Job Description

About Company: Thermo Fisher Scientific Inc. is the world leader in serving science, with revenues of more than $40 billion and approximately 100,000 employees globally. Our Mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics, deliver medicines to market and increase laboratory productivity. Through our premier brands \xe2\x80\x93 Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services \xe2\x80\x93 we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive services. Responsibilities

• Coordinate with the business and product management team to assess market opportunities and identify product portfolio gaps.
• Lead identifying new partnership opportunities and assist the team with trainings, activities
• Lead or contribute to negotiations with customers to secure new opportunities, projects.
• Develop and maintain internal and external networks by creating strong relationships to drive mutually beneficial collaborations
• Communicate clearly and consistently across a matrixed organization
• Manage existing channel business in the region and develop strategies to grow the business.
• Coordinating communication with key internal stakeholders, including working with Customer service, heads of business, Logistics, and other teams.
• Works closely with regional leadership to drive execution of strategy and tactics to achieve business objectives.
• Analyzes industry dynamics and the competitive landscape and identifies opportunities for expansion in key growth markets and regions
• Optimize communication strategy to fulfill customer segment needs (work with product and marketing team) including communication angle, contents, tools, and resource to drive business growth.

• Responsible for sales enablement of scientific workflow like Molecular Biology,

Protein Biology, Sample preparation and detection.

• Work with regional and local marketing team for the business development strategies keeping in mind the company\xe2\x80\x99s vision and mission for the future.
• Develop strategy, workflow-based solutions to help gain revenue share, increased visibility in the region.
• Partner with finance, pricing team to achieve higher average selling price for the products from the biosciences division.
• Meet key customers, key opinion leaders in the region for business development, sales enhancement, technical consultation, and better understanding of research.
• Customer segment includes but not limited to Bio clusters, Academic institutes, Biotechnology research companies, Biopharma research and manufacturing, Contract research organizations, Scientific testing laboratories, forensic research laboratories, medical colleges, and hospitals.
• Train internal and external customers on the new technologies, new product introductions, commercial selling points, technical advantage over other competition companies.
• Work with cross functional teams to build synergy, co-ordinate for lead generation between intercompany departments.
• Handle key channels, set revenue objectives, review, analyze the performance, and report out periodically.
• Train distributors and their representatives to increase brand awareness, revenue increase and provide scientific consultation to end customers.
• Analyze the business unit revenue performance based on multiple parameters like product line group, sales channel, YoY growth and design plan to retain/enhance market share.
• Utilize market intelligence companies for import/export data to gain insights on the company sales revenue share against overall market.
• Create sales tools like company approved brochures, competitor comparison sheets, scientific handbooks in collaboration with regional and country marketing teams.
• Build strong understanding of assigned customers and their marketplaces through a broad range of information sources, including direct customer exchanges, networking, publications, market information, tradeshows, sales conferences, and industry events.
• Develop and manage efficient account development plan; track progress against key account development milestones; report out progress in regularly scheduled account review sessions.
• Prepares call plans to effectively manage time spent with customers for maximum sales impact while minimizing sales acquisition costs.
• Ensures that any major conflicts with customers around customer service level and billing issues are resolved.
• Conduct account reviews on major customers on a regular basis.
• Managing & Forecasting Sales Pipeline
• Provides realistic sales forecasts to management and communicate any significant changes or developments in a proactive and timely manner.
• Ensures that sales pipeline is filled with opportunities at various stages of sales cycle using sales tools like SFDC.
• Ensures that opportunities and leads are pursued in a timely way
• Communicate clearly and consistently across a matrixed organization

Job Requirement :

• Education \xe2\x80\x93 Ph D/Post Graduation in life sciences preferred, MBA will be an advantage.
• Experience \xe2\x80\x93 Minimum 10 years\xe2\x80\x99 experience in life science industry.
• Skills \xe2\x80\x93 Channel management, KOL Management, Negotiation Skills, Product positioning, Price gain and realization
• Soft skills \xe2\x80\x93 Microsoft PowerPoint, Excel, Word, SFDC.
• Travel frequency \xe2\x80\x93 50% - 60%

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.