Key Responsibilities
All commercial activities in region through direct and indirect sales channels.
Direct & dotted management of all local sales resources;
Ensures all activities are carried out in accordance with Thermo Fisher Scientific values, Q
policies and applicable laws;
Actively participates in the preparation and presentation of the regional quarterly business
reviews (QBR), the Annual Operating Plan (AOP), and strategic planning (STRAP);
Collaboration and local dotted line management of other functional teams in a matrix structure (global marketing, global key account management, financial shared services,IT, human resources);
Provide strong strategic and operational leadership to the regions commercial operation to ensure profitable growth and achieve the AOP objectives and 5 year STRAP objectives;
Ensure regional team meets established goal tree items in the areas of revenue growth, profitability, expense control, free cash flow, process optimization, productivity, employee development, and customer satisfaction;
Embrace and live the 4 ” I" values (Intensity, Integrity, Innovation, Involvement)
Actively manage the success and accountability of regions commercial operations planning forecast function on a monthly basis;
Manage price / performance matrix to optimize and capture price where possible;
Direct Commercial Operations:
Develop and execute a comprehensive direct commercial strategy with the VP of the region, the Division Leadership Team (DLT), and the regional Leadership Team (ILT) to aggressively compete in the Middle East market;
Be accountable for the Middle East commercial performance;
Recruit, train, review, develop and structure direct sales and service teams to meet market demands;
Devise and implement consistent salary and incentive plans in conjunction with the Human Resources team;
Take a hands-on approach, and act as the escalation point for all customer and system issues;
Maintain and cultivate top level customer relationships;
Represent the region at the senior management level during key customer sales and service negotiations;
Collaborate with global commercial operation peers to develop joint initiatives to provide enhanced customer satisfaction through Customer Allegiance Scoring (CA5)
Ensure accurate performance reviews (PMD’s) and development plans are created and reviews are held annually for direct employees, along with 100% compliance of corporate ethics training;
Identify and assess all talent (including high potential talent) as well as succession talent in line with the Company's Human Resource Review (HRR) process;
Provide strong direction, coaching and support to all direct reports;
Work in partnership with Human Resources to effectively recruit and retain high caliber individuals to maintain budgeted head count levels;
Liaise with all local Thermo Fisher Scientific Division leaders in the region to improve local processes, lead sharing, and “Connections” opportunities;
Participate in local country cross functional sales meetings and/ or country leadership meetings;
Build strong collaborative working relationship with the local commercial operation and DLT;
The ideal candidate profile:
Degree in Engineering or Science, with 15-18 years of overall commercial experience and 5 to 7 years of management experience;
Masters Degree in Management will be preferred;
Experience and industry knowledge in Analytical Instruments, Life Sciences, Instrumentation;
Strong leadership track record, which includes managing within a matrix environment along with the ability to inspire and lead others;
Strong coaching and developing skills;
Demonstrated commitment to the customer;
Progressive commercial business experience in the Middle East
Familiarity with commercial operations and marketing tools to capture and understand the Middle East market
Excellent communication skills, both written and oral;
Ability to build and maintain processes and procedures;
Ability to plan and prioritize multiple tasks and projects. Execution skills with resilience to ensure a desirable outcome is always achieved;
Reflector style - able to learn from mistakes and always wants to achieve best possible performance;
Advanced PC skills;
Abilityto generate and maintain information to provide feedback on performance
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