Manager Indirect Sales

2 weeks ago

Johannesburg, Gauteng, South Africa Thermo Fisher Scientific Full time

Manager Indirect Sales

Chromatography and Mass Spectrometry

English-speaking region of Africa

How will you make an impact?

When you're part of Thermo Fisher Scientific, you'll do challenging work, and join a team that values performance, quality and innovation.

As part of a successful, growing global organization you will be encouraged to perform at your best.

With revenues of more than $40 billion and the largest investment in R&D in the industry, we give our people the resources and chances to create significant contributions to the world.


What will you do?

In this role you will be responsible for the indirect sales of our Chromatography and Mass Spectrometry portfolio across the English-speaking region of Africa.

As the Indirect Sales Manager you will provide strong strategic and operational commercial leadership to our indirect sales channel partners across the region, ensuring that bookings and revenue targets are met.


You will actively manage Indirect Sales Partners to:

  • Deliver bookings and revenues for the assigned territories in line with and above the organizational AOP growth targets.
  • Secure partner commitments and investments vital to achieve revenue results,
  • Develop partnerspecific influence strategies based on a vendor's outstanding value differentiators.
  • Assess market potential, define goals & supervise progress to drive growth and channel partner development
  • To collate and review timely and accurate forecasts for the CMD product line & vertical target markets for regions of responsibility and to maintain the business pipeline within SFDC.
  • Use the available productfocused collateral to develop a sustainable pipeline of projects.
  • Assist in the design and development of new marketing programs and campaigns that drive future lead generation.
  • Coordinate and deliver customerfacing technical presentations at key conferences and tradeshows to drive customer awareness and acceptance of the products and capabilities.

Marketing Development Activities:

  • Assist in the development of marketing tactics to promote products within the region.
  • Coordinate with Product Managers, Vertical Marketing and Marcom to ensure customerfacing materials are prepared and ready for seminars/shows/conferences. Where applicable generate data and support materials for product marketing initiatives.
  • Participate in Voice of the Customer (VOC) in New Product Development and Introduction (NPDI)
  • Build plans for effectively collecting VOC.
  • Provide feedback to Product and Vertical Market Managers to drive product solutions that will increase market share. Assist in development of value propositions and validate with key customers. Build material, deliver training for NPIs, and implement NPI plan to satisfy strategic planning.
  • Drive new product introduction processes for the region via training, seminars, key account visits and any other events which may be appropriate
  • Identify, document and communicate why customers buy and how they use Thermo Fisher Scientific products to all parts of the organization. Provide feedback to the product lines on new features needed for success in specific market, QMI.

Key Account Application Support:

  • Ensure development and support of CMD appointed distributors. Ensure development of potential new partners and built, manage and develop the best possible distributor network. Maintain a high level of communication with all distribution channels on technical and sales related topics.
  • Ensure that the available resources are used effectively and in line with the organisation's strategy within the Emerging markets territory.

How will you get there?

To succeed in the role, you should be someone with the following experience and skills:

  • Strong market knowledge and deep experience in the Applied Markets and analytical chemistry.
  • Extensive experience with developing solutions for target customers and working within a distribution led sales team
  • Proven experience in assisting sales teams with prospect cultivation and have at least 5 years successful experience of selling via 3rd party distribution organisations.
  • Customerfocused with the ability to develop collaborations with key accounts and end users.
  • Strong written and verbal communication skills and feel at ease communicating regularly with technical and business teams across multiple sites
  • Ability to attend trade shows and investigate product/market opportunities
  • Outstanding problem solving and troubleshooting skills
  • Ability to handle deadlines in a fastpaced environment and leverage external and internal resources to resolve issues and meet customer needs
  • Ability to use MS Office Suite to create notes and presentations
  • Ability to travel up top 50%, including international destinations when required
  • Demonstrate Thermo Fisher Scientific values
  • Integrity, Intensity, Innovation and Involvement.
If you have questions, please contact Sr Recruiter,

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