Sales Manager - Water Analysis Instrument

Work Schedule
Standard (Mon-Fri)

Environmental Conditions
Various outside weather conditions

Job Description

About Company:

Thermo Fisher Scientific Inc. is the world leader in serving science, with revenues of more than $44 billion and approximately +10,000 employees globally. Our mission is to enable our customers to make the world healthier, cleaner, and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics, deliver medicines to market, and increase laboratory productivity.

Through our outstanding brands - Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, and Unity Lab Services - we offer an unmatched combination of innovative technologies, purchasing convenience, and comprehensive services.

LSI's Laboratory Solutions India is a team that combines scientific expertise, collaboration, and resources to provide lab chemicals, equipment, and consumables for customers' scientific goals.

Purpose:

The candidate will collaborate with customers, channels, and the sales team to create growth strategies for Water Analysis Instruments, specifically the On-line Analyzers product line. They will achieve or surpass revenue targets by establishing various channels in a specific geographic area. This role requires meeting a sales quota for the assigned territory.

Roles & Responsibilities:

Business Planning

• Develops and maintains a business plan for the assigned territory that includes opportunity mapping, target industry segments, and accounts, forecasts, sales strategies and tactics, and resource requirements.
• Understands the strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively.
• Ensures that the sales operating plan is consistent with overall business goals.
• Interacts closely with marketing to build robust marketing plans that drive demand generation in target segments, mainly in Water, and Applied Markets.

Handling and Forecasting Sales Pipeline

• Applies CRM tools and processes efficiently to manage potential leads.
• Ensures the pipeline is filled with opportunities at various stages of CRM and provides management with realistic sales forecasts for greater accuracy and inventory management.
• Regularly reviews forecasts, pipelines, and sales strategies with individual sales reps, ensuring opportunities and leads are pursued timely. Keeps management aware of significant changes or developments.
• Assesses sales opportunities early in the sales cycle to pursue appropriate opportunities effectively.

Handling Relationships with Channel Partners and Internal Cross-Division Partners

• Develops profiles of sales channels required to improve regional performance.
• Recruits and develops business relationships with distributors.
• Coordinates activities with partners in support of joint sales engagements.
• Ensures resolution or raises customer or partner concerns that arise during the pursuit of opportunities with partners.
• Stays current with partners' strategies, directions, and operations.
• Supports marketing efforts of channel partners with existing and potential customers.
• Mobilizes appropriate partners to pursue specific opportunities.

Running the Sales Process

• Guides and supports direct and indirect sales reps in crafting strategies to overcome obstacles, customer objections, or critical situations.
• Makes regular sales calls to establish an executive-level presence in all the relevent segment of water analysis Instrument.
• Identifies deals or opportunities that need additional support and resources.
• Identifies the cost of pursuing sales opportunities and manages them appropriately.
• Drives growth in Drinking Water, Waste Water, F&B, Pulp & Paper, Chemicals, and Oil & Gas segments.
• Works closely with the service function to ensure the right level of service capabilities to support customers.

Candidate Requirement:

Education & Experience Levels:

• Bachelor's degree or equivalent experience in Electronics / Instrumentation Engineering.
• Proven record in business development and/or 5 years of core sales experience in On-line Water Quality Analyzers.
• Experience in selling capital equipment ($5,000+).
• Prior experience in selling On-line Water Quality Analyzers mainly in Drinking Water & Waste Water, Food & Beverage, Pulp & Paper, Oil & Gas segments.
• In-depth understanding of the Drinking Water & Waste Water, Food & Beverage, Pulp & Paper, Chemicals, Oil & Gas segments & Applied segments in India.
• Experience in working closely with Channels and dealers with an understanding of sales, channel & OEM processes.
• Knowledge of product pitching strategy.

Knowledge Required:

• Core understanding of sales, business development, and leadership traits.
• Excellent communication and presentation skills.
• Expertise in Microsoft (PowerPoint & Excel).
• Self-starter with a consistent record of working in a matrix organization.
• Strong people influencing skills.