• Selling Agility • Identifies and prioritizes new client opportunities and sales potential for the workflow with the region with the result of growing business • Coordinates actions to enhance market penetration • Supports and directs Account Managers to uncover new potential opportunities within this market and customer segment with a view to enhance allegiance and sales revenue for Thermo Fisher Scientific • Owns and coordinates all large pharma RFPs across LC, consumables, and enterprise software for the region • Demonstrates cross-functional leadership skills (pricing, contract structuring, solution alignment) • Responsibility for ensuring consistency in pricing, strategy, and delivery across multiple territories to avoid internal conflict and maximize win probability • Proactively develops and drives sales strategies across the HPLC Workflows • Has the ability to develop trust and valued relationships with major decision makers; clarifies goals and reaches agreement while maintaining the interests of all parties • Supports Account Managers with strategy development and execution • Acts as trusted advisor within an account and brings in technical authorities as needed to advance the solution process • Apply and develop the Business Segment strategy, from prospection to closing • Strategic Leadership • Lead region-level initiatives to systematically convert competitor LC instrument placements by pairing LC instrument sales with chromatography consumables and enterprise software • Own tactical execution of campaigns targeting competitor accounts, including alignment with marketing, applications, and service to position Thermo as the preferred vendor • Results Leadership • Act as the primary sales liaison with regional marketing for LC/consumables/software in pharma QC • Drive campaign design, messaging, and execution feedback loops, ensuring marketing investments translate into real pipeline opportunities and conversions • Shares the voice of customer towards the Business Segment • Also attends technical visits to Business Unit, manufacturing, R&D sites, Demo centers & Customer Success Centre • Supports new Product Introduction (NPI) prospects within territory to improve adoption rates and revenue return • Supports and leads the sales funnel and forecast in collaboration with the country leads and their sales teams • Works on strategies to achieve sales goals and metrics, including value proposition development • Uses Thermo Fisher Scientific’s sales tools to efficiently handle the accounts, opportunities, markets, pipelines and forecast in an accurate and timely manner • Maintains awareness of competitor and industry activity; Introduces new products and services as available • People Leadership • Develops close working relationships with Key Opinion Leaders (KOL) to promote specific CMD solutions • Leads initiatives, orchestrating cross-functional teams (like North America-wide Tiger Teams as the commercial lead), and influences peers • Works adeptly in a team selling environment engaging the correct internal company resources to address customer challenges • Serve as a mentor, leader and motivator to the account management team • Technical Knowledge • Leads the partnership and coordination with sales-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise • Provides training to country sales teams to improve confidence in selling to customers in the respective product lines as well as driven positioning • Maintains and improves technical knowledge on assigned product lines, company literature • Positively always represent Thermo Fisher Scientific throughout customer locations