Regional Sales Manager - North West Italy

Work Schedule

Environmental Conditions

Job Description

Company Information

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of $40 billion and more than 125,000 employees in 50 countries. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve sophisticated analytical challenges, improve patient diagnostics and enhance laboratory efficiency.

Through our four world-class brands – Thermo Scientific, Life Technologies, Fisher Scientific and Unity Lab Services – we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive support.

For more information, please visit www.thermofisher.com.

• Job Description

Job Title: Regional Sales Manager – MCS Industrial Markets

Reports To: Senior Regional Sales Manager, Sales MCS Industrial (EMEA)

Group/Division: AIG/CAD

Career Band: VI

Location: Italy- Milano area, home based

Position Summary:

The Regional Sales Manager – Industrial Markets is responsible to achieve short-term and long-term bookings, revenue and profit growth objectives through crafting opportunities to gain share in region via direct selling activities in (country). The successful candidate will implement robust sales activities and use the breadth of internal commercial team members to support revenue generation.

The typical customers in the industrial market vertical are Steel manufacturers, Fabricators, Metal Recyclers, Cement Plants, Mining companies, Battery Recyclers, Museums and Universities as well as key accounts in the aviation and automotive industry.

Keys to success will be to build key relationships within the region, open up new market opportunities and support existing customer base in order to meet and exceed AOP objectives.

The Regional Sales Manager will collaborate extensively with the functional leaders of their business unit, as well as with the commercial leaders of other business units within the designated region. This role requires close coordination and strategic alignment to drive regional sales performance and achieve overall business objectives.

Job Functions and Accountabilities:

• Deliver bookings and revenue commitments in accordance with BU AOP targets through direct sales.
• Develop and implement efficient lead generation strategies in Italy.

• Lead the commercial selling opportunities and establish performance targets within industrial markets in Italy.
• Define and implement new sales processes and capabilities including territory management and structured sales methodologies.
• Selling, demonstrating and training handheld x-ray and libs spectrometers to the potential customers.
• Lead and support key accounts within the assigned region.
• Drive visibility and accountability to generate new opportunities through improved pipeline and forecast management processes; leverage innovative sales tools like Sales Force (SFDC), Monthly and Quarterly Business Reviews, etc.

• Effectively communicate bookings and revenue outlook to management and the broader organization to ensure insight into performance and timely delivery of products
• Implement sales tactics to drive sales and service promotions.
• Prepare and manage leads, pipeline and opportunities within SFDC and participate in weekly forecast calls.

Minimum Requirements/Qualifications:

Educational Qualifications:

• Bachelor’s degree or combination of equivalent education and shown experience.
• Advanced degree in business or technical science is a plus.
• Italian proficient speaker
• English language proficiency is required.

Experience Qualifications:

• Minimum of 5+ years of success as a sales professional, generating own leads and opportunities.
• Demonstrated experience using detailed sales skills and methodologies to achieve success. For example, leading or playing a key role in sales process transformations.
• Sales experience representing analytical instruments, including spares and service contracts. This includes analytical technologies like handheld XRF and handheld LIBS.
• Validated experience collaborating with customers, including Government Agencies and Industrial clients in the Scrap, Fabrication, Oil & Gas, Chemical, Mining, Environmental, and Academic sectors.
• Maintain existing and develop future customer base in Italy through demonstrations, remote and on-site customer demo visits.
• Analytical approach to sales management; demonstrated competence handling ‘by the numbers’.
• Established competence to work effectively in a matrix environment.
• Highly motivated to achieve targets with bias for action.
• Excellent interpersonal and communications skills
• Experience within CRM tools like Salesforce.com and pipeline management.
• Demonstrates the Thermo Fisher values – Integrity, Intensity, Innovation, and Involvement (The Four I’s)

Travel Requirement: Expected travel up to 60% of time within the assigned country and/or region.