Business Development Manager (LC-MS & HPLC)

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BUSINESS DEVELOPMENT MANAGER (LC-MS & HPLC)

Job Description

Position Summary:

Thermo Fisher Scientific has a vision to continue to build a strong footprint and partnership with key customers across Analytical Instrumentation Laboratories, this role is to be instrumental in developing and driving the business to achieve this!

The position runs the business development and sales of a strategic product portfolio (Chromatography and Mass Spectrometry) across Australia. The Business Development Manager CMD will comprehend and use product features, benefits and applications accompanied by selling and business building skills to optimally promote and consummate the sale of Company products and services to achieve or exceed the assigned business sales plan. They will partner extensively with teams across ANZ as they drive and service this business segment.

This position will be the primary developer and driver of business development with analytical instrument associations, large analytical customer call points to penetrate and grow current and new business.

This job is available in 2 locations:

• Sydney, New South Wales, Australia
• Remote, New South Wales, Australia

Key Responsibilities:

• Build strategic partnerships with Industry bodies, funding groups, forums.

• Develop a business development plan for the portfolio, gain partner alignment and implement the aligned plan to exceed sales targets.

• Partner across the team to drive focus, achieve sales targets and to meet new market needs.

• Responsible for forecasting, funnel management and business planning for their territory. 

• Reporting regularly on bookings and sales relative to the plan with variance analysis, being able to review at a division reporting level to provide division insights into the region.  Developing and completing corrective actions to close any gaps to expectations.

• Running existing accounts and prospect for new business that will drive our footprint in this emerging segment and supply to sales growth.

• Providing information to and from the territory, including providing written reports as requested.

• Promoting the Employer’s image and product reputation.

• Produce forward territory plans.

• Make regular customer calls, meet minimum weekly call rates.

• Identify new business opportunities and work with company resources to develop sales potential.

• Respond to enquiries and complaints in a manner that will reinforce the company’s position.

• Maintaining an accurate, detailed customer record in the CRM.

• Develop the business direction with global and local inputs to improve sales.

• Attend Trade Exhibitions to generate leads and prospects for the company’s products.

• Develop and implement technology seminars or round table discussions applicable to the focus.

• Constantly develop product knowledge through company literature and other independent sources of technical information.

• Acquire and report information of market trends, competitive promotions and other activities from the market that may aid the business activity.

• Actively take part in internal product training and the external scientific community activities.

• Partner with the local specialists, sales, applications and engineering teams to build opportunities and coordinate a company approach with our customers.

• Collaborate with the total Thermo Fisher Scientific team at key accounts to present a unified value proposition.

• Crucial to meet Revenue targets as set each year for the defined territory and give to the achievement of the region goals.

• Meet sales targets as set for specific activities.

• May be required to perform other related duties when required.

• Adhere to EH&S policies and procedures and ensure a safe and balanced workplace environment.

Frequent Contacts

Internal:

• Works with other sales teams and functions locally and globally in person, via phone, email, communicator, teleconference or video conference.

• Direct relationship with regional market development and regional commercial leaders.

• Connections to global teams to share and co-develop strategy.

External:

• Meets with external customers in industry settings.

Qualifications & Experiences:

• Preferred 3-5 years shown experience in business development, sales or account relationship management, experience in instrumentation solutions sales preferably in the analytical instruments (Mass Spectrometry) sector will be highly regarded.  A shown understanding of Australian market and workflows is desired.

• Preferred tertiary qualifications to be in science with strong analytical science, proteomics, chemistry knowledge highly regarded.

Crucial Skills:

• Ability to think and implement from a customer-centric perspective.  Ability to build and foster strong customer relationships.

• Results oriented, with strong sales attributes, a proven record of and passion for sales success.  Think strategically and laterally in order to increase opportunities and market potential.  Strong commercial competence with the ability to report clearly and concisely and run accurate sales forecasting.

• Establishing a clear course of action to accomplish goals and objectives. Time management skills, effective use of resources and systems, ability to prioritise activities, completion of tasks. Sound administration skills.

• An understanding of contract review processes and ability to negotiate through this process.

• Participative and collaborative management and operational work style enabling one to work optimally across functional groups to meet daring schedules.

Desirable Skills:

• A Master Degree or PhD in the sciences is highly desirable.

• Business Development and Sales experience.

• Strategic and tactical market development skills.

• Presentation skills that can be applied internally and in the marketplace.

• Preferred greater than 3 years demonstrated ability in sophisticated Instrumentation solution sales, with a focus on Mass Spectrometry.

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.