Sr Sales Manager EMEA

Work Schedule

Environmental Conditions

Job Description

Summary

The Senior Sales Manager, Safety, Security & Radiation Detection EMEA is responsible for leading the commercial strategy, sales execution, channel management, and business growth across Europe, the Middle East, and Africa. This role provides strategic and operational leadership for the Safety, Security, and Radiation Detection portfolio, ensuring sustainable revenue growth, market share expansion, customer satisfaction, and profitability throughout the region.

The position has full responsibility for regional sales performance, distributor network optimization, key account management, forecasting accuracy, business planning, and the development of high-performing sales teams. The incumbent will collaborate closely with global commercial leadership, product management, marketing, service, operations, and channel partners to drive business success and support Thermo Fisher Scientific's mission of making the world healthier, cleaner, and safer and will report to the Director MCS EMEA

Key Responsibilities

Commercial Leadership

• Develop and execute the regional commercial strategy for Safety, Security, and Radiation Detection across EMEA.
• Deliver or exceed annual revenue, order booking, profitability, and market share objectives.
• Establish regional growth initiatives aligned with corporate objectives and long-term business plans.
• Identify emerging market opportunities and develop expansion strategies across government, defense, homeland security, customs, critical infrastructure, transportation, nuclear, and industrial sectors.
• Lead regional pricing strategies and commercial negotiations to maximize profitability and competitive positioning.

Sales Management

• Lead, coach, and develop Regional Sales Managers and commercial team members across EMEA.
• Establish clear performance objectives and accountability measures for direct and indirect reports.
• Drive a high-performance sales culture focused on customer engagement, operational excellence, and growth.
• Monitor sales performance, pipeline health, forecasting accuracy, and execution against strategic objectives.
• Ensure effective territory management and resource allocation across the region.

Channel & Distributor Management

• Manage and optimize the regional distributor network.
• Evaluate distributor performance and implement improvement plans where required.
• Recruit, develop, and train new distributors to support strategic growth objectives.
• Identify opportunities to streamline channel structures and improve market coverage.
• Ensure distributors maintain appropriate product knowledge, compliance standards, and customer support capabilities.

Strategic Account Management

• Develop executive-level relationships with key customers, government agencies, strategic accounts, and channel partners.
• Lead commercial negotiations for complex and high-value opportunities.
• Support global account initiatives and coordinate multi-country opportunities.
• Manage critical customer escalations and ensure timely resolution of business issues.
• Drive customer retention and long-term partnership development.

Business Planning & Forecasting

• Develop and execute annual regional business plans.
• Own forecast accuracy, pipeline management, and sales reporting.
• Utilize CRM tools to manage opportunities, customer segmentation, and business intelligence.
• Analyze market trends, competitive activity, and customer requirements to support decision-making.
• Present business reviews and growth plans to executive leadership.

Cross-Functional Leadership

• Collaborate with Product Management, Marketing, Service, Operations, Finance, Regulatory Affairs, and Engineering teams.
• Lead regional implementation of new product launches and commercial initiatives.
• Participate in global strategic projects and business transformation initiatives.
• Support mergers, acquisitions, integrations, and organizational change activities where applicable.

Customer Experience & Operational Excellence

• Ensure customer satisfaction objectives are consistently achieved or exceeded.
• Drive continuous improvement initiatives across commercial processes.
• Promote a customer-centric culture throughout the organization.
• Support resolution of complex service, technical, and commercial issues.
• Ensure compliance with all company policies, industry regulations, and ethical business practices.

Industry Representation

• Represent Thermo Fisher Scientific at industry conferences, trade shows, workshops, and government forums.
• Build strategic relationships with industry leaders, regulatory authorities, and key stakeholders.
• Act as a recognized commercial leader within the Safety, Security, and Radiation Detection markets.

Minimum Qualifications

Education

• Bachelor's degree in Business, Engineering, Science, Technology, or related discipline.
• MBA or advanced business qualification preferred.
• 5 years experience in Military & Radiation business IS MANDATORY TO BE ELIGIBLE

Experience

• 10+ years of progressive commercial leadership experience within industrial, analytical instrumentation, safety, security, defense, radiation detection, homeland security, or related technology markets.
• Demonstrated success managing large, geographically dispersed sales organizations.
• Proven experience managing distributor and channel partner networks across EMEA.
• Strong background in strategic account management and complex sales negotiations.
• Experience leading multicultural teams across multiple countries and regions.

Leadership Competencies

• Strategic thinking and business acumen.
• Executive presence and stakeholder management.
• Change management and organizational leadership.
• Talent development and coaching.
• Financial and commercial decision-making.
• People management skills to manage a team of 13 people
• Customer-centric leadership.
• Cross-functional collaboration and influence.

Technical & Commercial Skills

• Sales forecasting and pipeline management.
• CRM proficiency (Salesforce preferred).
• Contract negotiation and commercial management.
• Business planning and financial analysis.
• Market development and channel strategy.
• Government and institutional sales experience preferred.

Key Performance Indicators (KPIs)

• Revenue and order booking attainment.
• Regional profitability and margin growth.
• Forecast accuracy.
• Distributor performance and productivity.
• Market share expansion.
• Customer satisfaction and retention.
• Strategic account growth.
• Team engagement and development.
• Pipeline growth and conversion rates.
• Successful execution of regional business plans.

Travel Requirements

• Up to 50% international travel across Europe, Middle East, and Africa.
• Participation in customer visits, distributor meetings, industry events, leadership meetings, and strategic business reviews.

Reporting Structure

Reports To: MCS EMEA Director

Direct Reports:

• Regional Sales Managers and Channel Managers
• Strategic Business Development

Indirect Reports:

• Distributor and Channel Partner Organizations across EMEA