Territory: English Speaking Africa (East, Southern, Islands, West and Central Africa)
Travel: 60%
Field based position
Purpose
Responsible for the growth of the Genetic Analysis (GA – Capillary Electrophoresis Sequencing Quantitative Real Time PCR and Next Generation Sequencing), this includes Instruments, services and associated Consumables in the stated geographic territory, in a manner that positively reflects the Company image.
Achieve sales targets, both quarterly and annually.
Provide the company with relevant market information for the development of strategies on products.
Develop and implement business strategies to achieve revenue targets
Develop and execute comprehensive plans and programs to support sales of products and revenue objectives in both the short & long term.
Impact directly upon the sales of products now and in the future.
What Will You Do
Demonstrates technical ability to consult with customers on applications to maximize technology utilization and promote current advances in protocols, kits and capabilities. Understands and navigates competitive offerings to best position solutions.
Successfully drives reagent throughput and attachment rates, driving enhanced utilization of qPCR, sequencing and NGS technologies. Consult with customers to build relationships and focus on project needs and workflows to maximize consumable usage.
Commitment to rigorous territory planning, market knowledge, both accurate and timely forecasting for both run rate and big deal/project based instrument and consumable orders.
Team Work- Successful experience working in a team environment.
Develops and manages a business plan to meet or exceed business goals agreed upon with Thermo Fisher Scientific commercial management for the territory.
Effectively competes to win projects vs. competitors. Successfully position our solutions to address performance, workflow and budget.
Manage instrument install base and consumable utilization. Target customers not using our instruments and consumables. Identify the applications, reagents, assays and protocols available and convert the business.
Consistently and accurately manages sales process including sales forecasting, pipeline management, and sales tracking through the use of our customer relationship management program and other designated IT tools.
Meet weekly and monthly key performance indicators in terms of customer visits, customer facing activities and updating using the available CRM tools.
Work closely with Consumable Sales counterparts and Technical Sales Counterparts to drive incremental business. Monitor and understand the run rate business specific to the geographical territory.
Attend and participate in weekly product trainings and business updates
In-depth knowledge of life science business in geographical region
Regular travel across English speaking Africa including East, Southern, Islands, West and Central Africa.
Qualification / Experience Required
Academic degree (minimum MSc) in biology / life sciences disciplines or related field
Relevant technical and scientific background
+ 3 years plus sales experience preferred
Extensive knowledge of qPCR, sequencing, and/or microarray is preferred
Relevant Sales experience and a high level of professional expertise gained in the sale of CapEx lab instrumentation, will be beneficial
A track records of closing high value deals in highly competitive situations.
Able to develop and implement strategies that drive growth.
Good verbal and written command of English (technical) language.
Driver’s license
Able to undertake frequent travel. There is the possible need to participate in congresses over weekends.
Skills / Behaviors Required
Strong teamwork skills able to align across teams and organizations and fosters collaboration.
Establishes stretch goals and drives for results.
Able to take responsibility by holding self-accountable for personal delivery.
First class negotiating skills, able to influence in highly competitive market space and work proactively to differentiate and promote the benefits of the LT portfolio and close deals.
Solid organizational skills and ability to set priorities and manage time effectively.
The ability to challenge the status quo and drive continuous improvement.
Strong communication skills and the ability and willingness to be flexible and adaptable to work in a complex cross-functionally environment
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