Director - CAD & MSD

Job Description

The Chemical Analysis Division (CAD) business is involved in material and chemical identification via Elemental Analysis; as well as Environment & Process Monitoring. It comprises the following Business Units: Minerals & Mining; Field and Safety Instruments; Environmental & Process Monitoring.The Materials & Structural Analysis Division (MSD) supplies innovative solutions for microscopy and spectroscopy. It comprise of the following business units: UVNN, Focused (Vibrational/FTIR), Material Characterization, Bulk Elemental, Surface Analysis and Electron Microsopy. The scientific solutions combined with advanced software suites take customers from questions to usable data by combining high-resolution imaging with physical, elemental, chemical, and electrical analysis across scales and modes through the broadest sample types.Role & Responsibilities The Commercial Director will be responsible for business development of the CAD & MSD business in India, to attain the revenue / profitability targets and market share goals. He / She will drive business growth particularly on key opportunities for the Division.He / She will be responsible for management of manufacturing operations and drive localization of products to improve competitiveness of the divisions, especially CAD.The role holder will actively pursue the generation of the CAD & MSD business by working with the CAD & MSD Business Unit (BU) commercial leaders and teams in the region, and the engagement of the local sales channels.The Commercial Director will also drive channel optimization for the Division, revenue synergies amongst the CAD & MSD BUs as well as with other Thermo Fisher Scientific Divisions in the region.The Commercial Director is expected to coach, guide and direct the CAD & MSD BU Commercial Leaders and team in the region.Responsibilities:

• Develop and implement the short and long-term strategic and operating plans for the BU s in India
• Develop and implement a go-to-market strategy for BU s including the appropriate mix between direct and channel/distributor partners
• Develop and implement a key account strategy for the BU s, working with other divisional commercial leaders to drive incremental growth through value proposition and workflow selling solutions
• Identify and evaluate market opportunities for growth, engaging within BU divisions to drive business development opportunities for emerging technologies or new market segments
• Drive new product introduction (NPI) and deliver on incremental revenue targets for NPI
• Responsible for management of manufacturing operations and drive localization of products to improve competitiveness of the divisions, especially CAD.
• Develop a disciplined commercial team through the deployment of robust sales processes including accurate forecast and pipeline management, utilization of customer relationship management (CRM) tools and marketing leads. Drive sales force productivity
• Localize global marketing campaigns to drive revenue. Leverage global and regional marketing teams to support local sales strategies and markets
• Play an active and leading role in the acquisition of local companies/partners and lead integration of any globally acquired / new businesses
• Ensure a financially sound operation with solid corporate governance and compliance for the business in India. Plan and manage the business s budget appropriately including revenue, margin and operating expenditure
• Partner with other members of the management team, globally and in the region, to formulate cross-functional strategies
• Monitor market intelligence including competition; macroeconomics and the regulatory environment
• Lead a commercially-savvy team; hire, motivate, and retain employees, to build a high performing sales organization. Develop local pipeline for leadership and key pillar positions
• Actively participate as a member of the division and the Indian leadership team.

Candidate Requirement: Education & Experience levels:

• The candidate must have a Bachelors in engineering discipline. An MBA degree would be preferred
• A minimum of 15 years experience ideally in Industrial market, general management, with a minimum of 5 years experience in a functional or country leadership role

Nature of experience:

• Experience in running a business in India, or a demonstrable understanding of India business practice in a MNC Organization
• Demonstrated strong business acumen and ability to develop and maintain professional and professional relationships with key business partners and customers positively impacting business growth
• Track record of excellent sales achievement
• Experience working in a global complex matrix environment
• Prior experience in managing distributors essential

Skills:

• Strategic & out-of-the box thinking
• Ability to understand, analyze and assimilate complex issues
• Excellent interpersonal, communication and stakeholder management skills
• Good with people but able to take tough decisions
• Strong influencing skills

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Keyskills :
strong business acumennew product introductioncustomer relationship managementcontinuous improvement facilitationlocal saleskey accountmarket share