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Job Description

Job Description: Sr. Sales Manager, FSI

Location: Shanghai

Employment Type: Full-time

Job Title: Sr. commercial manager, FSI

Band: 8

Job Purpose

We are seeking a strategic and results-driven Senior Commercial Manager to lead our end-to-end commercial business development and operational management. This role takes charge of market strategy formulation, local business expansion, omni-channel & direct sales management, and team cultivation. The ideal candidate will leverage systematic BD methodologies and rich large-channel operation experience to drive sustainable business growth, expand market coverage, and build a high-performance commercial team.

Key Responsibilities

1. Commercial Strategy & Market Planning

Develop and execute long-term regional commercial strategies aligned with company business objectives. Conduct in-depth market analysis, competitor benchmarking, and customer demand assessment to identify growth opportunities, optimize business layout, and formulate differentiated market penetration and revenue growth strategies.

2. Direct Sales & Large Channel Operation

Oversee overall management of direct sales teams and channel distribution business.

Large Channel Operation: Possess hands-on experience in developing and managing large-scale core channels, establish stable, long-term strategic partnerships with key channel partners. Optimize channel policies, partner grading and incentive mechanisms, balance direct sales and channel business resources, resolve channel conflicts, and ensure healthy and orderly development of omni-channel business.

Direct Sales Core Management: Take full ownership of direct sales market expansion and key account development. Independently conduct market screening, demand mining, and target customer positioning, with proven capabilities in developing high-value, strategic key customers and benchmark clients. Lead end-to-end direct sales business processes, including cold development, business negotiation, project bidding, contract closing, and post-cooperation value digging. Continuously track customer business needs and industry trends, optimize customer solution strategies, enhance customer stickiness and repurchase rate, and build competitive advantages in the direct sales market.

3. Local Business Development (BD) Management

Apply mature and systematic local BD methodologies to explore and expand regional business resources. Independently drive local market development, key customer cultivation, and business cooperation landing. Standardize local BD operation processes, summarize replicable business development models, and continuously improve regional market share and brand influence.

4. Team Development & Performance Management

Lead, mentor and develop the commercial team, including talent recruitment, capability training, career path planning and performance coaching. Build standardized team operation and management systems, enhance the team’s overall business development, negotiation and customer service capabilities. Drive team performance targets completion, stimulate team vitality, and build a cohesive, high-execution commercial workforce.

5. Business Operation & Target Delivery

Take full accountability for regional commercial revenue, profit and market growth targets. Track daily business operation data, conduct regular business review and risk assessment, identify operational bottlenecks, and deliver actionable optimization solutions. Maintain long-term stable relationships with key clients and core channel partners to ensure continuous business renewal and incremental growth.

Qualifications & Requirements

Bachelor’s degree or above in chemical, material science, or related scientific analysis field. MBA or strategic marketing related experience is a plus. 8+ years of commercial business development, sales and channel management experience, with senior management experience in direct sales and large core channel operation; proven track record of successfully driving local market business growth. Possess systematic local BD methodologies and practical landing experience, capable of independently formulating local market development strategies and replicating successful BD models. Strong strategic thinking and business acumen, able to analyze market trends, judge business opportunities, and make data-driven commercial decisions for long-term business layout. Rich experience in managing large channel partners and direct sales teams, proficient in channel layout, partner operation, resource integration and conflict management. Excellent team management and talent development capabilities, experienced in cultivating core commercial talents and building high-performance teams. Outstanding business negotiation, cross-departmental communication and problem-solving skills, able to cope with complex market competition and business challenges. Proficiency in both Mandarin and English (written and verbal) is mandatory for interactions with HQ and international partners. Result-oriented, with strong responsibility, strategic execution and pressure resistance.

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.

DESCRIPTION:
Join our team as a Senior Sales Manager at Thermo Fisher Scientific, where you'll guide and develop commercial teams to drive strategic growth across our innovative portfolio. You'll be responsible for implementing effective sales strategies, achieving revenue targets, and expanding market share while building strong customer relationships. Working in a collaborative environment, you'll leverage our industry-leading technologies and solutions to help customers make breakthrough discoveries and improve lives globally.

As a commercial leader, you'll develop and execute strategic sales plans, support and coach sales professionals, and collaborate across divisions to deliver exceptional customer value. You'll drive business growth through market analysis, pipeline management, and cross-functional partnerships while maintaining the highest standards of integrity and customer focus.

REQUIREMENTS:
• Master's Degree plus 12 years of sales experience with minimum 2-3 years in sales management role
• Preferred Fields of Study: Life Sciences, Chemistry, Engineering, or Business-related field
• Demonstrated success in consistently achieving/exceeding sales targets and driving revenue growth
• Deep understanding of laboratory, life sciences, or analytical instruments markets
• Proven ability to build, guide and develop sales teams
• Excellence in customer relationship management and strategic account development
• Advanced business acumen and analytical skills to drive data-based decision making
• Strong negotiation and presentation skills with ability to influence at all levels
• Proficiency with CRM systems (particularly Salesforce.com) and MS Office suite
• Success working in collaborative organizations and cross-functional teams
• Excellent communication and interpersonal skills in English; additional languages beneficial
• Ability to travel 40-60% of time to support team and customers
• Valid driver's license required
• Experience with Miller-Heiman or other strategic selling methodologies preferred
• Demonstrates Thermo Fisher's core values: Integrity, Intensity, Innovation, and Involvement