Regional Sales Manager
4 weeks ago
**Job Title**:Regional Sales Manager, Export (Middle East Region)
Direct Report To: Global Export Segment Director
Group/ Division: Customer Channels Group (CCG) - Research & Safety Division (RSD)
Career Band: 7
Career Track: Management
Position Location: Middle East Region
Number of Direct Reports reports: 4+
As the world’s leader in serving science, Thermo Fisher Scientific is a driving force in the research, healthcare, industrial and applied markets, generating more than USD 40 billion in annual revenue. No other company can match our range of customer touchpoints - technologically, geographically or commercially. We help our customers in finding cures for cancer, protecting the environment, making sure our food is safe and moving forward with thousands of important projects that improve millions of lives.
**Position Summary**:
Our Export Regional Sales Manager for the Middle East Region is responsible for developing a team of Account Managers who sell research products and services within a defined territory in the region. The Regional Sales Manager is also responsible for ensuring that the team establishes effective customer relations; develops opportunities for growth within an existing customer base; assures market penetration and profitability while achieving sales and profit forecasts; complete account planning and forecasting; analyse reports on the business; and lead the performance of the team.
**Your responsibilities**:
- Develop and execute a strategic and tactical sales plan for Middle East Region’s Export business, to ensure revenue and gross margin objectives are met by using company defined financial models.
- Develop strategy to incorporate and compliment the Thermo Fisher objectives into the overall Export segment and region strategy.
- Work to drive product sales to support supplier partnerships and actively promote core products and valuable services.
- Efficiently and proactively lead account managers’ performance through regular reviews & other company-standard processes
- Ensure your team align with Company policies and procedures.
- Continually measure personal and team success against business plans making the crucial challenges, interventions and decisions to successfully deliver, or exceed plan expectations.
- Handle the strategic direction for the overall Middle East region; lead the Global Solutions (Export) sales team to drive sales strategies to meet plan and expand business within their assigned territories; ensure team maintains a pipeline of opportunities to meet or exceed sales objectives;
- Perform sales calls and vendor relations with all customers and potential customers in the assigned territory
- Share with company on supply and price trends and assist in inventory control.
**Experience/qualifications/competencies**
- A Bachelor’s degree in a Science or Business along with significant and relevant, industry-specific experience, preferably in the research laboratory industry or equivalent work experience.
- Strong sales management experience and validated leadership abilities
- Wealth of business understanding and business exposure
- Sophisticated selling and presentation skills
- Excellent interpersonal and communication skills
- English: Full professional proficiency in addition to another European language ideally.
- Full driver’s license with the ability to travel extensively (80% of time) to customer and internal meetings.
- Has demonstrated management experience leading a team with consistent positive results; ensures team has a business plan and sales strategy and coaches to attainment of goals; motivates and leads team to overcome obstacles and ensure success; consistently exceeds results.
- Understands in great detail the profitability levers across customers and builds a strategy for growth.
- Monitors market conditions in order to be proactive in preparing and adjusting for changes; Builds proposals for presentations and RFP responses and is consistently strategic with preparation and delivery.
- Works with team to formulate strategic business plans to address the opportunities and ensures team consistently focuses on goal attainment; and consistently achieves or exceeds such targets.
- Experienced people coach and mentor
- Proficiency with Word, Excel and PowerPoint a must, sales force software a plus.
- Confident personality, able to successfully communicate with customers across a range of settings including one-to-one meetings, exhibitions, and formal presentations, across all sectors in which we operate.
This Role operates within a Matrix environment requiring the post holder to work optimally with multiple partners, to manage both competing requirements and concurrent project activity.
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