United Arab Emirates - Dubai
Job Summary :
As a key member of the Emerging Markets, Laboratory Products Division (LPD), Near & Middle East Team, the Laboratory Specialty Plastics (LSP) / Liquid Transfer (LT) Sales Specialist will be responsible for driving sales and growth in the region through strategic leadership, direction and development of the LSP / LT business.
The Sales Specialist will be in charge for identifying new commercial opportunities and driving growth for Consumable Products across the LPD business activities in the Region.
Through a strategic approach to market and business development, the Sales Specialist will significantly shape the future development of LPDs Consumable strategy in the region by analyzing the market and advising LPD of development opportunities.
He / she will be committed to customer service excellence and will work with channel and distributor partnerships (Tier 1 and Tier 2) as well as Direct and Global Account relationships in implementing the Company’s goals.
Scope of Products
Laboratory Specialty Plastics (LSP )Labware & Bottles, Life Science Storage Products, Clinical Consumables, Diagnostic and Packing Products, Cell Culture Plastics and Single Used Technology Products being used in the Vaccines and Biologic Industries.
Labware & Bottles, Life Science Storage Products, Clinical Consumables, Diagnostic and Packing Products, Cell Culture Plastics and Single Used Technology Products being used in the Vaccines and Biologic Industries.
Liquid Transfer (LT), Affinity and Automation consumablesPipettes : single / multi-channel, manual / automaticPipette tipsAutomation consumablesLiquid handling instruments
Pipettes : single / multi-channel, manual / automatic
Liquid handling instruments
Key Duties and Responsibilities :
Drive sales of LSP and LT product portfolio through Distributor partners in the Middle East in a manner that positively reflects the Company image.
Achieve sales targets, both quarterly and annually.
Strengthen and increase market awareness of established brands such as Nunc, Nalgene, ART, Finn, Clip-Tip, Matrix, Sterilin and Thermo Scientific brands in the region, building on the scientific and technological leadership position of Thermo Fisher Scientific.
Partner with local distributors to identify and develop tactics and execute in the market. Support dealer and distributor network including organizing product trainings, price positioning recommendations, and product offerings up to contract negotiations..
Maintains regular contact with all clients in the market area to ensure high levels of client satisfaction as well as accurate understanding of market conditions.
Develop and implement plans to gain major share in Key Accounts in region.
Create and implement Divisional business development strategies and plans. This will involve working closely with colleagues and teams to ensure business development strategies meet and exceed the demands of the market.
Create and develop commercial opportunities to increase sales volumes across all LSP and LT product lines. This will apply to both existing and new clients with whom the Sales Specialist will target, initiate and develop business relationships.
Works to meet Business goals, such as budget set by Management for each product line of the LSP / LT product portfolio
Responsible for capturing opportunities in the CRM system, establish reliable sales forecasts, MBR / QBR reports and report on a regular basis, channel partner and customer activity.
Monitor competitor’s activities and develop measures to counteract threats from competition.
Facilitating communication between the various external and internal stakeholders, ensuring compliance with the procedures established by the company, optimizing the administrative routines and feasibility analysis for effective decision making.
Ensure that Management and Colleagues regularly receive inputs on market opportunities, trends, desired features and functionality needed by customers to ensure these are considered in product design and customer service enhancements.
Take active role on behalf of LPD in supporting cross-divisional activities to promote the overall Company’s value proposition;
closely interact cross divisionally in the Thermo Fisher Scientific Middle East Leadership Team to leverage the full company capabilities.
Supports commercial marketing in the definition of local / regional marketing programs to generate interest from current customers and to interest potential new customers to the Thermo Scientific brand.
Provides input to the Product Managers and EM Sales to ensure that the necessary market trends, desired features and functionality needed by customers are considered in product designs or enhancements.
Demonstrate use of advanced selling skills in the field, such as making good opening statements, connecting with the customer, asking high gain questions, creating the value proposition and closing.
Develop presentations and customer proposals including structuring appropriate pricing and contract milestones.
Participates in process and operation improvement opportunities
Responds efficiently to internal and external inquiries
Other Job Requirements :
Some 50% of time estimated traveling in NE&ME
Supervisory Responsibilities :
International business experience
Knowledge in business management,
High level of proficiency in technical selling skills and product knowledge - Consumable Products for the Life Sciences / Health Care / Academia Market Segment
Excellent professional selling, negotiation and communication skills.
Effective interpersonal skills and ability to interact with LSG / LPD colleagues and distributors at all levels.
Educational Qualifications :
Academic degree (B.Tech / MSc / MS). A PhD is considered desirable.
Professional management qualification (PGDBM / MBA) will be an added advantage.
Broad experience (3-5 years) in technical sales function, and proven track record in Life Sciences or closely related business.
Knowledge in Microsoft Office, CRM software, such as Salesforce
Full valid driver license desirable.
Fluent English speaking language skills are required for this role. Additional region language like Arabic is considered to be beneficial.