Thermo Fisher Scientific Senior Sales Manager (Production Chemicals) in Durham, North Carolina

Job Description

When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, like helping customers in finding cures for cancer, protecting the environment or making sure our food is safe. Your work will have real-world impact, and you’ll be supported in achieving your career goals.

Division Specific Information/ Location

Doe & Ingalls, a Thermo Fisher Scientific brand, is an extension of our customers’ supply chain management team. We understand the minor and major implications that affect the production chemical space. Without compromising quality, we help customers’ mitigate risk, increase productivity, and reduce costs. Location: Durham, NC

How will you make an impact?

The Senior Sales Manager (field) is responsible for developing, managing and executing sales strategy, sales plans, setting and measuring sales goals, negotiating customer contracts, maintaining senior level customer relationships, managing vendor partner relationships, and managing and developing the regional sales and key account representatives assigned to their territory.

What will you do?

  • Develop and execute a strategic and tactical sales plan to ensure revenue and gross margin objectives are met by using company defined financial models.

  • Facilitate connection with appropriate Thermo Fisher team partners in strategic execution at the top tier strategic accounts.

  • Develop strategy to incorporate and compliment the Thermo Fisher objectives into the overall key account strategy.

  • Manage and grow existing accounts and margins with manufacturers by selling process chemicals and associated chemical management services following cGMP standards.

  • Work to drive product sales to support vendor partnerships and develop new vendor relations that compliment current product portfolio, actively promote core products and value added services.

  • Identify and quantify return-on-investment for value-added services (Streamline services), new products, and vendors that will strategically position the Company for sustainable growth.

  • Identify new product and service opportunities in order to assist our commercial team in development of our overall product portfolio.

  • Manage employee development, train and promote growth and development.

  • Work with team members to establish goals for their territories/accounts and advise on ways to improve sales performance, achieve goals and obtain expected quotas.

  • Help team members identify and satisfy customer requirements and meet the needs of valued business opportunities.

  • Develop and improve high level customer relations to improve position and profitability at customer accounts.

  • Use data to understand sales performance and needed corrective actions.

  • Use sales automation to reinforce sales process and measure sales effectiveness.

How will you get here?

Preferred Qualifications:

  • Bachelor’s Degree or equivalent experience in appropriate specialty (preference for business, marketing, chemistry, biochemistry, or engineering). Advanced degree preferred.

  • Excellent written and oral communication skills with effective strategies for interacting with a wide variety of audiences.

  • Proficient computer skills (including Microsoft Office, email, PowerPoint and spreadsheet analysis).

  • Willingness and availability to travel overnight up to 50% to visit customers, supplier facilities, and attend trade shows.

  • Prefer four or more years of proven business development, sales and closing experience.

  • Prefer two or more years of experience leading a team with direct reports.

  • Experience selling and knowledge base in Life Sciences, Production Chemicals, and/or Supply Chain.

  • Experience working and selling in a channel environment, including expertise optimizing supplier collaboration to drive sales.

  • Exhibits bias towards accomplishing sales results via defined processes and sales disciple best practices.

  • Proven ability to develop insightful business strategy when facing complex selling situations.

  • Proven ability to identify comprehensive and detailed strategies and tactics at the customer level to accomplish the desired growth.

  • Ability to collaborate and interact with cross functional teams and matrix partners to achieve business results and drive sales/account strategies.

  • Strong understanding and fluency in technology and chemistry and have the ability to respond to technical questions, common inquiries and complaints and the ability to effectively present information to engineers, managers and purchasing agents/ managers.

This position has not been approved for Relocation Assistance.

At Thermo Fisher Scientific, each one of our 65,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.

Apply today!

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.