Responsible for the growth of the Thermo Fisher Scientific (TMO) product portfolio in the relevant markets, through Distributor / Channel Partners in the stated geographic territory.
Develop and implement business strategies to achieve regional revenue, profitability and market share growth objectives for the Clinical Diagnostics, ImmunoDiagnostics, and Microbiology Divisions respectively.
Achieve or exceed sales targets : monthly, quarterly and annually.
Provide the company with relevant market information for the development of strategies on products and market penetration.
Develop and execute comprehensive plans and programs, including marketing events (virtual, exhibitions, tabletop shows) to support sales of products and revenue objectives in both the short & long term.
Major Responsibilities :
Manage Distribution Channels in the region and act in a business development capacity to identify new Distributors / Channel Partners in Nigeria.
Co-ordinate activities as well as support Distributors / Channel Partners in ensuring positive brand awareness of our products.
Monitoring Sales performance and ensuring targets are reached / exceeded by our Distributors / Channel Partners for the respective divisions in the territory.
Update and maintain Opportunities and Risks using the available CRM tools to ensure full transparency across the organization.
Anticipate pipeline changes and plans proactively to address potential shortfalls. See trends and coordinate sales activities.
Monitoring competitor’s developments and implementing adequate strategies to capitalize on opportunities.
Preparing sales forecast and support budgets.
Maintains and develops customer relationships on the short and long term. Focus on the strategic development of key customer relationships by implementing and updating Account / Territory Planning (across-functions).
Set up and undertake complex negotiations. Review effectiveness or negotiation strategy on a continual basis. Benchmark own sales techniques against best practice.
Has accountability and responsibility of driving the broad actions of the TMO mandate.
The role will report into the Channel Partner Manager Sub-Saharan Africa.
Participates actively in local networks of service, support and customer services.
Actively participate in training / onboarding of new Distributors / Channel Partners.
Work closely with the Divisional Leads, Sales Managers, Service & Support Manager, Marketing Lead, and other stakeholders to drive incremental business.
Connects and collaborates with counterparts in sister Groups to drive synergies across Thermo Fisher Scientific within the territory.
Skills / Experience Required :
High level of proficiency in technical selling skills and a Biomedical Lab background would be advantageous.
Effective interpersonal skills and ability to interact with TMO colleagues and Distributors / Channel Partners at all levels of the organizations.
Strong cross-functional communication and presentation skills, and the ability to drive sales.
Willingness to travel 50% of the time independently in the assigned territory to customer sites, trade shows, exhibitions, road shows, seminars, channel partner and sales organization meetings.
Extensive knowledge of the IVD industry and related regulatory requirements in the region.
Attention to detail and accuracy.
Minimum Qualifications :
Will hold an academic degree (BSc / B.Tech) or has equivalent level of experience in Biomedical Sciences. A Field Application Specialist background would be advantageous.
Broad experience (3 to 5 years) in sales / technical sales function, and proven track record in Biomedical Sciences or closely related business.
Full valid driver license, passport and a clear criminal record.
Fluent English and French language skills are required for this role.
Other Hiring Criteria :
Must have a passion for diagnostic products and developing the associated markets in Africa.
Possess high levels of self-motivation.
Demonstrated ability to operate independently, with initiative, and good business judgment.
Demonstrated excellence in oral and written communications skills and the ability and willingness to be flexible and adaptable to work in a complex cross-functionally environment.
Strong analytical skills and the ability to draw conclusions and observations from market trends and unit analysis.
A good understanding and working knowledge of Microsoft Word, Excel and Outlook. Advanced understanding of Microsoft Excel, VBA, SQL, Business Intelligence and Salesforce.
com or related applications will be advantageous.
Solid organizational skills and ability to set priorities and manage time effectively.
Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $25 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer.
Whether our customers are accelerating life sciences research, solving complex analytical challenges, improving patient diagnostics and therapies or increasing productivity in their laboratories, we are here to support them.
Our global team of more than 75,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services and Patheon.
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