Job Title: Area Sales Manager – Consumables, Hyderabad
Thermo Fisher Scientific Inc. is the world leader in serving science, with revenues of more than $30 billion and approximately 70,000 employees globally. Our Mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics, deliver medicines to market and increase laboratory productivity.
Through our premier brands – Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services – we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive services.
About Team: Laboratory Solutions India (LSI) unites deep scientific expertise, a collaborative culture and rich resources to deliver lab chemicals, equipment and consumables that our customers need to achieve their scientific goals – quickly, reliably and safely.
Our smart lab solutions make it faster and easier for our customers to focus on what matters most – delivering answers and innovations that save and improve lives.
Role & Responsibilities
Key Duties and Responsibilities:
Preparation of Sales Forecasts for Hyderabad Pool area
Execution of Sales targets and plan for the territory area
Implementation of Sales Plans for the territory/area and achieve the sales revenue target
Adherence to the Quarterly Rolling Sales Plan as communicated by the reporting manager
(B) Account Receivables / Collections:
Achieving the collection targets for the territory/area
Follow up on EMD, Security deposits
Achievement of targets as per the Collection Plans every month
(C) Credit Control Policies:
Adherence and implementation of Credit Control Policies
(D) No Claim Certificate (NCC):
Obtain the No Claim Certificate from all the Distributors and Rep quarterly and ensure that the reconciliation is done half yearly
(E) Submission of Reports:
Submission of all prescribed reports (Daily Sales Report, Monthly and Quarterly MIS, etc) and updating of data on Lead Portal and Opportunity Funnel
(G) Market Intelligence Report (MIR):
Preparation of the Market Intelligence Report based on product performance, feedback on quality and submission to the reporting manager
(H) Market Expansion / New Markets:
Identification of new Key Accounts, Distributors/Channel partners and Direct trade opportunities.
Awareness regarding competitor’s activities in the market and information in terms of pricing, schemes, systems/procedures etc
Follow up with Marketing team for organizing exhibitions, live demos etc. as per business requirements in the territory/area
(I) Distribution / Channel Management:
Handle the responsibility for Distributor Management and Direct selling including the accounts reconciliation. Compliance to the Credit Control Policies of the Company. Maintenance of a professional rapport and no commitments/communication on business issues to be done verbally. All communication to have a written approval from the Commercial Leader
Establishment of an effective rapport with the Accounts team. Updating of the Distributor/Key accounts/Dealer accounts on an ongoing basis and compliance to all accounting policies
(J) Marketing and Advertising:
Follow the marketing and advertising strategies proposed by Marketing Head /Planning in advance the schemes, which suit the local market, region, market segment
(K) Other Operational Responsibilities:
Establishing a working rapport with the service counterparts and ensuring proper after sales service in your territory/area
Adherence to the company norms with regards to expenses guidelines by the Company.
Adherence to company norms with regards to financial commitments to the trade
Education / Qualification:
Postgraduate in science (Biotechnology / Biochemistry/ Microbiology)
Biology / Chemistry background with MBA in Marketing
Graduate in Life Sciences with MBA / MMA / PG
Track record of achievement in Sales, Marketing and Business Development roles
At least 6-8 years in the Consumables/ Life Sciences
Knowledge, Skills and Abilities required for this role:
In-depth knowledge of the life sciences / analytical industry
Knowledge of laboratory Consumable business would be a distinct advantage
Strong communication skills
Good analytical skills
Independent, quick decision making ability
Strong evidence of ability to implement and execute plans