Job Description:

Position Summary:
This position within the global MC Sales and Service organization is instrumental in the management and development of professional processes which impact the customers experience with Thermo Fisher Scientific, Material Characterization business in China. The Product Sales Manager will be responsible for all sales activities to include Sales Booking and revenues performance of Lab Product within China Region. Duties will include:

Managing the Pipeline:
    Qualifies potential opportunities early in the sales cycle and manages the pipeline to ensure that opportunities are pursued in a timely way and revenue expectations are met
    Assists the management for realistic sales forecasts and is kept aware of any significant changes or developments
    Updates lead/contact management system to track progress
    Participates in regional meetings to share best practice, review performance against targets, and conduct informal training
    Keeps the sales pipeline filled with opportunities at various stages of sales cycle
    Regularly reviews forecast and pipeline with his/her individual goal to keep it consistent

Business Planning/Supporting:
    Develops sales plan that includes opportunity map, target accounts, forecast, sales strategies, tactics and resource requirements
    Ensures that the sales plan and sales activities are consistent with overall business goals
    Assists Marketing understanding the generic strengths and vulnerabilities of major competitors and assists them to develop sales strategies and tactics to respond effectively
    Conducts win/loss reviews to identify of quotations and share best practice
    Reviews and updates the sales plan on a regular basis to reflect progress and market changes

Prospecting:
    Maintains updated and documented list of prospects
    Prospects across the installed base and in new accounts to ensure that target opportunities are developed
    Establishes initial contacts with decision makers in potential customers

Selling Process:
    Prepares for each sales call and sets specific call objectives
    Asks questions to understand the customers situation and to identify potential needs, solution requirements and project priorities. (product / business)
    Adapts communication and presentation style to the customers’ operating style to establish rapport and strengthen relationships. ( eg. informal vs formal, big picture vs detail, direct vs friendly)
    Implements appropriate strategies for dealing with obstacles, customer objections or competitive situations
    Presents solutions in the context of business value to customers
    Establishes executive level presence in key accounts, and build understanding of customer and sales issues
    Provide customers/partners with infos about new products, new applications, delay in deliveries
    Makes regular sales calls with account/sales reps and/or the distributor to establish executive level presence in key accounts, and build understanding of customer and sales issues
    Identifies deals or opportunities that need additional support and resources and reports this up

Business Understanding:
    Understands and presents the complete range of product and service offerings that meet the needs of customers
    Accurately explains solutions and relates how they address the customer’s business problems /needs
    Has sufficient technical and business knowledge to present a compelling value proposition to prospects and customers
    Uses knowledge of the competition in the sales campaign to develop competitive strategies

Coordinating Use of Internal Resources:
    Leverages and coordinates internal resources to support sales efforts. Resources include – tools, technical support, equipment, GSA team and management
    Represents needs of customers to internal organizations
    Ensures that executive management is leveraged within appropriate opportunities at pivotal point
    Monitors the utilization of regional resources to ensure they are properly leveraged relative to deal closure, probability and opportunity size
    Networks within Division and Sectors to identify channel opportunities, best practices and leverage “One ThermoFisher”

Customer Management:
    Builds relationships at multiple levels of account and across all constituents
    Proactively meets with customers on a regular basis after close of deal to ensure customer satisfaction
    Supports the marketing efforts of partners in existing and potential customers
    Ensures that management understands business requirements and is kept informed of significant developments within major accounts
    Serves as customer advocate and ensures that any major conflicts with customers around customer service level and billing issues are resolved

Negotiating and Closing Sales:
    Manages the contract review process and negotiation
    Builds commitment and closure at each stage of the sales process
    Coordinates efforts with relevant individuals to address non-standard terms and conditions
    Explains pricing policies and constructs an accurate proposal
    Ensures that any major conflicts with customers around customer service level and billing issues are resolved
    Proactively meets with customers on regular basis after close of deal to ensure customer satisfaction at the top level

Minimum Requirements/Qualifications:
    Science/Technical university education preferred in Chemistry, Materials or comparable qualification with Master degree or above
    Analytical instruments selling experience in chemistry/materials application of at least 2 years with reliable track record
    Chinese native speaker with excellent English language capabilities in reading and writing
    Independent working attitude and organization
    Travel requirements (approx. 70%)

Non-Negotiable Hiring Criteria:
    Master degree or above with focus on food/chemical/polymer/materials science

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