Sales & BD manager, core-FSI

<p style="text-align:left"><b>Work Schedule</b></p>Standard (Mon-Fri)<p style="text-align:inherit"></p><p style="text-align:left"><b>Environmental Conditions</b></p>Office<p style="text-align:inherit"></p><p style="text-align:left"><b><u>Job Description</u></b></p><p style="text-align:inherit"></p><p>As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.<br /><br />DESCRIPTION:</p><h2>Job Purpose</h2><p>We are seeking a results-driven Sales Manager to oversee and execute our dual sales strategy, which equally emphasizes Direct End-Customer Sales and Channel Partner Development. The ideal candidate will build and lead a high-performance team to achieve revenue targets, manage key accounts directly, and establish a robust network of authorized distributors across the assigned territory.</p><h2>Key Responsibilities</h2><p><b>Business Strategy Planning to Achieve AOP</b></p><p>1. <b>Strategy and planning:</b> Develop annual business plans, sales forecasts, and territory alignments. Analyze market trends, competitor activities, and customer needs to adjust strategies accordingly.</p><p>2. <b>Financial Targets</b>: Meet/exceed annual financial targets, such as booking and revenue AOP, BD and PR target, and maintain healthy distributor’s inventory.</p><h3>Direct Sales Leadership</h3><p><b>3. Direct sales planning:</b> Develop and implement direct sales plans to penetrate key accounts, optimize coverage and improve win-rate.</p><p><b>4. Key Account Management (KAM):</b> Own the full sales cycle for strategic direct accounts, from initial opportunity identification and technical consultation to contract negotiation and closure.</p><p><b>5. Cross-Functional Collaboration:</b> Work closely with cross-functional teams, such as AE, PM and service, to ensure seamless post-sales implementation and high customer satisfaction.</p><h3>Channel Development &amp; Management</h3><p><b>6. Partner Ecosystem:</b> Recruit, train, and manage a portfolio of qualified distributors and agents. Establish clear channel policies, pricing structures, and performance metrics.</p><p><b>7. Channel Enablement:</b> Support channel partner develops clear growth strategy and provide ongoing sales training, marketing collateral, and technical support to partners to enhance their capability to sell our products effectively.</p><p><b>8. Channel Performance:</b> Monitor distributor sales activities, forecast accuracy, and market coverage. Conduct regular business reviews to drive partner performance and address challenges.</p><p>9. <b>Conflict Resolution:</b> Proactively manage potential channel conflicts to maintain a healthy commercial ecosystem.</p><h3>Business Development and Team Management</h3><p><b>10. Business development</b>: Develop and execute go-to-market strategies to penetrate untapped markets to support sustainable growth of the business…includes business plan development, get key stakeholders’ approval and coordinate resources for the execution.</p><p><b>11. Team Leadership:</b> Recruit, mentor, and develop a team of Direct Sales Representatives and Channel Managers. Foster a culture of accountability, collaboration, and continuous improvement.</p><h2>Qualifications &amp; Requirements</h2><p><b>Education:</b> Bachelor’s degree or above in chemical, material science, or related scientific analysis field. MBA or strategic marketing related experience is a plus.</p><p><b>Experience:</b> Minimum of 5-7 years of progressive analytical instrument sales experience, MNC experience is a plus.</p><p><b>Track Record:</b> Proven success in managing both direct sales and indirect channel sales through a distributor network.</p><p><b>Leadership:</b> 3&#43; years of sales management/team leadership experience</p><p><b>Technical Acumen:</b> Ability to understand and articulate complex technical concepts related to molecular spectroscopy or radiation equipment or other analytical instruments.</p><p><b>Skills:</b> Exceptional negotiation, communication, and presentation skills. Proficiency in both <b>Mandarin and English</b> (written and verbal) is mandatory for interactions with HQ and international partners.</p><p><b>Traits:</b> Self-motivated, results-oriented, and able to thrive in a fast-paced, dynamic environment. Willingness to travel frequently (approx. 50%).</p><p></p><p></p><p></p><p></p>