Current Vacancies at Thermo Fisher Scientific,

Position Summary:

The Commercial Excellence Manager is a leadership role responsible for managing the commercial processes and systems used to drive execution across the commercial organization. The Commercial Excellence Manager is the owner of commercial processes including commercial operations, business development and commercial business processes. This role will work with commercial leaders and marketing to develop the commercial capabilities of the sales team and will play a leadership role in defining organization structure, resource allocation and competency development to ensure a commercial capability that clearly differentiates Thermo Fisher in the market. This role will operate as a key partner to the sales leaders, the channel leaders and marketing that support the commercial organization in MEA & also support the Eastern Europe (EE) rgion. This role will lead planning and execution on a local level of several key strategic and tactical Commercial Excellence initiatives including:

• Commercial Execution initiatives: performance management (metrics, KPI, etc.), support sales funnel management and optimization, sales training, CRM, Sales Initiative Plan & induction plans etc.
• Value Expansion initiatives: contract management and optimization, pricing management and optimization
• Business development initiatives: internal & external growth opportunities/initiatives

Responsibilities:

• Responsibilities span several topics, including Commercial Excellence, Commercial Operations and Business Development, Pricing, Go-to-market strategies, Sales planning, Market and competitive intelligence
• Leading and coordinating the local implementation of Commercial Excellence initiatives aligned to Global/Regional strategy.
• Leading and coordinating the local implementation of Practical Process Improvement (PPI)
• Leading and coordinating the local implementation of Integrated Business Planning (IBP)
• Driving continuous improvement in the commercial (sales and operations) processes to improve business performance (metrics, KPIs, etc.) supporting sales funnel management and optimization, sales numbers, sales training, CRM, Sales Initiative Plan & induction plans etc.
• Identifying and supporting the roll out of tools related to: Account planning and Analytics tools (margin management, CRM, etc)
• Contributing to strategic decisions and playing a critical role in translating strategic plans into operational plans,
• Contributing to strategic decisions and playing a critical role in translating strategic plans into operational plans
• Setting KPIs and performance management processes, assess local performance, identify performance gaps and drivers, develop remediation or action plans and deploy resources as needed
• Working horizontally within the region and across Divisions and Business Units to drive alignment, execution, accountability and results.
• Coaching team members to deliver high performance and accelerated growth (if/when applicable)

Key competencies for success in the role are:

Problem solving:

• Identify, assess and solve complex business problems for areas of responsibility, where analysis of situations or data requires an in-depth evaluation of variable factors
• Demonstrate a strategic approach to achieve business objectives by asking strategic questions, aligning resources, developing action plans, and evaluating action plan results.

Analytics:

• Continuously maintain subject matter expertise with data sources and tools (including Business Intelligence tools), and apply this expertise to develop data gathering tools, deliver high quality data and generate high actionable insights and recommendations to achieve business objectives and address opportunities and or challenges.

Internal and Field Stakeholder Management:

• Closely follow the strategic direction set by senior management when establishing near term goals
• Interact with senior management on matters where they need to gain acceptance on an alternate approach
• Effectively communicate and partner up with internal and external stakeholders to align on business objectives and associated action plan

Decision Making:

• Act independently to determine methods and procedures on new assignments

Leadership and Teamwork/Collaboration:

• Align various functions that are included within the Commercial Excellence organization such as Demand Managers, Distribution Managers, Pricing, Contracts Managers etc.
• Actively collaborate within and beyond the team to design and ensure buy-in around solutions

Project Management:

• Utilizes project management tools and skills to organize and manage tasks and timelines in a manner that ensures timely completion of deliverables
• Ensures accuracy of analyses and other deliverables
• Ensures stakeholders are aligned with project deliverables through the life of the project

Skills and Attributes:

• Proven management skills with the ability to optimize team performance and development
• Highly skilled communicator with the ability to form and maintain good relationships internally and externally
• Strong interpersonal, negotiation and influencing skills
• Customer focused
• Proven analytical, problem solving and organizational skills
• Strong planning skills with the ability to handle multiple projects through to completion and to manage competing priorities
• Project management skills
• Commercial and financial acumen with a full understanding of the impact of failure in terms of business cost, production schedules and customer order fulfilment
• Excellent attention to detail skills

Qualifications and Experience Levels:

• Relevant business/commercial degree is preferred.
• Prior experience of working in a multinational organization
• Advanced Excel user
• Ability to analyse and manipulate technical and complex data and provide meaningful information
• Demonstrated decision making latitude
• Strong leadership skills
• Strong business acumen and project management skills
• Proven track record of handling complex analyses
• Must be fluent in English
• Must be available to travel 30% of the time

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The job:

Your main responsibility is to ensure our quality management system remains up to date and adhered to through our quality policies/procedures and to ensure they are always maintained to Fisher Clinical Services Global quality and/or our clients' standards. You will be independently carrying out the assigned tasks listed below and are expected to practice continuous improvement and self-training on our quality management system

What will you do?

• Work closely with Production and Quality teams to resolve quality-related issues arising from customer complaints/concerns and internal incidents. Responsible for the facilitation of investigations and resolution of related quality issues.
• Identify and Provide training to ensure compliance with company’s procedures and regulatory standards.
• Supports QA review of GMP Facilities documentation including equipment, computerized systems and utility qualification and validations protocols and reports; and, calibration, preventative maintenance and monitoring records.
• Performs quality assessments of facility, personnel, and documentation to uncover errors or deficiencies and assure quality and compliance as required by site procedures and cGMPs.
• Assists in QA robust document review and approval activities to meet specified timelines and ensure adherence to Quality Agreements, regulatory requirements and site procedures. Tracks review and cycle times of relevant records. Documentation may include batch records, SOPs, and technical documents following site procedures.
• Preparing the annual internal audit plan in conjunction with the QA Manager, scheduling audits according to the plan and ensuring that audits are resourced, conducted, and followed up on time; with the potential for assisting in the audits themselves.
• Support external supplier audits and supplier training.
• Provide guidance in all areas of the Quality Management System, including, corrective & preventive actions, product complaints, change control, investigations, risk management, and audit support functions.
• Performs quality review and approval of Secondary Packaging Production Jobs.
• Identify and implement improvements using quality data, metrics, and business tools.

How will you get here?

• Bachelor's degree in Pharmacy
• Active Registration as a Pharmacist at the South African Pharmacy Council
• Experience in Regulatory Requirements and Quality Assurance will be advantageous.
• A minimum of 2 years experience in the pharmaceutical industry.

Knowledge, Skills, Abilities

• Ability to work independently and be self-motivated with a positive demeanor.
• Ability to work under pressure and consistently meet tight target timelines.
• Effective time management and prioritization skills.
• Meticulous with exceptional accuracy.
• Strong digital literacy (Microsoft Office skills) with the ability to learn new software and tools quickly.

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Position Summary:

This Inside Sales Representative position supports the Biosciences Division reagents and consumables portfolio. You will be responsible for driving revenue growth and overall customer satisfaction through sales of consumables and instruments within our life science product portfolio. Achieve daily customer phone contact objectives, providing product and relevant information for all aspects of gaining and servicing business at accounts to generate sales. Learn existing and potential customer status regarding company and competitor’s products.

Coordinate the entire sales process for assigned accounts. This role will encounter diverse work situations involving a moderate degree of complexity. Responsibilities include (but are not limited to) meeting or exceeding assigned sales revenue targets through prospecting and developing relationships with new customers, daily outbound customer calling and customer quote generation. Regular territory planning and assigned strategic execution together with other team members including Field Sales, Technical Sales Specialists and the Management Team. 

Key Responsibilities:

PLAN PERFORMANCE AND SALES SKILLS

• Provide product and other relevant information to customers via daily phone contact and email for all aspects of required business to generate incremental sales
• Utilise an excellent level of product knowledge and applications to successfully conduct effective professional selling conversations
• Utilise knowledge of existing and potential customers and competitor dynamics to position the best solution to the customer

ACCOUNT MANAGEMENT

• Complete assigned tasks and reports in a timely and complete manner while maximizing productivity during key selling time. Meet all sales call objectives.
• Develop organizational skills necessary to successfully manage territory sales activities.
• Develop needed product knowledge sufficient to successfully conduct an effective telephone sales presentation
• Understand competitive landscape within accounts and be able to provide like or better products from the Company portfolio. Support marketing events and programs in other territories as assigned by the District Manager
• Maintain and increase current customer database through Company customer relations management software (Siebel CRM). Effectively use the system to fulfil management expectations recording and utilizing customer and sales information.
• Assign adequate time for daily prospecting of new customers.
• Meet or exceed set guidelines for the expected number of sales calls to be conducted daily.
• Make outbound telephone calls to all organizational levels and functional areas where purchasing decisions are made.

COMMUNICATION, WRITTEN AND ORAL

• Provide regular oral and written communication of successes, failures, best practices etc. to improve the overall operating efficiency of the team, region and sales organization.
• Contact and return calls to research scientists at all accounts for sales presentations, information through telephone and e-mail on a daily basis.

TECHNICAL COMPREHENSION

• Provide product and other relevant information to customers via daily phone contact and email for all aspects of required business to generate incremental sales
• Utilise an excellent level of product knowledge and applications to successfully conduct effective professional selling conversations
• Utilise knowledge of existing and potential customers and competitor dynamics to position the best solution to the customer
• Develop product knowledge sufficient to successfully conduct an effective telephone discussion

Education and Experience:

• Requires a minimum of a Bachelor’s Degree in Biology, Molecular Biology, Biochemistry or related field; or the equivalent knowledge and experience
• A minimum 1-3 years of related work experience (lab and tele sales experience preferred)
• In-depth knowledge of Molecular Biology, Protein and Cell Biology and real-time PCR (qPCR) is essential
• Knowledge of accounts in territory preferred – but not essential
• Knowledge on permit applications preferred – but not essential
• Demonstrated proficiency with computer applications, including MS Word, Excel, Outlook, PowerPoint, or like programs
• Excellent written, verbal communication, and presentation skills.
• Excellent organization skills and individual sense of accountability.
• Strong capabilities to interface effectively with all customer types.
• Strong interpersonal skills facilitating teamwork and fostering collaboration across teams and organizations.
• A goal-oriented mindset with a demonstrated ability to meet and surpass goals and objectives.
• Exhibits a high degree of flexibility in adapting to a rapidly changing business environment

Other Job Requirements:

• Must have a valid passport
• Willingness to travel locally in region as well as internationally (annually)
• Must be a South African citizen

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Job Description

Key Duties and Responsibilities:

• Partner with the Specialty Diagnostics Commercial Leader for South Africa to drive top line growth in the Business Unit
• Pro-actively analyze data trends, making and driving improvements in execution with the management team; and present business issues to management and propose actions.
• Provide and business assessment information to make business decisions (e.g. product line profitability, pricing, promotions, rebates, and customer profitability). Improve on tools used by management to run business.
• Responsible to provide timely, accurate and reporting to the leadership and partners as requested and as required to ensure business issues are communicated and acted upon in a timely manner.
• Identify, communicate, and recommend/implement actions
• Case preparation and analysis/justifications of investment projects and customer contract proposals for larger/more projects as assigned. Includes modeling to ensure prioritisation and return on investment.
• Analyze the global information of the Business Unit and boost in the evaluation of alternatives to drive growth
• Assist in the development and preparation of strategic plan, budget, forecasts, and monthly results
• Drive improvement and standardization in reporting within the Business Unit.  Understand key Business Unit operating metrics (price realization, volume performance, SMG&A spending, etc.) and measure performance to the established metrics.
• Perform projects and ad-hoc financial reporting as required
• Align with financial statutory requirements and in accordance with South African law
• Lead all aspects of audits (internal & external), collaborated closely with auditors and implement actions
• Compile South African Reserve Bank (SARB) & STATS SA regulatory reports

Knowledge, Skills, Abilities

• The successful candidate is personable, highly and thrives in a collaborative environment.  They have excellent, open, and proactive communication capabilities, identifying and addressing issues via an open dialog.
• Possess strong leadership skills and outstanding analytical and problem solving abilities
• Outstanding communication and interpersonal skills
• Self motivated with high bias for action
• Track record of developing important relationships at all levels within an organization – at both the business unit and divisional/group level, and can operate effectively in a matrix reporting structure.
• High level of energy; can bring a passion to excel.  Able to energize and influence a wide spectrum of people, including senior financial and operational professionals. 
• Possess a strong set of personal and business values that coincide with those of the 4Is. 
• Believes in and demands accountability.
• Ability to thrive and lead in a sophisticated, global business environment.

Job Requirements

• An undergraduate degree in Finance or Accounting is required; an MBA is helpful.  Should possess excellent academic credentials, a strong proficiency in financial analysis, as well as a technical foundation in accounting. 
• The successful candidate will be a well-rounded finance professional with a focus. They should have a minimum of 8 years of dynamically responsible business experience.  Experience in a multi-site, global manufacturing organization is desired.  
• Solid understanding of Excel (i.e., financial models and analysis), Cognos reporting tool (or equivalent), PowerPoint, and Hyperion Financial Management (HFM) is required.
• The successful candidate should expect travel of up to 20%.