Business Development Manager - Water Purification Systems

Job Description

About Us: Here at Thermo Fisher Scientific, our industry-leading scale means unparalleled commercial reach, unique customer access and a global footprint. Our broad customer base, from research, clinical to commercial production means you can have a broad and significant impact. All while working in an environment where you will be supported, valued and rewarded for your performance. Join our Sales & Marketing team with an unmatched depth of capabilities and help our customers solve some of the world’s toughest challenges.

Key Roles & Responsibilites:

1. Business Planning

• Develops and maintains sales operating plan for territory that includes opportunity map, target industry segments and accounts, forecast, sales strategies and tactics, resource requirements.

  
  

• Understands the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively.

  
  

• Ensures that sales operating plan is consistent with overall business goals.

  
  

• Works closely with marketing to build strong marketing plan helping drive demand generation in target segments

  
  

2. Managing and Forecasting Sales Pipeline

• Effective utilization of CRM tools and processes to manage sales opportunities and leads

  
  

• Ensures that management is provided with realistic sales forecasts and is kept aware of any significant changes or developments.

  
  

• Ensures that sales pipeline is filled with opportunities at various stages of sales cycle.

  
  

• Regularly reviews forecast, pipeline and sales strategies with individual sales reps. Ensures that opportunities and leads are pursued in a timely way.

  
  

• Assesses sales opportunities early in sales cycle to ensure sales force is pursuing appropriate opportunities and working effectively.

  
  

• Provides quarterly sales forecasts and project pipelines to Supply chain function helping build right level of inventories

  
  

3. Managing Relationships with Channel Partners and internal cross division partners

• Develops profile of sales channels required to maximize performance in region.

  
  

• Recruits and develops business relationship with channel and cross division partners.

  
  

• Arranges activities with partners in support of joint sales engagement.

  
  

• Ensures resolution or escalates issues that arise through pursuit of opportunities with partners.

  
  

• Stays current with partners’ strategies, direction and operations.

  
  

• Supports marketing efforts of partners in existing and potential customers.

  
  

• Mobilizes the appropriate partners to pursue specific opportunities.

  
  

4. Managing the Sales Process

• Supports direct and indirect sales reps in creating strategies for dealing with obstacles, customer objections or competitive situations.

  
  

• Makes regular sales calls to establish executive level presence in key accounts, and build understanding of customer and sales issues.

  
  

• Identifies deals or opportunities that need additional support and resources.

  
  

• Identifies the cost of pursuing sales opportunities and manages appropriately

  
  

• Identifies and drive local stocking of consumables and spares

  
  

• Works closely with service function to ensure right level of service capabilities to support customers

  
  

Education & Experience

• Masters/Bachelor in Science

  
  

• Core understanding of business development & product portfolio management skills and responsibilities

  
  

• In-depth understanding of Pharma/Biopharma, Academic Research and Applied segments in India.

  
  

• Prior experience selling capital equipment ($7,000 +)

  
  

• Excellent communication and presentation skills

  
  

• Nature of experience: Either 3-4 years of Business Development or 4-6 years of hard core sales experience in Water Purification Systems.

  
  

• Ability to travel approximately 60-70% of the time.

  
  

• Expert in Microsoft (PowerPoint & Excel)

  
  

• Demonstrated proactive approach working in matrix organization.

  
  

• Strong people influencing skills,

  
  

• Understanding of sales, channel & OEM processes

  
  

• Knowledge of product pricing strategy

  
  

Benefits

We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!

At Thermo Fisher Scientific, each one of our +100,000 extraordinary minds have a unique story to tell. Apply today http://jobs.thermofisher.com.

ThermoFisher is committed to crafting a diverse work environment that values and respects individuals from all backgrounds.

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.