Job ID :
US - Georgia
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.
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
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.
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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.
Thermo Fisher Scientific Inc.