The HPLC Director for Business Development and Marketing will support the HPLC Business Unit and Commercial Organization to identify new business opportunities in existing and emerging markets, will develop plans to best position our current HPLC product portfolio and provide input on the future development of HPLC products. The Director will facilitate and execute Marketing actions and initiatives aimed to drive the growth of Thermo Scientific HPLC market share.
The role demands for proactive leadership and management in driving initiatives to grow sales and revenue in the assigned territories. Intense engagement and cooperation with the Sales, Specialist and Marketing teams will be key in gathering feedback on market trends and competitive dynamics. The HPLC Director for Business Development and Marketing will have complete responsibility over the definition, execution and tracking of the required strategic plans to ensure business growth and sustainability in response to the market’s requirements.
Specific Responsibilities Include
Defining the business development strategy of the HPLC business unit by identify gaps, market opportunities and competitive differentiators.
Support the Commercial Operations teams in achieving AOP bookings and revenue.
Manage the team of Regional Commercial Development Managers for the different regions, and act as the Regional Commercial Development Manager for those regions where a Regional Commercial Development Manager is not currently present.
Work with Regional Marketing to manage the QMI process; Manager Tiger Teams for the regions.
Develop regional strategic plans to position our products and utilize Key opinion leaders to increase the HPLC brand awareness.
Act as the point of contact for Commercial Sales on all issues which will drive orders and revenue.
Initiate, develop and drive promotions which are tailored for the channel.
Implement tracking of the activities to determine ROI and ensure consistency and payoff.
Implement and manage QMI feedback process to the Business Unit on specific competition information, strategies and tactics and manage accomplishment of required follow-up action items.
Transfer to Commercial organization initiatives information related to sales.
Work With Product Marketing to Develop Marketing Plans for the Region
Contribute to strategic planning bringing knowledge of assigned market and territory working with Divisional, Commercial and Business Unit Marketing teams
Implement specific strategies for business growth in cooperation with Sales Leaders and Commercial Operation (CO) Team
Work with Product Marketing to plan, develop, message and deliver marketing programs for the region in line with the BU planning
Implement and Manage Seed Unit Program
Drive seed unit program by managing the approval process, tracking and monitoring, as well as seed unit inventory.
Manage BU Commercial Plans
Together with Product Marketing, define plan and deploy execution of New Product Launches in the assigned Geocenters, and in alignment with BU NPDI
Define training Planning and deployment for Sales Support Team and Sales Engineers
Manage Voice of the Customer (VoC) in the Field
Travel with territory sales personnel to provide support in the execution of the strategical messaging for the product line.
Collaborate and maintain relationships with Key Customers to ensure Thermo Scientific leads the way in marketing of HPLC; maintain reference customers to help sales in the region
Give sales presentations and applications, technical and commercial presentations in support of seminars, conferences and meetings, as needed
Involve and guide the CoE specialist and demo chemist team in sharing field feedback with Product Line (PL) in a structured fashion
Manage Regional Forecast and metrics with Sales Leaders
Manage forecast on a monthly basis for both bookings and revenues
Provide input for the advanced demand planning to ensure proper sourcing and programming
Participate in Sales Conference Calls and SIOP processes.
Manage price realization and sales promotional tactics to meet AOP targets
New Product Adoption as Product Vitality Index
Achieve Regional Market growth target
On-time & on-budget development and delivery of marketing programs for the annual marketing plan
On-time execution of NPI
Track and report market growth & revenue generated from new applications in the region
Effectiveness of sales promotions
Bachelors degree and 8-10 years experience in Technical Sales/Marketing within HPLC Instrumentation segment with 3-5 in a Senior Managing role. MS, Ph.D. or MBA highly desirable.
Professional selling and account development skills
Excellent communication skills (written and verbal)
Demonstrated leadership and project management experience
Experiences in International Business
Willingness to travel as required
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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.