DESCRIPTION
The OEM Sr Territory Manager will handle all area sales and promotional activity of the Laboratory Consumables capabilities and product portfolio to current and potential customers within the assigned territory.
Management of business development, key commercial accounts, and commercial liaison within the OEM / Production Diagnostics business portfolio. Key tasks and responsibilities for this position include, but are not limited to: building a 'partner' relationship with all business users within assigned areas, defining customer requirements & scoping of new opportunities for business unit capability and financial review, developing capabilities presentations, handling key contracts, management of overall communications with customers, and conducting business reviews (QBR).
The candidate shall drive internal cross-functional team meetings to accomplish goals and commitments made to the strategic customers and communicate status and issues to customers regularly.
This role is considered a key member of the respective business and OEM Commercial team(s) and must have the vision, drive, and social skills to succeed in a growth environment. The candidate will be a "hands-on" account management professional operating with a sense of ownership.
A Day in the Life:
- Build strong customer allegiance and partnership
- Passionately seek new customers and new applications and uses for LPD Products
- Effectively use time and territory management skills to enhance customer-facing time to generate new business and maintain existing business
- Probe and drive all new OEM business development opportunities
- Run contract renewals, price strategies, and commercial initiatives to drive the growth target provided by the leadership team
- Expand portfolio breadth within all assigned accounts, where possible
- Lead QBR and forecast reviews with customers to be shared internally
- Provide strategic inputs for the product and technology roadmap
- Commercial and technical lead for customer interaction on specials and custom opportunities
- Provide data and rationale for leadership approval per authority matrix guidelines
- Drive quotation teams from all LPD manufacturing sites as needed to prepare proposals
REQUIREMENTS
Other Requirements:
- Travel is estimated at 50-75% of the time. Travel expectations include visits to customers, Thermo Fisher offices and factories, trade shows, and sales meetings
Educational Qualifications:
- BS degree in Science, Business, Engineering, or equivalent work experience
- A minimum of 8 years of sales experience, relevant industry experience preferred
Experience Qualifications:
- Demonstrated success and experience working within matrix organizations
- Proven ability to operate independently with initiative, objective attainment intensity, and solid business judgment
- Confirmed ability to sell creative solutions to high-level customer personnel
- Demonstrated excellence in oral and written communication skills
- Strong organizational and time management skills with good attention to detail
- Strong technical, business, and financial competence
- Highly effective negotiation
- High level of computer proficiency
- Demonstrates the Thermo Fisher values – Integrity, Intensity, Innovation, and Involvement (The Four I's)
