Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
Job Description
Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer!
Job Title: Territory Manager
Reports to: ANZ Sales Manager
Position Location: Albany, Auckland, New Zealand
Position Summary:
Our Territory Managers are an essential and crucial part of our customer experience. As the face of the company and primary customer contact you are tasked with delivering outstanding service and coordinating cross functional solutions to add unparalleled value to our end users and partners. In this role, own customer engagement and are leading and developing business within your agreed territory, prepare strategies, and efficiently gain market share. This role /responsibility is to improve sales via strategic account management, business development and pipeline health for the broad Thermo Fisher portfolio within various account & market segments. This includes the overall management of customer objectives, achieving commercial goals, identifying growth opportunities, and developing strong customer / company relationships. This is a high profile, high value, field-based sales role, requiring an experienced/ motivated sales professional who is capable of delivering in a fast-paced environment.
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Key Responsibilities:
To achieve and exceed sales territory financial targets and objectives including:
• Sales Revenue
• Profitability goals including contract pricing management and price realisation targets
• Account growth and share of wallet gain
Grow your commercial business:
• Develop and maintain a sales opportunity pipeline
• Focus on growing existing accounts (Share of Wallet - SOW) and developing new business (Share of Market -SOM).
Business Planning
• Formulate an effective and prioritised business plan for your territory
• Actively seeks to develop rapport and improve professional relationships with customers
• Understands the major competitors and develop creative and effective sales strategies to respond successfully.
• Regularly reviews forecast, pipeline, and sales strategies.
• Work with Marketing for online digital platforms, marketing activities etc.
• Collaborates with Divisions on key strategies, campaigns, NPI's etc.
Develop and implement key account plans and strategies in line with marketing and sales management objectives:
• Key product line targets met.
• Key promotions and marketing programs implemented.
• Use of SalesForce CRM as a key reporting and management tool.
Maintain a professional and positive approach whilst being committed to our core values of integrity, intensity, innovation and involvement:
• Exceeding customer service level expectations (external & internal).
• Working to agreed timeframes.
• A focus to finding solutions.
• Working within quality and company policy guidelines.
Minimum Requirements/Qualifications:
Qualifications & Experience
• Tertiary qualification or equivalent experience, preferably in business and/or scientific field
• Ideally previous Sales experience (3-5years) with accountability for achievement of your goals and financial Targets.
• Ability to travel when required within the state and domestically on occasion
• Knowledge and confidence in complex environments and sophisticated selling methodologies
• Proven high standard of digital literacy.
Skills & Attributes
• A positive and hard-working demeanor with a passion for sales and achieving results (Adaptability, Driven, Ensures accountability, Passionate)
• A shown background in the area of sales including a strong awareness of the sales process and capability to build and sell creatively/consultatively.
• Strong interpersonal and time management skills with a capability to balance multiple priorities.
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.