Manager – Commercial Excellence & Sales Force Effectiveness (SFE)

Work Schedule

Environmental Conditions

Job Description

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

Role Overview:
The Manager – Commercial Excellence & SFE will be responsible for driving sales force productivity and commercial effectiveness across the organization. This role ensures that sales teams operate with optimal cadence, structured processes, and data-driven insights to achieve business objectives. The position requires strong analytical skills, process orientation, and the ability to collaborate with cross-functional teams to implement best practices in sales planning, execution, and performance management.
Key Responsibilities:

1. Sales Cadence
• Design and implement structured sales cadence frameworks to ensure consistent engagement with customers and prospects.
• Monitor adherence to cadence and provide actionable insights for improvement.

2. Call Planning & Reporting
•Develop and deploy tools and processes for effective call planning and post-call reporting.
•Ensure accurate documentation of customer interactions and leverage insights for strategic decision-making.

3. Opportunity Pipeline Management
•Oversee the management of sales pipelines to ensure visibility, accuracy, and timely progression of opportunities.
•Partner with sales leadership to identify gaps and drive pipeline health initiatives.

4. Sales Incentive Planning
•Collaborate with HR and Finance to design and manage sales incentive programs aligned with business goals.
•Track performance against incentive plans and provide transparent reporting to stakeholders.

5. Data Management & Reporting
•Establish robust data governance for sales-related information, ensuring accuracy and completeness.
•Develop dashboards and reports to provide real-time visibility into sales performance metrics.

6. Sales Process Excellence
•Drive continuous improvement in sales processes to enhance efficiency and effectiveness.
•Implement best practices and training programs to ensure compliance and adoption across the sales organization.

Tools & Technologies:
•CRM Platforms: Salesforce (mandatory), Veeva (if applicable)
•Analytics & BI Tools: Power BI, Tableau
•Data Management: Excel, SQL (preferred)
•Sales Planning Tools: Territory Management & Call Planning modules within CRM

Key Performance Indicators (KPIs):
•Sales Cadence Compliance: % adherence to defined cadence
•Call Planning Accuracy: % of planned vs. executed calls
•Pipeline Health: Forecast accuracy, % of opportunities updated on time
•Sales Incentive Accuracy: Timely and error-free incentive payout
•Data Quality: % completeness and accuracy of CRM data
•Process Adoption: % compliance with defined sales processes
•Reporting Timeliness: On-time delivery of dashboards and reports

Qualifications & Skills:
•Degree in Business, Sales, or related field; MBA preferred.
•8–12 years of experience in Sales Operations, Commercial Excellence, or SFE roles.
•Strong analytical and problem-solving skills with proficiency in CRM tools and data visualization platforms.
•Excellent communication and stakeholder management abilities.
•Proven track record of driving process improvements and delivering measurable business impact.

Behavioral Competencies:
•Influencing Skills: Ability to drive adoption of processes and tools across diverse teams.
•Change Management: Skilled in managing organizational change and ensuring smooth transitions.
•Collaboration: Strong ability to work cross-functionally and build consensus among stakeholders.
•Strategic Thinking: Ability to align operational initiatives with broader business objectives.
•Adaptability: Comfortable working in dynamic environments and managing multiple priorities.
•Attention to Detail: Ensures accuracy and quality in data, reporting, and process execution.

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one global team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued. Apply today! http://jobs.thermofisher.com