武汉招聘

Position Summary:
The Regional Focus Account Program Management Director will:
Drive the sales growth of Thermo Fisher Scientific China at designated focus accounts / territories in China starting in western China and be responsible for all aspects of the focus account management, including meeting overall focus accounts growth sales targets, managing regional focus accounts sales team, identifying opportunities for growth, understanding account purchasing process, developing good relationship with the customer to understand all customer requirements.

The Regional Focus Account Program Management Director will act as a critical touch point to manage the customer’s support needs across multiple divisions within Thermo Fisher and across various functions such as marketing, operations and finance. Act in a professional manner to promote Thermo Fisher Scientific in all business transactions across all relevant divisions, formulate strategies for long term account growth and drive significant wins for major tenders at the focus accounts.

Develop a strong focus account sales team to support the scalable growth at focus accounts and scaling the focus account commercial model to the other regions of China.


Key Responsibilities:
1. Work closely with focus account sales manager to achieve focus accounts’ quarterly and yearly sales targets.
2. Responsible for carrying out sales planning at focus accounts which align with overall business strategies.
3. Develop a strong focus account team starting in western China (Sichuan, Chongqing, Yunnan and Guizhou)
4. Identify new sales opportunities with support from marketing and operational teams.
5. Implement focus account programs at focus accounts. Track share of wallet and develop programs to understand key customer requirements. Develop programs to support focus accounts which best leverage Thermo Fisher’s capabilities to meet and exceed the customer’s expectations. Resolve customer issues by working closely with the support teams on commercial, technical and operational matters across function and divisions
6. Manage and communicate focus accounts progress in a systematic fashion using relevant metrics and tools such as bowler charts in regular MBR and QBRs.
7. Develop close relationship with the customer and gain improved understanding of the customer’s organization and purchase process to improve account penetration.
8. Develop critical strategies for major tenders at focus accounts. Develop appropriate bundled solutions across product lines to improve win rate against competitors in the focus accounts.
9. Develop final bid packages at focus accounts including pricing, channel selection and post sale support follow up requirements.
10. Responsible for effectively AR management and collection as needed focus key accounts by working with the finance teams.
11. Successfully design and organize sales support related activities at the customer such as seminars, training session, application development projects with the marketing / technical support teams to promote our products/services as potential solutions at the customers.
12. Collect competitor and local market information to further develop sales and marketing strategies for specific key accounts.
13. Work as part of the Thermo Fisher team and display qualities which will exemplify the core values of Thermo Fisher Scientific day-to-day work.


Minimum Requirements/Qualifications:
? Bachelor or advanced degree in Chemistry, Engineering, and / or life sciences with prior field and sales experience in sales or equivalent experiences
? MBA degree or significant course work in management and sales
? Familiarity with the local markets, and a minimum 7 years of career progression in the chemicals, healthcare, chemicals, life sciences, pharmaceutical or biopharma industries.
? Strong track record of developing and managing successful commercial teams
? Good communication skills and track record of collaboration with team projects at major accounts
? Strong planning ability to anticipate challenges and develop countermeasures with the support of upper management team
? Must be self-directed and self-motivated with a high bias for proactive action
? Ability to work under pressure with a positive attitude.
? Able to multi-task and prioritize tasks based on aligned goals with the business
? Fluent oral and excellent English writing skills
? Basic computer knowledge including Microsoft Office



Non-Negotiable Hiring Criteria:

? Bachelor or advanced degree in biology, molecular biology or life sciences with prior field and sales experience in sales or equivalent experiences
? Familiarity with the local markets, and a minimum 7 years of career progression in the chemicals, healthcare, chemicals, life sciences, pharmaceutical or biopharma industries.
? Strong track record of developing and managing successful commercial teams
? Good communication skills and track record of collaboration with team projects at major accounts
? Strong planning ability to anticipate challenges and develop countermeasures with the support of upper management team
? Fluent oral and excellent English writing skills

About Thermo Fisher Scientific
Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of more than $20 billion and approximately 65,000 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 premier 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. For more information, please visit ********************.
About Thermo Fisher Scientific China
Thermo Fisher Scientific (China) Co., Ltd has been operating in China for over 35 years. Headquartered in Shanghai, Thermo Fisher Scientific China has branch offices in Beijing, Guangzhou, Hong Kong, Chengdu, Shenyang, Xian, Nanjing, Wuhan, Kunming and other cities with around 4,000 employees. Our products mainly include analytical instruments, laboratory equipment, chemical reagents, consumables, software and more; providing comprehensive laboratory solutions and serving customers across various industries. In order to meet the local needs in China, we have established 6 manufacturing sites in Shanghai, Beijing and Suzhou respectively. We also have 5 application centers across the country which bring world-class technology and products with application development and training services to local customers. Lastly, we have the China Innovation Center in Shanghai which develops products according to local demands with global advanced technology. We have a nationwide maintenance network and China service training team, including over 2,000 professionals directly providing services for customers. We are committed to enabling our customers to make the world healthier, cleaner and safer. For more information, please visit ********************.

赛默飞世尔科技简介
赛默飞世尔科技（纽约证交所代码：TMO）是科学服务领域的世界领导者。公司年销售额超过200亿美元，在全球拥有约65,000名员工。我们的使命是帮助客户使世界更健康、更清洁、更安全。我们帮助客户加速生命科学领域的研究、解决在分析领域所遇到的复杂问题与挑战，促进医疗诊断发展、加速药物上市进程、提高实验室生产力。借助于首要品牌Thermo Scientific、Applied Biosystems、Invitrogen、Fisher Scientific和Unity Lab Services，我们领先推出结合创新技术、便捷采购和全方位服务的整体解决方案。欲了解更多信息，请浏览公司网站：********************
赛默飞世尔科技中国简介
赛默飞世尔科技进入中国发展已超过35年，在中国的总部设于上海，并在北京、广州、香港、成都、沈阳、西安、南京、武汉、昆明等地设立了分公司，员工人数超过4000名。我们的产品主要包括分析仪器、实验室设备、试剂、耗材和软件等，提供实验室综合解决方案，为各行各业的客户服务。为了满足中国市场的需求，现有6家工厂分别在上海、北京和苏州运营。我们在全国还设立了5个应用开发中心，将世界级的前沿技术和产品带给中国客户，并提供应用开发与培训等多项服务；位于上海的中国创新中心结合中国市场的需求和国外先进技术，研发适合中国的技术和产品；我们拥有遍布全国的维修服务网点和特别成立的中国技术培训团队，在全国有超过2000名专业人员直接为客户提供服务。我们致力于帮助客户使世界更健康、更清洁、更安全。欲了解更多信息，请登录网站：********************