Senior Territory Manager
Thermo Fisher Scientific, Inc.
Chile - Santiago
hace 26 días

Position Summary :

This position is part of the Materials & Minerals (M&M) Business Unit, which in turn is part of the Chemical Analysis Division (CAD).

M&M provides a wide range of analysis and sampling solutions to end vertical markets of Minerals, Coal, Cement and Metals applications.

ThermoFisher and the CAD division is a 1.3 billion USD business around the world with strong market opportunities in Latin America.

We are a multinational with a local flavor of being a business start-up in in our region which brings a very challenging and exciting environment in our day to day activities.

Key Duties and Responsibilities :

  • Responsible for the Sales of Thermo Scientific products into the Mining industry, more specifically a range of on-line analysis and sampling solutions (online analyzers for flotation process, laboratory equipment for material / ore analysis, etc), as also equipment for bulk material handling (BMH) and beneficiation / concentrator applications.
  • Responsible to identify, develop and manage Greenfield projects for Mining in the territory establishing strong local and global relationship with end customers and key influencers such as EPCs, Engineering Companies
  • Responsible to map and develop a Key Account Management approach to the most important local and global EPC / Engineering companies relevant to the territory America projects in Mining
  • Responsible to manage the most important Key Accounts / Brownfield operations in Chile : BHP, Codelco and AngloAmerican developing key account sales plans, identifying and transforming in sales needs of the customers and developing relationships at all levels of the customers including Plant Managers / CEOs
  • Regional scope / focus is mainly in Chile (including Brownfield operations).
  • This person will interact with areas such as : Sales, Marketing, Product Management and Services, Project Management, Engineering teams and Research & Development Team in Australia
  • This person will be part of the Global Team (board) of Mining sales specialists and will be the Technical Leader for Online Analyzers solutions in Latin America
  • Qualifications (Education, Experience and Key Competencies) :

    Education :

  • Preferably a person with strong metallurgical background : Metallurgical Engineer / Other options : Chemical or Mechanical Engineer
  • Having a MBA or Master in Administration will be a key differentiation
  • Fluent in English and Spanish
  • Experience and Key Competences :

  • Successful history of capital equipment sales experience, especially in the Mining and or Metals / Steel industry - minimum of 5 years
  • We look for a Mining person with proven track record in selling engineered solutions / systems. Having had experience with Escondida, Codelco is a key differentiation they are key customers in Chile
  • Strong network in the Mining industry (including access to high level of key decision makers, not only operations people), with knowledge of the main mining plants for Copper, Gold, Silver and Iron in Latin America
  • Demonstrated sales leadership based on intellectual and personal integrity and interpersonal skills.
  • Experience of business development using Partners or Channels / Distributors to provide solutions to customers it will be necessary to give concrete examples including names and contacts at described Partners or Channels / Distributors
  • Experience with having worked / developed sales with Engineering or Integrators companies able to engineer our solutions into a bigger turn-
  • key project. Relating independent product offerings into an integrated solution sale that offers the highest value proposition to the customer

  • Ability to close business and win Purchase orders.
  • Knowledge and understanding of mineral processing (metallurgy, engineering) and the application of on-line instrumentation for process control (mainly flotation processes)
  • Knowledge and application of statistically correct sampling systems for process control and metallurgical accounting in mineral processing plants will be a plus.
  • Personal skills :

  • We are looking for a person that would like to join a new challenge in developing a complete new approach to the Mining segment for ThermoFisher in Latin America.
  • We have a solid installed base and the potential is to grow it at least 2x in the next 2-5 years. This is a big challenge which demands someone with a specific personality :

  • Entrepreneur and creative to find new ways of selling / convincing customers
  • 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 travel
  • Strong time management skills with an ability to achieve deadlines (e.g. tender submissions).
  • Other requirements

  • Car driver’s license
  • Proficient user / experience with a CRM, preferably
  • Proficient user of MS Office, in particular Word, PowerPoint and Excel.
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