Senior Manager, Commercial Excellence SEA

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

How Will You Make an Impact?

We’re a transformative leader powered by an important Mission: To enable our customers to make the world healthier, cleaner and safer. Through our dedication, our global organization drives transformation in the scientific industry across the globe. Our work has meaningful impact inside the company and out. Our scale and depth of capabilities enables customers across a range of vertical segments. We offer products and solutions that enable customers to push the boundaries of innovation.

This role provides the opportunity to lead commercial business initiatives to grow in areas of business policy and processes designed to enhance efficiency and standardize procedures. This role will have impact across areas like sales planning and compensation, sales enablement, intelligence and reporting. You will also be required to leverage data to draw insights that lead to tangible actions with a broad commercial organization.

You will have a key position within the SEA Leadership Team, collaborating with the Sr Director of Marketing and Strategy, along with all other team members, to enhance customer satisfaction and enhance commercial performance to drive business expansion.

What Will you do

• Support the SEA in identifying organizational, tactical and central initiatives to improve the efficiency of the organization

• Develops common frameworks, dashboards, and reporting mechanisms for channel controls and efficiency

• Sales tools and platforms management, including reporting tools that facilitate regional and divisional data funnel and forecast reconciliation

• Sales Force Effectiveness: Sales productivity analysis to ensure sales reps are allocating time in an optimal way to drive the highest productivity

• Provides oversight for incentive plan development and performance

• Find opportunities and collaborate with IT to develop mobility solutions that improve sales reps' efficiency.

• Collaborate with various departments to work together, seek help, and support the implementation of initiatives

• Supports monthly, quarterly and annual reporting process in alignment with the financial planning cycle i.e. MBR, QBR, SIOP, STRAP

• Collaborate with the division teams including commercial leaders, sales managers, channel managers, and key account team to drive growth of the business

• Assist commercial leaders in the development of processes to identify team shortfalls within specific product categories and institute measures to improve performance

• Sales Intelligence: Crafting key measurement categories, specific metrics, and outputs that match the business needs of the division (forecast management in coordination with Finance and Business Leaders, driving sales performance, monitoring deal and opportunities pipeline metrics, generating sales analysis, reports, and dashboards)

• Employ and adopt PPI as a means to improve the efficiency and effectiveness

• Coordinate with other Thermo Fisher Scientific commercial teams to access and disseminate standard methodologies.

How will you get there

• Bachelor’s Degree in a related field and strong background in sales, marketing or sales operations functions

• Strong role model sales leader with ability to develop and empower people at all levels. Self-motivated with bias for action

• A solid foundation in financial skills used in a selling environment

• Exceptional analytical capability and problem-solving skills

• Ability to work in a matrix environment and influence others to achieve results

• Excellent interpersonal skills with background in developing and summarizing sophisticated information for multiple executive audiences

• Available to travel up to 40% of time

• Familiarity and track record of developing sales tools, education and training programs to boost sales skills, technical competency and overall effectiveness

• Requires a proficient understanding of standard business practices related to sales operations processes and systems (sales cycle, sales methodology, CRM applications, reporting, forecasting, territory management and sales quotas)

• Extensive experience with software tools including, but not limited to CRM systems (salesforce.com), relational databases and MS Office applications