Job Title: Business Development Manager, Israel
Business Unit: Thermo Fisher Scientific – Laboratory Products Division
As a key member of the LPD Emerging Markets, Near & Middle East Team, the Business Develop Manager (BDM), Israel, will be responsible for the strategic leadership, direction and development of the LPD business in the region of Israel. The BDM will be in charge for identifying new commercial opportunities and driving growth across LPDs business activities in the Region.
Through a strategic approach to market and business development, the BDM will significantly shape the future development of LPDs strategy in Israel by analyzing the market and advising LPD of development opportunities. He/she will be committed to customer service excellence and will take the lead role in developing and managing channel and distributor partnerships (Tier 1 and Tier 2) as well as Direct and Global Account relationships in implementing the Company’s goals.
Key Duties and Responsibilities: Create and implement Divisional business development strategies and plans. This will involve working closely with colleagues and teams to ensure business development strategies meet and exceed the demands of the market. Create and develop commercial opportunities to increase sales volumes across all LPD product lines. This will apply to both existing and new clients with whom the BDM will target, initiate and develop business relationships. Works to meet Business goals, such as budget set by Management for each segment of the Thermo LPD product portfolio. Responsible for capturing opportunities in the CRM system, establish reliable sales forecasts, MBR/QBR reports and report on a regular basis, channel partner and customer activity. Monitor competitor’s activities and develop measures to counteract threats from competition. Support dealer and distributor network including organizing product trainings, price positioning, and product offerings up to contract negotiations. Take the lead on constructing robust and successful proposals that secure new businesses and long term client relationships for LPD. Facilitating communication between the various external and internal stakeholders, ensuring compliance with the procedures established by the company, optimizing the administrative routines and feasibility analysis for effective decision making. Ensure that Management and Colleagues regularly receive inputs on market opportunities, trends, desired features and functionality needed by customers to ensure these are considered in product design and customer service enhancements. Take active role on behalf of LPD in supporting cross-divisional activities to promote the overall Company’s value proposition; closely interact cross divisionally in the Thermo Fisher Scientific Middle East Leadership Team to leverage the full company capabilities. Coordinate the support from the Product Specialist, and Marketing support team on the actions and strategies identified by the BDM/Company as necessary, in order to maintain or improved the region order performance Supports commercial marketing in the definition of local/regional marketing programs to generate interest from current customers and to interest potential new customers to the Thermo Scientific brand. Provides input to the Product Managers and EM Sales to ensure that the necessary market trends, desired features and functionality needed by customers are considered in product designs or enhancements. Maintains regular contact with all clients in the market area to ensure high levels of client satisfaction as well as accurate understanding of market conditions.
Required Experience: Proven leadership and ability to drive distribution network. The BDM will be able to act in the capacity of a Business Development Manager on behalf of LPD in relationships with distributors, project integrators, private and public institutes as well as key account customers. Familiarity with customer base in Life Sciences, Healthcare, Academia and Material Sciences and experience of the LPD product line. Influencing skills as they relate to senior purchasing executives and other key decision makers and the demonstrated ability to close orders. Ability to plan, gain consensus and execute projects to successful completion. Track record in negotiation and persuasion of internal & external stake holders. Ability to operate effectively and independently in a matrixed, multi-site environment. Capacity to understand financial statements and produce key market reports related to the Region. Experience in Distribution Contract Agreements. Excellent organizational, planning, inter-personal skills and ability to make presentations across the board. Knowledge of EU/US commercial terms and practices, experienced in export business procedures including compliance Hands on style of working
Other Job Requirements:
Some 50% of time estimated at traveling in assigned territory
Educational Qualifications: Detailed commercial skills covering also all aspects being relevant in export trade business. The person must be fluent in English and Hebrew. Degree in Life Science and/or Business Management (or equivalent) with appropriate experience Full Clean Driving License
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not to be construed, as an exhaustive list of all employee responsibilities, duties and/or skills required of all personnel so classified.
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