Lead the regional Specialty Diagnostics Group (SDG) business in SEA and drive the strategic growth agenda for multiple business divisions like Microbiology/ImmunoDiagnostic/Anatomical Pathology/Clinical Diagnostics/Transplant Diagnostics
Work with support functions, (Service Management, Customer Services, Operations) to develop an effective, value added commercial approach to support Customers.
Manage SDG SEA price and product mix performance: implement corrective / growth measures where necessary.
Maintain and cultivate top level customer relationships with a hands-on approach, and act as the escalation point for all customer and system issues. Represent SDG SEA at the senior level during key customer negotiations.
Work across the local/regional and global Thermo Fisher Scientific organization to develop and align actions and processes to provide differentiated customer value and enhanced customer satisfaction through Customer Allegiance Scoring (CAS) and the corporate CARES programs.
Key Responsibilities:
Work across the organization and with SDG Regional and Divisional leadership in developing and implementing a strategy that leads to increased customer value creation and market share gain in SEA Specialty Diagnostics markets.
Drive collaboration with, other commercial and functional teams in a matrix structure (Sales and Marketing Managers, Key Account Managers, SEA LT, shared services like Finance, IT, Human Resources) to support SDG growth.
Work with the Divisional/Regional commercial teams to develop the SDG channel and ‘go to market strategy’ to maximize our commercial reach and effectiveness, including thorough 3rd Party Due Diligence processes
Ensure the SDG SEA team meets established goal tree items in the areas of revenue growth, profitability, expense control, free cash flow, process optimization, productivity, employee development, and customer satisfaction, improving results through a metrics-driven, continuous improvement culture.
Establishes and controls expense budgets for the entire SDG SEA commercial operation and actively manage the success and accountability of the commercial operations planning forecast function.
Define and drive product registration priorities based on strategic and commercial priorities
Actively participates in the preparation and presentation of the SEA and Group cross functional sales meetings, leadership meetings, Monthly Business Reviews (MBR) quarterly business reviews (QBR), the Annual Operating Plan (AOP) and strategic planning (STRAP).
Identify and assess 3rd Party Product opportunities to complement product portfolio and clinical workflows.
Recruit, train, review, develop and structure direct sales and marketing teams to meet market demands.
Build a high performing commercial team through strong coaching, leadership. Ensure timely recognition and reward for top performers and deploy performance management actions when needed.
Ensure accurate performance reviews (PMD’s) and the associated development plans are held annually for SDG employees, along with 100% compliance of corporate ethics training.
Embrace and live the 4 “I” values (Intensity, Integrity, Innovation, Involvement) and ensure all activities are carried out in accordance with Thermo Fisher Scientific values, policies and applicable laws.
Minimum Requirements/Qualifications:
Qualifications & Experience
At least 10 -15 years proven experience in a commercial sales or marketing management role within diagnostic industry
University degree or equivalent tertiary level industry qualification
Skills & Attributes
Proven record of successfully managing sales and marketing of diagnostic products into the clinical markets.
Strong knowledge of financial and business operations with proven ability to drive margin expansion and operational improvements.
Ability to develop creative growth strategies and guide successful execution.
10 years of relevant experience in managing business functions with minimum of 5 years of P&L general management experience.
Strong leadership skills with the ability to coach, mentor and lead employees to achieve performance objectives
Demonstrated experience working effectively in a multi divisional matrix organization to achieve commercial objectives
High resilient and results orientated
Exceptional communication skills both written and verbal
Highly commercial and able to identify, drive and influence appropriate activities through others to achieve business objectives.
Other Important Information
Adherence to our organizational values of Integrity, Intensity, Innovation and Involvement
Exhibit strong role model leadership
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