Thermo Fisher Scientific Sr Regional Sales Manager - North East in Boston, Massachusetts
Anatomical Pathology Division ( APD ) – $400M in Revenues, over 1500 employees globally. Headquartered in Kalamazoo MI with manufacturing sites domestically in Kalamazoo and Portsmouth NH. They manufacture and sell consumables, instrumentation and capital equipment directly to the Pathology labs, primarily in hospital settings but also big independent labs and the research and academic markets.
The Sr Regional Sales Manager is responsible for; building a high-performance sales team and winning culture; developing, coaching, and retaining talent; building key customer partnerships; and is responsible for pipeline management in order to achieve/exceed sales results in an assigned region.
Specifically, the Sr Regional Sales Manager assures profitable sales growth of Anatomical Pathology instrumentation and consumables within a sales region. These products are used by Pathology Laboratories to process and visualize human and animal tissues. This includes the direct supervision of the responsible Territory Account Managers and specialists, as well as the sales team coordination of selling efforts, territory management, relationship management with channel partners, expense management, and business planning for the assigned sales region. The preferred individual should have demonstrated managerial experience, and experience working with distributors and/or in the laboratory space highly preferred.
This position will be responsible for covering the states within the North East region and requires up to 50% overnight travel within the region. The ideal candidate would live close to a major airport hub in the North East region.
Essential Duties and Responsibilities
Responsible for achieving/exceeding sales quotas for a sales region to include instruments, consumables and point of sales service
Leading, directing, prioritizing sales force activities in order to exceed quotas and implement key business plans.
Develop monthly 30-60-90 funnel activity for all instrument systems. Set expectations with team members to achieve goals and “inspect what you expect”
Manage, coach and develop talent of regional sales force in new opportunity creation, selling, demonstrations, proposals, territory management, product installations, training and troubleshooting
Field travel working with sales team and key customers in region
Work in a matrix organization to rally resources to accomplish sales goals
Analyze and prepare sales forecasts, business reviews & CRM execution to ensure accuracy and accountability
Assists direct reports with development of account specific strategies; drives tactical execution within assigned region
Fosters and grows positive key customer relations; coordinates with various functions within the company to ensure customer satisfaction. This individual is customer-focused and keeps the customer as the priority
Operates within established expense budgets
Aligns with applicable Channel Partners / Distributors
Attends state, regional, and national trade shows as applicable
Monitors competitive activity and trends within the region; fosters competitive solutions to meet assigned sales goals / quotas
Drives applicable sales promotions within assigned region
Perform other duties as required
Acts as a role model for the region
Bachelor’s degree or equivalent required
3+ years of sales management experience required
Demonstrated key position skills to include; leadership, questioning and needs analysis, negotiation, motivation, communication, organization, and persuasion
Demonstrated ability to lead, motivate, direct, and coach
5 - 10 years demonstrated selling achievement (s) with selling capital equipment and consumable types of products
Individual with experience working with distributors and/or in the laboratory space highly preferred
Demonstrated “consultative selling skills” experience and large account management experience required
Demonstrated ability to develop and maintain positive relationships with key customers and large “Key Accounts” at all levels of an organization
Demonstrated verbal, written and presentation skills
Computer proficient particularly in the Microsoft environment (experience with SFDC preferred)
Self starter, attention to detail, team player
Ability to lift up to 50 lbs
Minimum of 50% travel is required and expected
Thermo Fisher Scientific Inc. is the world leader in serving science, with revenues of more than $20 billion and approximately 65,000 employees globally. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics, deliver medicines to market and increase laboratory productivity. Through our premier brands – Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services – we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive services.
This position has not been approved for relocation 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.