Thermo Fisher Scientific Senior Regional Sales Manager - Midwest in Indianapolis, Indiana

Job Description

When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, and you’ll be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, you’ll find the resources and opportunities to make significant contributions to the world.

How will you make an impact?

The Senior 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 pipeline management in order to achieve / exceed sales results in an assigned region. Specifically, the Senior 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 and 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 Midwest region, and requires up to 70% overnight travel within the region. Ideal candidate would live close to a major airport hub in the Midwest region.

What will you do?

  • 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 extensively (70%) 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

  • Acts as a role model for the region

  • Perform other duties as required

How will you get here?


  • Bachelor’s degree or equivalent required


  • 3+ years of sales management experience required

  • 5 - 10 years demonstrated selling achievement (s) with selling capital equipment and consumable types of products

Knowledge, Skills, Abilities

  • 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

  • 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 70% travel is required and expected

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.