Key Duties and Responsibilities :
Accountable for assess and manage existing current Channel Partners, plus identify, develop and manage new Channel Partners / distributors to maximize our market coverage in our target markets.
Responsible for the sales of Thermo Scientific EPM and CAD products into a vast array of industries for Chile, Argentina, Uruguay and Paraguay.
In charge of develop and close relationships with our key target end customers.
This person will interact with areas such as : Sales, Marketing, Product Management and Services, Project Management, Engineering teams and Research & Development Team in USA, RSA, Australia, UK and Germany.
Provides technical and commercial support to indirect distributors in Chile, Argentina, Uruguay and Paraguay.
Achieves sales targets for the region and channel partners on line with key selling objectives in Latin America.
Support the implementation of the regional commercial and marketing plan, including tactics to accomplish growth targets.
Works closely with LATAM Management and Regional BU Management teams to execute tactics to achieve business objectives.
Provides input to conceive, define and implement promotional tools and sales tactics to drive growth, including pricing strategies, marketing campaigns and distributor agreements in Chile, Argentina, Uruguay and Paraguay.
Provides feedback, information, market intelligence and recommendations to improve market penetration and orders growth for the BU.
Manages weekly forecasting routines in the South Cone including all regional sales support teams and all Distributors / Channel Partners.
Populate and update SalesForce CRM with projects, forecast and strategic data of customers from the target region.
Ensure that Thermo Fisher Scientific customers are receiving the best post-sales support by closely following up Distributor's service level and customer satisfaction.
Works in partnership with marketing and product management to ensure the VOC (voice-of-the-customer) is captured effectively on the front-
end of all new product programs. Additionally, provide input on both marketing and technical resources needed to ensure the highest quality training for our sales representatives / Distributors.
Activities in cooperation with other various functional groups :
Attend trade shows in your territory and provide a report at the conclusion of the show.
Teamwork with other BUs for specific activities in its sales territory
Provide competitive market information
Obtain general market intelligence and feed this to sales management and the marketing team.
Provide input to the development of the annual mineral market strategic plans in relation to market information, industry trends, market analytics and the like
New Product Development
Provide input into phase gate proposals for new product development.
Qualifications (Education, Experience and Key Competencies) :
Preferably a person with Engineering background : Environmental, Chemical, Automation Engineer or similar.
Having a MBA or Master degree will be a key difference.
Fluent in English and Spanish Portuguese will be a differentiation.
Experience and Key Competences :
6 years of experience in technical sales in analytical instrumentation / equipment
Knowledge in Air Quality analyzers and Process automation technologies would be an important differentiation.
Experience in industrial (Mining, O&G and Cement), air quality, pharmaceutical and Power Generation.
Experience in managing distributors in South Cone of South America. Experienced in business development using Partners or Channels / Distributors to provide complete solutions to customers it will be necessary to give concrete examples including names and contacts at described Partners or Channels / Distributors.
Capable of provide fluent technical seminars in Spanish / English.
Strong communications, team-building, and leadership skills.
Analytical skills and the ability to draw conclusions and observations from market trends and competitors.
It’s a must to have strong organizational, time management skills, demonstrated ability to operate independently, with initiative, and good business judgment.
Demonstrated sales leadership based on intellectual and personal integrity and interpersonal skills.
Ability to develop business, close deals and convert them on purchase orders.
Personal skills :
We are looking for a person that would like to join a new challenge in developing a complete new approach / way of working with our Distributors / Channels in the Mexico & Central America.
This is a big challenge which demands someone with a specific personality :
Entrepreneur and creative to find new ways of selling / support customers and final users.
Persistent and resilient due to long sales cycles in this segment.
Someone who enjoy having big challenges.
High energetic person, passionate about sales and developing new business.
Self-motivated and strong self-belief.
We also need someone with :
Highly effective oral and written presentations and communication.
Negotiation and influencing skills, with proven ability to successfully interact with potential customers.
Ability to manage and organize national and international travels.
Strong time management skills with an ability to achieve deadlines (eg tender submissions).
Willingness to travel frequently within Mexico & Central America countries upwards of 60% of the time.
Proficient user / experience with a CRM.
Proficient user of MS Office, in particular Word, PowerPoint and Excel
Desired location with in Santiago, Chile.
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