[Hiring] Technical Sales Specialist - Software @Thermo Fisher Scientific

Role 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.

The Technical Sales Specialist (TSS) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. The territory covers markets throughout the Western through Midwestern United States. This is a technology focused role with the primary responsibility for selling and supporting within CMD.

In line with the strategic objectives of CMD, the purpose of this role is to enhance the business potential through increased sustained revenue growth of our instrument and consumables portfolio in the respective product lines. The TSS elevates the customer’s curiosity about the products and drives the Thermo Fisher Scientific value proposition throughout the entire sample workflow.

The TSS will act from the prospecting phase up to the closing phase of the deal.

Key Responsibilities:

• Selling Agility:
  • Identifies and prioritizes new client opportunities and sales potential for the respective product lines.
  • Coordinates actions to enhance market penetration.
  • Supports and directs Account Managers to uncover new potential opportunities.
  • Proactively develops and drives sales strategies across the respective product lines.
  • Develops trust and valued relationships with major decision makers.
  • Supports Account Managers with strategy development and execution.
  • Applies and develops the Business Unit strategy, from prospection to closing.
• Results Leadership:
  • Shares the voice of customer towards the Business Unit.
  • Attends technical visits to Business Unit, manufacturing, R&D sites, and Demo centers.
  • Supports new Product Introduction (NPI) prospects within territory.
  • Leads the sales funnel and forecast in collaboration with country leads and their sales teams.
  • Uses Thermo Fisher Scientific’s sales tools to handle accounts, opportunities, pipelines, and forecasts.
  • Maintains awareness of competitor and industry activity.
• People Leadership:
  • Develops close working relationships with Key Opinion Leaders (KOL) and scientists’ leaders.
  • Represents CMD at knowledge-based seminars and customer workshops.
  • Works adeptly in a team selling environment.
  • Serves as a mentor, leader, and motivator to the account management team.
• Technical Knowledge:
  • Leads the partnership and coordination with sales-/ field application-/ lab application/ and IES specialists.
  • Provides training to country sales teams to improve confidence in selling.
  • Maintains and improves technical knowledge on assigned product lines.

Qualifications

• 5+ years consistent track record of sales experience in analytical/relevant instrument market.
• Bachelor’s degree required, Masters’ degree preferred in science.
• Strong market knowledge and business insight of industry sector, markets, and key trends preferred.
• Experience in conducting seminars and presentations.
• Commercial mentality, strongly motivated by desire to win new business.
• Strong interpersonal, oral and written communication, and presentation skills.
• Fluent in English and other languages as needed in the assigned region.
• Demonstrated commercial excellence working in a matrix environment.
• Ability to explain and sell the technical aspects of Thermo Fisher Scientific’s scientific product portfolio.
• Ability to travel to customer locations up to 80% including overnight travel.
• Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement.

Benefits

• Competitive remuneration and annual incentive plan bonus.
• Healthcare and a range of employee benefits.
• Employment with an innovative, forward-thinking organization.
• Outstanding career and development prospects.
• Exciting company culture that stands for integrity, intensity, involvement, and innovation.