The Sales Director Pharmaceutical Segment Europe is responsible for the strategic development and tactical implementation of the RSD European business with the Pharmaceutical customer segment. The Director will maintain high level customer relationships and manage a team of Segment Sales Managers responsible for the customer relationships across multiple locations. The Director will work closely with RSD Global Industry VP and Thermo Fisher Corporate Accounts team to drive the business and meet/exceed the customer expectations.
In conjunction with VP Sales, set and achieve or exceed sales and margin targets for allocated segment by driving contract compliance, new business opportunities, share of wallet, and portfolio development in the segment.
Collaborate with Global Industry VPs and Thermo Fisher Corporate Accounts team to generate leverage for Europe as well as to ensure RSD EU delivers according to global commitments.
Lead the RFP strategy/RFP avoidance/contract renewal and approval process with the key account managers, Industry VP and/or VP Sales. This includes preparing/presenting the proforma through the approval process, which often includes the President of RSD Europe, the President of CCG, and sometimes the company CEO.
Negotiate customer contracts.
In terms of revenue and margin, the Sales Director will be targeted on those accounts which are allocated to the field-based team and not those which are with the Inside Sales team.
Develop the segment strategy for Europe by working with direct reports, business development manager and cross-functional colleagues.
Maintain direct relationships with large customers within segment at highest levels, securing long term commitment to RSD and Thermo Fisher Scientific.
Manage a team of Regional Segment Managers and Key Account Managers and ensure that activity is aligned with overall segment strategy.
Drive alignment, collaboration, and clear roles/responsibilities in the working relationship between the Key Account Managers, Sales Managers, and Account Managers.
Drive overall business strategy for segment;
coordinate with Marketing on segment dynamics and trends, overall strategy and resulting value proposition
leverage value added services such as third party sourcing, GXP capabilities, inventory management and digital capabilities to grow share and meet customer expectations
coordinate with Pricing on market dynamics affecting pricing strategy for customers in the segment;
evaluate margin and profitability of customer base and provide recommendations.
Accountable for the engagement, performance, compensation and development of your direct reports. As a Role Model Leader you will be required to demonstrate Role Model Leadership which includes:
Being a change agent for RSD Europe business transformation change management activities with regards to people, process and system optimization
coaching, goal setting and effective delegation to stretch and develop individual and team competencies
regular observation, appraisal and monitoring encouraging and driving high standards of performance, while pro-actively addressing behavior and performance which is not meeting standards"
Support direct reports with robust business plans; ensure continued alignment with overall strategy and expectations and present monthly business reviews to senior management business.
Drive overall execution of sales goals including establishing and maintaining business plans, setting appropriate stretch sales targets, ensuring compliance with established sales goals and sales processes, ensuring appropriate coaching and mentoring of sales representatives by managers and training team, and driving the team to succeed.
Create/evaluate target lists for business development.
Measure and monitor execution against targets and maintain a detailed understanding of market dynamics that impact plans/strategies
In collaboration with Sales Effectiveness Director, drive standard work and adoption of tools to effectively manage pipelines, time and territory management, etc
Bachelor’s degree (in a Science or Business preferred)
Experience within the industry preferred; 10+ years of successful sales management experience to include dealing at a senior level with customers
Knowledge of all facets of the distribution business model to include value added services
Knowledge of the trends, financial and profitability drivers for the industry segment
Demonstrated skills in leadership, strategic selling, negotiating, presentation and financial/business acumen
Excellent communication skills, verbal and in writing
Knowledge of Word, Excel and PowerPoint a must
The ability to travel extensively across Europe (75%) and also to attend regional, national or
Non-Negotiable Hiring Criteria:
Full driving license.
Demonstrable record of achievement in a role which has required influencing and/or managing directly/indirectly the activity of others to gain positive results.
Demonstrable capacity to understand the complex nature of the markets in which Thermo Fisher operate and to articulate clearly our unique value proposition to customers across all sectors.