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Overview

Commercial Manager – Speciality Diagnostics (CIS Region) Jobs in Home Office at Thermo Fisher Scientific

Title: Commercial Manager – Speciality Diagnostics (CIS Region)

Company: Thermo Fisher Scientific

Location: Home Office

Position Summary:
The Commercial Manager CIS role is a mid to senior level position within the SDG emerging markets organization, responsible for the Channel Development of the Specialty Diagnostics Group (SDG) product portfolio in the assigned geographies (including but not limited, Kazakhstan, Uzbekistan, Kyrgyzstan, Tajikistan, Turkmenistan, Azerbaijan), with emphasis on implementation of commercial strategy and marketing tactics with channel partners across the markets. You will be responsible for serving customers and running channel partners engaged in Clinical Diagnostics (CDD) & Microbiology (MBD) and oversight on Immunodiagnostics (IDD), Transplant Diagnostics (TDX) and other SDG vertical business.

Product range: SDG : Clinical Diagnostics (CDD) & Microbiology (MBD)

Key Responsibilities:

Strategy:

Build an overall Channel Strategy by optimizing the go-to-market strategy in each market to capture stronger revenue growth.
Drive alignment on strategy between SDG functions (commercial teams, supply chain, finance, Legal, compliance and regulatory).
Define clear performance metrics/scorecards for our channel partners, and work with the local teams to institute them by establishing a regular cadence of dialogue and performance reviews.
Identify credible channel partners; evaluate their eligibility against a set of established selection criteria, and build a plan to further optimize our go-to-market strategy.

Execution:

Responsible for delivering regional revenue, profitability and market share growth objectives ensuring optimum Go To Market strategy is implemented on assigned territory. Understands market trends and customers.
Collaborate with Legal, SDG and local teams for establishing effective Distributor Agreement/Channel Partner Contracts and coordinate and monitor local roll out and adherence.
Ensures Distributor / Channel partner satisfactorily completes/meets all our Compliance requirements in line with Corporate instructions.
Support onboarding and drive adoption of company programs among assigned channel partners. Supports the regional channel network with training, customer visits, local marketing events (exhibitions, table top shows)
Identifies & communicates required Divisional or Marketing support (Product Specialists, Sales Specialists, and Application Specialists) required to drive business in-country to Divisional Leads or Sales Managers & Marketing.
Leads reporting & Influences people in all organizations with no direct reporting lines. Proactively assess, clarify, and validate channel partner needs on an ongoing basis with key stakeholders.
Supports and facilitates sales and marketing strategies within the channel partners across the markets. Works closely with Divisional Leads or sales teams to identify market and customer opportunities in order to maximize market share and revenue growth.
Coordinates with Customer Service to ensure back office customer support competencies and processes are aligned to meet customer needs, and CAS standards are met.
Owns and Drives Distributor/Channel input for CRM for opportunity development, forecasting, demand planning.
Connects with counterparts in sister Groups to drive synergies across Thermo Fisher Scientific within the territory. Communicates benefits that the entire company brings to the Distributor and Customer in order to maximize cross divisional opportunities.
Travel estimated at 75% of time

Skills & Attributes

Minimum Requirements:

Bachelor’s Degree in Medicine or science-related fields – Biology, Molecular Biology, Biochemistry is preferred.
Must have a passion for laboratory diagnostics consumables and equipment products and the associated markets.
Minimum of 5 years experience in the healthcare industry, laboratory diagnostics, medicine science, or related field with progressively increasing responsibilities. Experience in CIS markets is essential.
Minimum 5 years’ experience in a sales or marketing position in the relevant fields with proven track record of over delivery and strong business acumen, Distributor / Channel management experience preferred.
Demonstrated proficiency and understands the necessity for sales planning and execution using standard sales tools eg CRM to drive commercial operational excellence.
Demonstrated success in forming inter-departmental relationships. Influence and partner with individuals/teams within complex, global, matrix organization across a significant number of stakeholders.
Strong analytical skills and the ability to draw conclusions and observations from market trends and unit analysis.
Visible ownership and self-drive. Resourceful and results-oriented
Strong organizational and time management skills including working independently and unsupervised, able to prioritize and handle multiple tasks/projects.
Excellent oral and written communication skills in English, including a demonstrated ability to understand and communicate complex business concepts to a wide variety of audiences. Russian speaking.
High willingness to learn, seeking continuous improvement in skills, knowledge and techniques to further develop role.

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