District Sales Manager

Here at Thermo Fisher Scientific, our industry-leading scale means unparalleled commercial reach, unique customer access and a global footprint. Our broad customer base, from research, clinical to commercial production means you can have a broad and significant impact. All while working in an environment where you will be supported, valued and rewarded for your performance. Join our Sales & Marketing team with an unmatched depth of capabilities and help our customers solve some of the world’s toughest challenges.

How will you make an impact ?
Lead a team of Clinical Sales Consultants and Health System Specialists within our Immuno Diagnostics business to coordinate the tactical plans needed to drive IDD growth within assigned district. Recruit, hire, coach, lead, train and develop a highly talented sales staff to build a strong, results-oriented and motivated work team. Meet or exceed established district sales goals, market growth and implementing applicable policies and procedures. Responsible for the orchestration and proper use of available resources to act on opportunities for growth and optimized lab utilization. Join a successful team that leads the way in allergy diagnostics!

Key Responsibilities:

• Develop the District strategy and tactics to increase utilization of IDD allergy testing to achieve 100% of goal.
• Develop and cultivate advocacy to drive sales and market growth collaborating with established customer assignment.
• Provide business insight and value to retain customer and enhance customer relationships.
• Persuasively articulate the clinical and economic case for expanded testing at the highest executive levels within these institutions and to have a proven understanding of the dynamics of healthcare delivery.
• Understand the market dynamics as it relates to creating open reimbursement access for diagnostic testing (healthcare systems, hospitals, laboratory providers, payers, key players, influencers/opinion-leaders in the medical community)
• Develop teams to effectively articulate our compelling value proposition and economic value proposition to our customers within IDNs, GPOs, ACOs, regional healthcare systems, providers, and payers,
• Collaborate on sales & marketing efforts with internal team
• Participate in company meetings for training purposes, product information updates, and sharing field intelligence information.
• Know, comply, and make sure applicable corporate and regulatory policies and procedures are adhered to. Operate in accordance with IDD, Thermo Fisher Scientific and State / Federal Compliance regulations.
• Assist with growth and development of the sales team by providing training, guidance & assistance.

Minimum Requirements/Qualifications:

• High School Diploma Required. Bachelor's or Masters Degree in business (or healthcare related field) strongly preferred.
• Minimum of at least three years successful people management experience in healthcare, pharmaceutical, medical diagnostic, medical device sales and/or sales management; OR documented career progression within industry including management development
• 5 years successful sales career; leadership competencies shown.
• Ability to travel approximately 80% of time extensively throughout the district.

Preferred Knowledge Skills & Abilities

• A detailed knowledge of the business – allergy market, the complexities of healthcare systems and healthcare finance/accounting and provider/payer economics;
• Strategic and sophisticated selling skills
• Background in market and account development, creating and implementing successful business strategies that drive market and sales growth. Shown success in developing and implementing strategic and tactical plans in health systems
• A proven understanding of upper/lower respiratory products and disease processes

Competencies

• Must possess the leadership and supervisory skills be able to lead, coach and motivate a group of employees along with excellent interpersonal skills to relate well to employees, various levels of the customer business and peers! Must have a customer orientation to develop customer relationships.
• Builds customer-centric mentality
• Designs internal processes with customer in mind
• Analyzes customer needs across area district
• Builds interpersonal relationships and nurtures a broad network to exchange ideas and rally support
• Demonstrates leadership skills; strong oral and written communication, presentation, conflict resolution and negotiation skills.

Communicates Openly

• Uses professional and mature communications with colleagues and customers.
• Creates an environment where employees can openly share opinions
• Regularly shares information and knowledge that enables employee success and improve processes

Develops People, Including Self

• Inspires and recognizes performance that exceeds expectations
• Proactively encourages and assists employees with skill and career development and creates compelling development plans
• Gives timely honest, specific and constructive feedback

Drives Continuous Learning

• Encourages innovation in others and generates new insights
• Facilitates the implementation and acceptance of change
• Actively looks for ways to do things more efficiently
• Actively applies network and resources to inspire change within IDD

Drives Growth

• Creates a culture committed to excellence
• Takes sustained actions to overcome obstacles
• Continually raises expectations
• Makes decisions that produce quality results
• Displays understanding of the success metrics and uses metrics to anticipate and react to performance trends and process variations
• Understanding of how local business performance drives company goals
• Can develop diverse team-members and client styles / cultural backgrounds and adapts approach accordingly

At Thermo Fisher Scientific, each one of our 100,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.
Apply today! http://jobs.thermofisher.com

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