Sales Team Lead

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Position Summary

The Sales Team Lead (Supervisor) for Chemical & Analytical Consumables (CAC) is responsible for leading the CAC sales organization in Malaysia to achieve sustainable revenue growth, expand market penetration, and exceed annual AOP targets. This role handles direct sales teams and channel partners, implements strategic go-to-market (GTM) plans, maintain key customer relationships, and collaborates across internal business units to deliver complete Thermo Fisher Scientific solutions to the Malaysian market.
In addition, the Sales Manager plays a critical role in team development, recruitment, marketing execution, and fostering a strong and positive work environment.

Key Responsibilities

1. Leadership & Team Development

• Lead, coach, and motivate the CAC Sales Team to deliver strong sales performance and achieve both departmental and individual AOP for revenue and profitability.

• Provide training, mentorship, and structured development for Product Specialists and newly hired sales personnel.

• Conduct mid-year and year-end performance assessments in a timely and objective manner.

• Create a collaborative, productive, and positive working environment that encourages innovation, collaboration, and accountability.

• Conduct weekly or biweekly meetings with team members to review sales progress, address challenges, and provide strategic mentorship.

• Support junior account managers in organizing workshops, mini-events, and marketing activities in their assigned territories.

• Discuss internal and external issues raised by team members and propose actionable solutions for improvement.

2. Sales Management & Business Growth

• Achieve and exceed the annual targets through effective sales planning, execution, and team leadership.

• Maintain forecasting accuracy within ±5% and perform periodic pulse-checks to monitor progress.

• Run and grow routine CAC business across Malaysia through direct sales, channel partners, and key account engagement.

• Identify and pursue new opportunities through consultants, end users, and project management companies to secure new business.

• Implement GTM strategies with a growth mindset to expand presence in assigned territories.

• Report monthly departmental operations and sales progress to the Senior Commercial Manager.

• Provide win/loss analysis and strategic recommendations to increase future sales success.

3. Customer Relationship Management

• Build, maintain, and strengthen strong professional relationships with customers to ensure long-term engagement, satisfaction, and business continuity.

• Deliver exceptional customer service by addressing concerns, resolving issues, and responding promptly to customer needs.

• Leverage Thermo Fisher Scientific’s complete portfolio and partnerships to offer comprehensive solutions that meet customer requirements.

4. Channel Partner & Distributor Management

• Lead and develop sub-channel partners and distributors to expand FSM’s market coverage in Malaysia.

• Plan, identify, and promote strategic products through channel partners in alignment with company priorities.

• Expand distributor networks where appropriate to support sustained business growth.

5. Cross-Functional Collaboration

• Serve as the focal person for CAC products within the Research & Safety Market Division Malaysia (FSM).

• Collaborate closely with LCD and CCS Business Units to co-develop strategic business plans and achieve shared revenue goals.

• Assist CCS product management in areas such as marketing planning, pricing support, sales lead monitoring, and funnel follow-up.

• Work closely with Supply Chain and Finance teams to resolve delivery, backorder, or AR issues efficiently.

6. Marketing Execution

• Lead and implement CAC marketing activities according to the annual marketing plan.

• Delegate marketing responsibilities effectively to account managers and ensure timely execution of all initiatives.

• Monitor marketing outcomes and ensure alignment with business priorities and product strategies.

7. Market Intelligence & Reporting

• Continuously monitor and report on market trends, competitive landscape, customer behaviors, and emerging opportunities.

• Provide management with timely insights, sales forecasts, and business updates.

• Translate market intelligence into actionable sales initiatives and strategies.

Educational Background

• Bachelor’s or Master’s degree in Chemistry, Biochemistry, Medical Technology, or a related scientific discipline
• Strong foundational knowledge of chemical principles and analytical product applications is highly preferred

Professional Experience

• Minimum 5 years of proven experience in:
  • Chemical sales
  • Analytical consumables sales (HPLC/GC columns, SPE, filtration, etc.)
  • Product management, specifically involving product positioning and portfolio development
• Prior sales team leadership or management experience
• Demonstrated success in achieving sales targets and growing revenue
• Experience in contract renewals, tender management, and key account development
• Strong understanding of the Malaysian chemicals and analytical markets

Technical & System Proficiency

• Proficient in CRM systems, especially Salesforce.com
• Working knowledge of SAP for pricing, forecasting, and order flow
• Proven excellence in pipeline management and forecasting accuracy (±5%)

Sales, Product & Business Skills

• Advanced presentation, negotiation, and solution-selling capabilities
• Strong analytical skills to interpret sales data, market trends, and competitive activity
• Demonstrated ability to:
  • Position products strategically to differentiate offerings
  • Develop and execute market penetration strategies
  • Drive market share growth in assigned segments
  • Build value propositions for chemical and analytical consumables portfolios
• Ability to collaborate with suppliers to optimize pricing, promotions, and product strategy
• Experience developing go-to-market plans, product launches, and campaign support

Communication & Leadership

• Excellent written and verbal communication skills in English
• Strong relationship-building skills with customers, distributors, and suppliers
• Proven leadership experience, with the ability to coach and guide sales teams
• Capable of managing cross-functional initiatives involving Sales, Marketing, Supply Chain, and Finance
• Strong attention to detail and robust project and product management capabilities

Other Requirements

• Willingness to travel as required
• Able to work independently, make decisions, and drive initiatives forward