Territory Manager

7 months ago

North Ryde, Australia Thermo Fisher Scientific Full time

Job Title: Territory Manager
Reports to: ANZ Sales Manager
Group / Division: Sales

Position Summary:
In this role, you will be responsible to managing your allocated business, prepare strategies, and optimally gain market share. This role /responsibility is to improve sales via strategic account management, business development and pipeline health for the broad Thermo Fisher portfolio within various account & market segments. This includes the overall management of customer objectives, achieving commercial goals, identifying growth opportunities, and developing strong customer / company relationships. This is a high profile, high value, field-based sales role, requiring an experienced/ motivated sales professional who is capable of delivering in a fast-paced environment.

Key Responsibilities:
To achieve and exceed sales territory financial targets and objectives including:

- Sales Revenue
- Profitability goals including contract pricing management and price realisation targets
- Account growth and share gain objectives

Grow your commercial business:

- Develop and maintain a sales opportunity pipeline
- Focus on growing existing accounts (SOW) and developing new business (SOM).

Business Planning
- Formulate an effective and prioritised business plan for your territory
- Actively seeks to develop rapport and improve professional relationships with customers
- Understands the major competitors and develop creative and effective sales strategies to respond successfully.
- Regularly reviews forecast, pipeline, and sales strategies.
- Work with Marketing for online digital platforms, marketing activities etc.
- Collaborates with Divisions on key strategies, campaigns, NPI’s etc.

Develop and implement key account plans and strategies in line with marketing and sales management objectives:

- Key product line targets met.
- Key promotions and marketing programs implemented.

Maintain a professional and positive approach whilst being committed to our core values of integrity, intensity, innovation and involvement:

- Exceeding customer service level expectations (external & internal).
- Working to agreed timeframes.
- A focus to finding solutions.
- Working within quality and company policy guidelines.

Minimum Requirements/Qualifications:
Qualifications & Experience
- Ideally previous sales experience (minimum 3 years) with accountability for achievement of your goals and financial targets.
- Knowledge and confidence in sophisticated selling methodologies
- Ability to demonstrate high standard of digital literacy.
- Tertiary qualification or equivalent, preferably in business and/or scientific field
- Ability to travel when required within the state and domestically on occasion

Skills & Attributes
- A positive and hard-working demeanor with a passion for sales and achieving results (Adaptability, Driven, Ensures accountability, Passionate)
- A shown background in the area of sales including a strong awareness of the sales process and capability to build and sell creatively/consultatively.
- Strong interpersonal and time management skills with a capability to balance multiple priorities.

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.

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