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Job ID :
Location :
China - Shanghai
Job Description

The Ion Chromatography/ Sample Preparation (IC/SP) Senior Market Development Manager, APAC will support the Commercial Organization and Business Unit to facilitate and execute Marketing actions and initiatives aimed to drive the growth of Thermo Scientific Ion Chromatography and Sample Prep market share in the APAC Region.

The role demands for proactive leadership and management in driving initiatives

to grow sales and revenue in the assigned territories. Intense engagement and cooperation with the Sales and Specialist teams will be instrumental in gathering feedback on market trends and competitive dynamics. The function will have complete responsibility over the definition, execution and tracking of the required tactical plans to ensure business growth and sustainability in response to the market’s requirements in the APAC region.

The function will also be responsible for aligning specific market applications demand with the Business Unit and local Commercial and Marketing organizations and determining key strategic and/or tactical applications both in terms of technical requirements and specifications.

Specific Responsibilities Include

Support the APAC Commercial Operations teams in achieving AOP bookings and revenue

Manage QMI process and Tiger Teams for the APAC Region

Act as the point of contact for Commercial Sales on all issues which will drive

orders and revenues in the region.

Initiate, develop and drive promotions

Implement tracking of the activities to determine ROI and ensure consistency and


Suggest and develop territorial base tactical actions.

Implement and manage QMI feedback process to the Business Unit on specific competition information, strategies and tactics and manage accomplishment of required follow-up action items.

Develop Marketing Plans for the Region

Contribute to strategic planning bringing knowledge of assigned markets in the APAC region

Implement specific strategies for business growth in cooperation with Sales Leaders and Commercial Operation (CO) Teams

Plan, develop, message and deliver marketing programs for the region in line with the BU and Divisional Marketing organizations

Implement and manage Seed Unit Program

Drive seed unit program by managing the approval process, tracking and monitoring, as well as seed unit inventory.

Manage BU Commercial Plans

Define plan and deploy execution of New Product Launches in the APAC region, and in alignment with BU NPDI

Define training Planning and deployment for Sales Support Team and Sales Engineers

Manage Voice of the Customer (VoC)

Travel with territory sales personnel to provide support in the execution of the

tactical messaging for the product line

Collaborate and maintain relationships with Key Customers and maintain reference customers to help sales in the region

Give sales presentations and applications, technical and commercial

presentations in support of seminars, conferences and meetings as needed/ applicable

Involve and lead the CO specialist and demo chemist team in sharing field

feedback with Product Line (PL) in a structured fashion

Provide commercial and technical support to CO team

Manage regional Forecast

Help manage forecast on a monthly basis for both bookings and revenues

Provide input for the Advanced demand planning to ensure proper sourcing programming

Participate in Sales Conference Calls and SIOP processes.

Key Metrics

Achieve Regional Market growth target

On-time & on-budget development and delivery of marketing programs for the

annual marketing plan

Planning and execution of commercial training programs in the region

On-time execution of NPI

Track and report market growth & revenue generated from new applications in

the region

Execution on EBITA growth tragets


Bachelors degree and 8-10 years experience in Technical Sales/Marketing within

Analyitica Instrumentation segment. MS, Ph.D. or MBA highly desirable.

Fluent in Mandarin Chinese (candidates with advanced knowledge of the language and willingness to continue education will be considered)

Fluent in English

Professional selling and account development skills

Excellent communication skills (written and verbal)

Demonstrated leadership and project management experience

Experiences in International Business

Sound product knowledge

Willingness to travel extensively within the APAC region

Ability to understand technology and articulate strong customer value/benefit


Strong Project/process management skills.

Independent, assertive, self-starter with the ability to work as part of a diverse

and global team.

Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation

and Involvement

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