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Director, eSolutions Business Development (NA/EMEA

Company: Thermo Fisher Scientific
Location: Harrisburg
Posted on: April 3, 2021

Job Description:

COVID-19 Update: To keep our candidates, colleagues and other visitors--safe, we're making changes to our interview and hiring process. Learn more Director, eSolutions Business Development (NA/EMEA) Director, eSolutions Business Development (NA & EMEA) The Thermo Fisher Scientific Corporate eBusiness team is responsible for the overall digital experience we provide to our customers with responsibility for thermofisher.com, fishersci.com, Thermo Fisher Connect and our Foundational digital services and capabilities. The eSolutions team, a supporting function of eBusiness, are the digital ambassadors, digital solution delivery experts, and representatives of Thermo Fisher Scientific's digital technologies and capabilities. We provide industry-leading digital solutions, enabling our customers to accelerate scientific discovery. The Director of eSolutions Business Development is responsible for articulating the value of digital to internal stakeholders and external customers. Utilizing data insights, the team will identify target customers for new digital opportunities or optimization of existing digital channels with the goal of growing online revenue. The leader will design and execute the strategic plan for direct customer acquisition and retention of eBusiness solutions across assigned customer segments and markets. Leadership responsibility includes two business development teams focused on customer acquisition, development and retention of eProcurement (B2B) and Onsite Stocking as well as support of existing and future digital commerce solutions to deliver company outcomes. Customer engagement begins by partnering with the commercial teams and upon qualification of customer requirements the Business Development team will transition the qualified opportunity to the operations team for service delivery. Upon successful project delivery, the Business Development team is responsible for the ongoing customer success, retention and optimization of the digitally enabled customers. The Director of eSolutions Business Development must set and align the strategy and tactical plans for each channel in concert with Divisional Sales and Marketing teams with collaborative support of other digital and IT functions. The leader is also responsible for regular engagement, partnership and contract negotiations for new and existing eProcurement vendors. The leader is responsible for representing the voice of the customer and commercial teams by providing feedback, competitor observations, and perspective for innovations to help improve the customer experience and the development of Thermo Fisher Scientific's digital solutions. Success is measured by effective project scoping, intake, management, and increase in annual digital revenue through new acquisition and offline conversion to online. Scope

  • > $3.9B Digital Revenue (Thermo Fisher Scientific)
  • -2K Onsite Stocking solutions
  • -1K eProcurement connections (Thermo Fisher Scientific) Responsibilities
    • Execute Sales eSolutions training program including sales tools and customer facing collateral to ensure consistency, impact, and excellence in delivering overall eBusiness value proposition.
    • Establish a deep understanding of customer accounts and ability to develop trusted and valued relationships with major decision makers, clarify goals, and reach agreements. While driving implementation of eSolutions business strategy alongside global and regional commercial leadership
    • Experience in revenue goal setting and tracking
    • Delivery of qualified customer engagements for both Supply Centers and B2B.
    • Drive growth by working with customers to convert from off to online spending.
    • Train Regional Sales Reps on eSolutions project processes and the features and the benefits to the customer.
    • Prioritizing eBusiness prospect customers acquisitions based on $ shift potential
    • Forecasting regional channel performance regularly and accurately
    • Maximizing project management output by acquiring projects within an agreed schedule and setting customer expectations.
    • Any other related tasks with are deemed relevant to the role. Required Skills
      • Relationship Management -excellent relationship development and management skills to build both internal and external relationships; customer focused
      • Strategic Planning - develop and enact long-term growth strategies; maintain a high-level view of company goals and objectives to drive digital business growth
      • Operations Enhancement - advocate on behalf of the customer and commercial sales teams to enhance efficiency and effectiveness of the digital channels
      • Team Coordination - develop cross-functional internal relationships within Digital Commerce, eBusiness, Sales, IT, Marketing and others.
      • Communication Skills - excellent written, verbal and presentation skills with both customers and internal stakeholders
      • Data Analysis and Interpretation - ability to manage, take action and report on opportunity metrics and digital revenue performance
      • Technical Acumen - knowledge of customer procurement systems and practices
      • Vendor Management - experience with contract negotiations and contract management Qualifications
        • Ideal Candidates will have more than 10 years of work history in Sales, IT, eProcurement and/or eBusiness Operations.
        • Bachelor's degree in Business, Marketing or Information Technology.
        • MS, MBA is a preferred.
        • Ability to work in a demanding environment with aggressive projects timelines.
        • Experience managing complex, high value accounts in a matrix environment.
        • Strong planning and organizational skills, proactive approach.
        • Excellent data analysis and marketing skills and ability to apply these skills to generating business decisions.
        • Willingness and ability travel at least 50% (during normal business conditions) To access this job later or share with a friend, please enter Name and Email Address below. Your Name Get notified for similar jobs Sign up and receive similar job alerts to your email Enter Email address Get customized job recommendations based on your career area of interest. How would you rate your experience popup Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $25 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, improving patient diagnostics and therapies or increasing productivity in their laboratories, we are here to support them. Our global team of more than 75,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services and Patheon. For more information, please visit www.thermofisher.com . Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.

Keywords: Thermo Fisher Scientific, Harrisburg , Director, eSolutions Business Development (NA/EMEA, Executive , Harrisburg, Pennsylvania

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