Job Description

　　Here at Thermo Fisher Scientific, our industry-leading scale means unparalleled commercial reach, unique customer access and a global footprint. Our broad customer base, from research, clinical to commercial production means you can have a broad and significant impact. All while working in an environment where you will be supported, valued and rewarded for your performance. Join our Commercial team with an unmatched depth of capabilities and help our customers solve some of the world’s toughest challenges.

　　Location/Division Specific Information

　　The Chemical Analysis business provides a broad mix of analytical instruments and services to a diverse range of end user markets including Safety & Security, Environmental, Food Safety, Life Sciences, Medical, Energy, and Minerals and Mining. Its instruments are deployed globally in the field and on the line, in multifaceted environments where customers put a premium on quality, reliability and ease of use. The Chemical Analysis business operates within a global footprint with more than 2,000 colleagues, delivering product solutions to customers that allow for confident, on-the-spot decision making. Measurement Control and Sample Identification (MCS) is a business with in CAD which manufactures and sells high-performance radiation detection and identification instrumentation used to detect, measure and analyze radiation as well as Molecular Spectroscopy which enables its customers to shorten discovery paths, efficiently turn data into answers, and ensure their products meet quality standards with industry-leading analytical instruments in vibrational and UV-visible spectroscopy.

　　How will you make an impact:

　　The position is a field-based business development role accountable for sales results in the EMEA region for the Process Analytical Technology(PAT) product line. Responsibilities include: lead generation, new customer enrollments and revenue objectives for product line through the appropriate Thermo Fisher channels and direct sales. The process will tap into an individual’s entrepreneurial skills in developing new business in Thermo Fisher Scientific focused PAT solutions into the multiple business segments including pharmaceuticals, bio pharmaceuticals, biologics, novel food-precision fermentation, chemicals and petro-chem. The incumbent is expected to prospect, pitch for and close new business, realizing the quotes and orders, develop and maintain effective Go to Market Strategies in the region. The position will work hand in hand with the current sales team and distributors in EMEA.

　　What you will do:

　　Be a consultant to customers with the overall PAT(Raman and NIR) product lines: Engage end customers directly to understand customer needs supporting their long term growth. Determine how existing products contribute to customer’s workflow, gaps with current offering and develop future business opportunities.

　　Accelerate MCS growth through positioning of PAT solutions with Pharmaceutical, Battery, Food manufacturing, Academics, R&D sites, innovation centers.

　　Establish relationships with key collaborators, decision makers and corporate developers in the Pharmaceutical, Bio pharmaceuticals, Battery manufacturing/R&D, Novel Food manufacturing/R&D space, to use these relations for partnership and growth.

　　Build strategies incorporating Vibrational spectroscopy portfolio and Materials & Structural analysis Division and its field sales organizations, to drive growth and improve market share within the regional ecosystem.

　　Identify key areas of short term and long-term growth in the emerging Pharma, food, O&G and chemicals sector

　　Represent the entire Vibrational spectroscopy/microscopy portfolio and be amenable for the interface between the account, MCS and other divisions.

　　Partner closely with other Thermo Fisher Commercial leads and Corporate Accounts.

　　Conduct regular business updates to key partners within regional ecosystem and Thermo Fisher.

　　Develop the business objectives for the ecosystem strategy with the commercial team, including product management and applications scientists.

　　Delivers upon assigned revenue targets on a quarterly and annual basis.

　　Ensure a well-adapted process to define, communicate, activate, implement, and performance run strategic choices and initiatives that will drive achievement of goals.

　　Provide market insight and input into commercial tools, programs and processes that can be confirmed broadly across the organization, including portfolio and pricing strategies.

　　Partner with the leadership team in EMEA and USA to tailor growth strategies across specific geographies.How you will get here:

　　Education

　　Bachelor's degree; a scientific focus such as Biology, Chemistry, engineering or related field required

　　Experience

　　Proven experience in Business Development or Sales management

　　5+ years of selling experience in the analyzer space

　　Validated understanding of business practices in analyzer instrumentation strongly preferred

　　Proven in ‘Start from Scratch’ environment or proposed projects

　　Experience of working through various types of GTM’s (Direct, Indirect - Channel Partners, Consultants)

　　Experience of Quote to Cash (QTC) process in previous roles will be an added advantage

　　Knowledge, Skills, Abilities

　　Contract negotiation skills gained through involvement in business-to-business relationships

　　Demonstrated success in working in a global, matrixed-environment with the ability to lead and influence others without direct authority

　　Strong commercial skills

　　Experience in sales or key account manager roles

　　Strong project management skills

　　Sound intuition for business with an understanding of key performance indicators and their drivers, and assess opportunity attractiveness

　　Ability to travel up to 50-60%, as required (and depending on location

　　What’s in it for you?

　　Performance-related salary (basic & commission)

　　Company car

　　Excellent country-specific benefits

　　Collaborative work in an international environment

　　Strong team spirit

　　Active Career Management

　　Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

　　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.