Thermo Fisher Scientific · 12 hours ago
Director, Technical Sales Specialist, Chromatography and Mass Spectrometry
Wilmington, NC
Full-time
Onsite
Director/Executive
$152K/yr - $228K/yr
12+ years expThermo Fisher Scientific is a global leader in scientific solutions, and they are seeking a Director, Technical Sales Specialist for Chromatography and Mass Spectrometry. This role involves providing strategic and operational leadership to the Technical Sales Specialists team, driving business growth, and ensuring customer loyalty across the CMD Products and Markets in the Americas region.
Research
Responsibilities
Defines, plans and shapes strategies to drive business growth through workflow selling that leads to increased customer value creation, market share gain and profitable portfolio mix
Partner with internal colleagues in finance and commercial operations to provide timely and accurate tracking, forecasting and analysis of the business
Builds a successful commercial team through strong recruiting, coaching and leadership development
Ensures timely recognition and reward for top performers and deploy performance management actions when needed
Ensures organization activities are carried out in accordance with Thermo Fisher Scientific values, policies and applicable laws
Direct management of all Technical Sales Specialists groups across the AMER region, including Technical Sales Managers (B8)
Manages and controls all Sales activities for the related Products Line and market segments
Achieve quarterly and annual sales plan for bookings and revenues for the assigned PL and segments in North America
Provides strong strategic and operational leadership aligned with CMD and regional goal tree to enable growth and share gain
Active collaboration with BU/BUs leadership team, vertical and regional marketing as voice of regional sales to influence BU strategies and translate them to the regional plans; measure impact through strategy deployment tools
Drive IES/Application/TSS Region collaboration with measurable results and improved CAS scores
Always ensure highest professional relationship with our customer base to achieve customer loyalty
Escalate issues if necessary and solve critical tasks in the fastest way possible
Establishes and controls expense budgets for team and works closely with finance/commercial partners
Monitor territory and product mix performance (KPI's) and implement RCCM methodology where necessary; uses PPI A3/Bowler methodology to prioritize and measure outcomes
Actively manage the success and optimize the use of resources of your team in a matrix organization to support commercial growth in region
Deploy and drive strategy by product and market to overlay the Regional Leader strategy
Strong advocate and innovator mindset to implement AI tools
Actively coaches teams on how to interact and succeed with customers and how to turn a negative experiences into future opportunities
Utilizes all sales key performance indicators to drive specific initiatives and to support feedback and/or recommendations to business partners
Analyses team territory and prioritizes team activities to drive maximum results
Oversees team pipelines to ensure accuracy, timeliness and provide strong business signal
Describes and teaches sales processes for successful sales strategy execution
Drives best practices on opportunities management amongst the team to produce desired behaviors
Provides improvement suggestions to sales operations to minimize use of off-line reporting tools
Stays on top of competitive landscape, regularly updates teams and coaches them on market/competitive trends
Drives commercial awareness about competitive threats and keeps commercial teams updated with the latest offence/defense strategies
Roll model of selling across CMD portfolio by connecting the technology to address customer requirements and needs; champions solution selling
Identify commercial team training gaps and leverage all available internal resources upscale team knowledge
Actively coaches teams on how to interact and succeed with customers and how to turn a negative experience into future opportunities
Fosters and facilitates an environment in which colleagues leverage long term relationships and teamwork to achieve business objectives
Champions and recognizes effective communication across global teams across Thermo Fisher
Challenges the team to bring new perspective forward to overcome difficulties to achieve business objectives
Champions collaboration, open communication, performance based culture and winning as a team
Qualification
Required
Master's Degree plus 12 years of experience in commercial sales roles with progressive responsibility
High degree of technical acumen in chromatography and consumable product mix
Strong financial and business operations knowledge with demonstrated ability to grow revenue
Proven success in developing and executing effective growth strategies
Experience leading and developing sales teams
Excellence in building and maintaining senior-level customer relationships
Strong collaborative abilities in matrix organization environments
Exceptional communication, negotiation, and influencing skills
Demonstrated ability to analyze market conditions and competitive activities
Experience in strategic planning and budget management
Proficiency in sales force automation tools and CRM systems
Results-oriented professional
Ability to travel 50%
Commitment to company values of Integrity, Intensity, Innovation, and Involvement
Preferred
Preferred Fields of Study: Science, Business-related discipline, Life Science or closely related field
Benefits
A choice of national medical and dental plans, and a national vision plan, including health incentive programs
Employee assistance and family support programs, including commuter benefits and tuition reimbursement
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, and short- and long-term disability 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
Company
Thermo Fisher Scientific
The world leader in serving science To serve science, Thermo Fisher Scientific needs to stay ahead of it, we need to anticipate customer needs.
10001+ employees
H1B Sponsorship
Thermo Fisher Scientific has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (272)
2024 (224)
2023 (233)
2022 (342)
2021 (315)
2020 (227)
Funding
Current Stage
Late StageLeadership Team
Heather Stewart
HR Business Partner - Global Enterprise Services
Laura Green
Associate Human Resources Business Partner
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