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Commercial Director, Global Export

Expired Job

Thermo Fisher Scientific Inc. Pittsburgh , PA 15201

Posted 3 months ago

Job ID :
76131BR

Location :

US - Georgia

  • Suwanee|US

  • Pennsylvania

  • Pittsburgh

:

Job Description

Position Summary:

The Commercial Director is responsible for managing a sales team selling the Fisher Scientific channel's products and services to a territory defined as Global Export. This territory includes direct customers, local dealers, and intercompany business, and includes responsibility for the bids/quotes function that supports commercial activities. The Commercial Director will be responsible for ensuring that the team drives effective customer relations, develops opportunities for growth within existing and new customer bases, manages execution on revenue delivery, and assuring market penetration and profitability while achieving sales and profit forecasts. The Commercial Director will execute account planning and forecasting, analyze reports on business, manage team performance, and ensure coordination and alignment with other functions / regions that enable revenue capture. The Commercial Director will also provide support to the Global Export Customer Service function.

Key Responsibilities:

  • Manage team to maintain effective customer relations with direct customers (purchasing and end users, both private / corporate and public / NGO enterprises), dealers, and intercompany accounts (both RSD and Thermo Fisher businesses)

  • Leverage available resources to meet customer needs and work effectively with cross-functional team of supplier and internal resources

  • Manage the strategic direction for assigned territory. Lead team to drive sales, develop strategies to meet plan and expand business within assigned territory for both "routine" and "project" business with a mix of short and long sales cycles

  • Ensure team maintains a pipeline of opportunities to meet or exceed sales objectives

  • Perform sales calls and vendor relations with all customers and potential customers in the assigned territory

  • Research competitor and industry activity and keep informed of new products/services and other general information of interest to customers incorporating this data in the business plan; Introduce new products and services

  • Show initiative to develop programs to drive growth in any economic condition

  • Drive development of a richer customer value proposition that highlights the value-added offerings of the Global Export business to drive customer value/loyalty, and higher margins

  • Manage pricing, customer value proposition, and business mix within territory to manage profitability

  • Ensure collaboration with intercompany customers (especially in APAC, Eastern Europe, Middle East, Africa (EEMEA), Latin America (LATAM), & South East Asia (SEA) to balance RSD growth / margin vs. Total Company growth / margin

  • Manage overall performance of the Global Export commercial team including customer service.

  • Maintain accurate reporting, records, and files necessary for proper management of region

  • Positively represent Thermo Fisher Scientific at all times throughout customer locations

Minimum Requirements/Qualifications:

  • Bachelor's degree, preferably in the sciences or Business Management

  • 10+ years relevant, industry-specific experience, preferably in the research laboratory industry

  • International experience and knowledge preferred but not necessary

  • Multi-lingual preferred but not necessary (English and Spanish)

  • Flexibility in approach and dealing with multi-faceted situations and scenarios

  • Prior management experience with proven ability to lead and develop others

  • Ability to manage a group of approximately 5-7 sales representatives and sales support resources

  • Strong financial analysis and project management skills

  • Operational and Supply Chain experience preferred but not required.

  • Advanced selling, presentation and negotiation skills

  • Excellent interpersonal and communication skills

  • Experience with sales rep training and performance management experience

  • Experience with regional sales plan development, new product launch planning, supplier management and budgeting

  • Demonstrates the Thermo Fisher values (The Four I's) Integrity, Intensity, Innovation, and Involvement

This position has been approved for Relocation Assistance.

If you are an individual with a disability who requires reasonable accommodation to complete any part of our application process, click here for further assistance.

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.


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Commercial Director, Global Export

Expired Job

Thermo Fisher Scientific Inc.