Sr Sales Manager EMEA

Work Schedule

Standard (Mon-Fri)Environmental Conditions

OfficeJob 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 transformati