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Thermo Fisher Scientific Sr. Regional Sales Manager - Clinical Diagnostics - East Coast in Boston, Massachusetts

How will you make an impact:

The Sr. District Sales Manager will be responsible for managing the hospital segment of the Clinical Diagnostics Division Sales and Marketing team. Manages the East region of 4-8 Account Managers selling Toxicology Drugs of Abuse products, the BRAHMS PCT reagents and capital equipment and the Clinical Chemistry quality control MAS, Lab Link xL, ISD/TDM product lines. This role requires a focus on revenue generation with the primary objective of assuring the West Region achieves the annual operating growth plan and contributes to the overall goals of the Clinical Diagnostic Division (CDD). In addition, the Regional Manager will execute the national sales strategies and tactical plans for the team that will assure successful completion of these goals. Additional responsibilities include managing the Account Managers performance to goal, analyze and report on the team’s performance on a routine basis. The position requires extensive travel as well as a focus on the development of the individual sales representatives. This role will have direct responsibilities for working with major accounts to establish business contracts, conduct account activities and assisting in the evaluation of opportunities with all major accounts. Managing the East Coast.

Major Responsibilities:

  • Communicates with assigned sales representatives on a regular basis to monitor account pipeline, ensure there is an active sales funnel and assure core competency requirements are met.

  • Communicate, strategize, plan and implement sales efforts with assigned QC & ISD/TDM team members to assure quarterly/annual goals are achieved and exceeded.

  • Communicate effectively with the US Sales Director regarding business trends for the region including, but not limited to risks to business, potential opportunities and competitive information within the region.

  • Create an inclusive environment and effect sales team not only within their region, but nationally with both the East Region Catalog Team and Custom Sales Channel.

  • Work effectively with Channel Manager and distribution sales channels in order to execute National Sales Strategies.

  • Assists with the hiring, coaching, training, and mentoring of assigned sales representatives within the region, including corrective actions if necessary through the Thermo Performance Management and Development program.

  • Works extensively with Salesforce.com CRM to manage customer account base & monitor reps sales performance and productivity.

  • Work with sales representatives to create customer pricing strategies and proposals that assure growth and profitability.

  • Responsible for developing major account relationships at the executive level for the purpose of expanding sales.

  • Develops and conducts sales presentations and manages day to day account activities and development. Daily interactions with key account business decision makers, sourcing manager and technical managers.

  • Manage revenue and product forecasts with accuracy for region which is rolled up to the US Hospital Sales Director.

  • Develops a business plan for each major account; monitors and reports progress regularly and advises US Sales Director of results.

  • Interacts face to face with key business partners and negotiates potential business opportunities for the company, which is consistent with its long-term sales strategy.

  • Continually helps to improve the company culture leading by example to the 4”I” values of Thermo Fisher Scientific – Integrity, Intensity, Innovation and Involvement.

Minimum Requirements/Qualifications:

  • Minimum required education: Bachelor degree or Associate degree with 2 years of experience or high school diploma/GED with 4 years of relevant experience

  • Experience in managing and developing high performing teams

  • Experience in taking an underperforming team to top sales performance

  • 6 or more years of sales experience and a minimum of 2 years of direct sales supervision / leadership experience preferred with demonstrated success in the medical diagnostics or similar market.

  • Ability to travel extensively and as needed. Minimum travel is 75%.

  • Strong analytical skills that coincide with the ability to implement complex selling strategies and plans.

  • Excellent communication skills for group presentations, customer sales presentations, and intercompany written and verbal communications.

  • Superior relationship-building ability with leadership qualities.

  • Proficient with SFDC CRM, Excel, Microsoft Word and Outlook.

  • Works independently and does not require constant supervision or direction and the ability to make competent decisions on a consistent basis.

  • Demonstrated experience in working with financial reports, forecasting, and other key data reporting tools.

  • Reports weekly and monthly to the US Hospital Sales Director on critical customer information, revenue target progress and team development progress.

  • Excellent verbal and written communication skills for group presentations, customer sales presentations, and intercompany written and verbal communications.

  • Position may require Covid-19 vaccination and/or routine testing, per client discretion. As a requirement to be onsite at Thermo Fisher Scientific this position requires vaccination status disclosure upon employment.

Benefits:

  • A choice of national medical and dental plans, and a national vision plan

  • Diversity & Inclusion council and Employee Resource Groups including Women’s Group, LGBTQA, African Heritage, Veteran's, and Working Parents

  • Tax-advantaged savings and spending accounts and commuter benefits

  • Fleet vehicle

  • At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, short- and long-term disability, and volunteer time off in accordance with company policy

  • Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan

  • Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

At Thermo Fisher Scientific , each one of our 100,000 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.

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.

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