Thermo Fisher Scientific Healthcare Business Manager in Philadelphia, Pennsylvania
How will you make an impact:
The primary objective of the Healthcare Business Manager (HBM) is to increase sales and visibility of laboratory products in the healthcare market by managing relationships with key Clinical Customers (GPO's, IDN's, Reference Labs) and Clinical Channel Partners in their assigned region. This position involves collaboration with Laboratory Products Division Commercial Team, LPD Regional Leadership, Commercial Product Management and Business Units in addition to supporting functions to drive sales to the Clinical market. The Healthcare Business Manager will be responsible for driving sales for the following products in the clinical market: Clinical Consumables, Liquid Handling and Laboratory Equipment, with an expanded focus on Pharmacy and Physician Office Labs. The HBM will work closely with the region's Laboratory Equipment Sales Representatives (LER's) and Laboratory Products Essentials Representatives (LCR's) in positioning LPD product through strategic sales initiatives. In addition to working with the LPD commercial team, the HBM will align with the clinical channel partners, corporate accounts, and key opinion leaders in the segment. It will also include working closely with key healthcare clients to cultivate future projects and qualify new opportunities. The HBM will work alongside the National Sales Manager, to effectively manage relationships with channels to market, inclusive of the C-suite.
What will you do:
Takes leadership role reporting to National Sales Manager in managing clinical channels to market.
Drive revenue growth for the Laboratory Products in the Healthcare market. Products include Clinical Consumables, Liquid Handling and Laboratory Equipment.
Organize trainings with clinical channel partners to ensure that they know how to position the LPD products and that LPD is top of mind
Ensure channels have adequate support to promote our products e.g., workdays with LPD Reps, training events, utilizing SFDC.
Identify and monitor opportunities for performance improvement in Healthcare sales across the Region (Pipeline reviews via SFDC).
Work with LPD National Sales Manager to ensure LER's and LCR's activity in assigned Region commensurate with objectives around growth of clinical channels.
Manage relationships at key healthcare accounts (IDN's and GPO's) and help support development of these accounts alongside LPD team.
Act as voice of healthcare channel in providing feedback on new applications/products, customer activity, dealer personnel changes, product quality/reliability, competitive pricing, and RFP results
Resolve or manage commercial issues involving healthcare customers (e.g., getting support on RFPs, GPO's and IDN)
Act as a counsel to advise Business Units, Commercial Product Managers, and Product Managers, along with other support functions regarding commercial issues relating to the channels.
With National Sales Manager, identify and execute tactical and strategic initiatives to drive end user preference for our products in clinical markets with key support functions (e.g., field marketing)
Domestic Travel, 60% average
How will you get here:
• More than 5 Years Sales experience.
• Bachelors Required, Sciences preferred.
• Excellent skills in working as team setting as both a leader and a member.
• Demonstrated ability or aptitude to effectively sell through multiple sales channels.
• Excellent oral and written communication skills.
• Demonstrated ability to effectively negotiate with customers and channel partners.
• Excellent computer skills, including experience in Excel, PowerPoint, Word, and Sales Force Automation (e.g., salesforce.com).
• Strong process orientation.
• Self motivated; strong bias for action to achieve specified goals.
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
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