Thermo Fisher Scientific Sr Director, Sales in Salt Lake City, Utah
Position: Senior Director, Global Commercial Operations, Rapid Diagnostic Solutions
This position is responsible for driving global Point of Care (POC) sales for the Rapid Diagnostics Solutions (RDS) business. As a member of the RDS Senior Leadership Team, this position is responsible for development and execution of the RDS commercial sales strategy to achieve long term growth and annual sales plan. This role will lead the RDS Global Commercial Organization, which includes account management team, commercial operations, contract management, and customer experience teams to deliver an integrated, exceptional experience to our customers. The leader will focus on strengthen competitive sales capabilities within the point of care, healthcare diagnostics segments, with experience driving sales though integrated channels. This position will work closely with colleagues in Marketing, and Operations functions across the business to ensure the seamless execution of commercial sales results and overall customer experience. Other responsibilities include collaborating with other Thermo Fisher Scientific businesses to optimize alignment and coordination within the corporation.
Essential Duties and Responsibilities:
Implement and manage an optimal sales organization for the successful distribution of all RDS products across the global enterprise
Development of Annual Operating Plan and to manage successful implementation and execution
Support the annual RDS strategic planning process (development and execution)
Lead sales leadership team, responsible for global commercial organization through direct and global distribution channels
Develop strategies to drive sales growth, strong customer relations, new product adoption, technical support for all products and services, timely resolution of customer problems, and collection of market information as required.
Regularly communicate status of the sales organization and current market conditions to the RDS leadership team
Implement measurable metrics for direct and indirect sales teams
Lead monthly commercial governance process to ensure achievement of sales targets, forecast and new opportunities
Directly negotiate and/or approve financial arrangements with customers
Routinely evaluate departmental sales activities and performance, providing ongoing suggestions for improvement regarding departmental needs.
Responsible for the architecture of the incentive program for the Sales department
Implement Thermo Fisher Talent practices to develop team performance and engagement (Selection and hiring, Training, Performance management and development (PMD) and incentives (commissions)
Work closely with Marketing, Customer Support/Product Specialists, R&D, and Operations to ensure AOP achievement, providing insights on channel feedback, product features and functions, trends, program needs, customer outreach programs and events
Maintain expense and budgetary discipline by following approved and set RDS guidelines, policies, and procedures. Ensure that others do the same
Minimum Qualifications/ Requirements
10 years of relevant experience required
BS or BA required, major in business or technical field preferred. MBA or other advanced degree a plus
Point of care experience within healthcare and retail clinics, Urgent Care, POLs and IDNs
Diagnostic healthcare experience, working with integrated channels.
Strong business acumen with excellent analytical and problem structuring / solving skills
Demonstrated ability to develop and maintain professional and personal relationships with key business partners and customers positively impacting business growth
Knowledge of the trends, financial and profitability drivers for the industry
Proven track record of effectively driving large scale initiatives from a business and cultural standpoint
Exceptional presentation development skills with mastery of Microsoft PowerPoint
Outstanding process orientation: must regard all activities as processes that can be continuously improved and act as an agent of change within the Group
Strong self-direction and initiative with desire to own and make decisions with input from colleagues and supervisors
Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.
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