, objectives, budget and implementation of region sales meetings.
  • Provides a regular cadence of reports on sales activities, activity management, and provides sales forecasts as directed.
  • Comply with deadlines on required elements of personal administration including, but not limited to maintenance of a sales force automation (SAP, CRM) solution and expenses.
  • Effectively leverage the strengths and breadth of the organization by building and maintaining an effective network of connections within the Thermo Fisher Scientific organization
  • Key Requirements :

  • Bachelor’s Degree in business, marketing or science required.
  • A high level of business acumen and commercial understanding within a sales environment.
  • Demonstrated experience leading, developing and managing performance of a remote team.
  • The ability to define a clear vision for the team and lead through change.
  • Experience in the life science sector such as microbiology, medical device or laboratory products would be an advantage.
  • Excellent organizational / team work skills with collaboration with peers and other departments.
  • Role model strategic selling, negotiating, and project management skills.
  • Non-Negotiable Hiring Criteria :

  • 8 10 years sales / sales management experience with 3 years minimum at a senior level managing individual contributors in a health science, clinical diagnostics, or related field is preferred with capital sales management.
  • Proven ability to lead a high performing team which consistently met / exceed targets.
  • The ability to travel to customers and attend meetings up to 80%.
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