Thermo Fisher Scientific

Technical Sales Specialist

Thermo Fisher Scientific

full-time

Posted on:

Location Type: Remote

Location: Maryland • Massachusetts • United States

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Salary

💰 $140,800 - $211,150 per year

About the role

  • Selling Agility
  • Identifies and prioritizes new client opportunities and sales potential for the workflow with the region with the result of growing business
  • Coordinates actions to enhance market penetration
  • Supports and directs Account Managers to uncover new potential opportunities within this market and customer segment with a view to enhance allegiance and sales revenue for Thermo Fisher Scientific
  • Owns and coordinates all large pharma RFPs across LC, consumables, and enterprise software for the region
  • Demonstrates cross-functional leadership skills (pricing, contract structuring, solution alignment)
  • Responsibility for ensuring consistency in pricing, strategy, and delivery across multiple territories to avoid internal conflict and maximize win probability
  • Proactively develops and drives sales strategies across the HPLC Workflows
  • Has the ability to develop trust and valued relationships with major decision makers; clarifies goals and reaches agreement while maintaining the interests of all parties
  • Supports Account Managers with strategy development and execution
  • Acts as trusted advisor within an account and brings in technical authorities as needed to advance the solution process
  • Apply and develop the Business Segment strategy, from prospection to closing
  • Strategic Leadership
  • Lead region-level initiatives to systematically convert competitor LC instrument placements by pairing LC instrument sales with chromatography consumables and enterprise software
  • Own tactical execution of campaigns targeting competitor accounts, including alignment with marketing, applications, and service to position Thermo as the preferred vendor
  • Results Leadership
  • Act as the primary sales liaison with regional marketing for LC/consumables/software in pharma QC
  • Drive campaign design, messaging, and execution feedback loops, ensuring marketing investments translate into real pipeline opportunities and conversions
  • Shares the voice of customer towards the Business Segment
  • Also attends technical visits to Business Unit, manufacturing, R&D sites, Demo centers & Customer Success Centre
  • Supports new Product Introduction (NPI) prospects within territory to improve adoption rates and revenue return
  • Supports and leads the sales funnel and forecast in collaboration with the country leads and their sales teams
  • Works on strategies to achieve sales goals and metrics, including value proposition development
  • Uses Thermo Fisher Scientific’s sales tools to efficiently handle the accounts, opportunities, markets, pipelines and forecast in an accurate and timely manner
  • Maintains awareness of competitor and industry activity; Introduces new products and services as available
  • People Leadership
  • Develops close working relationships with Key Opinion Leaders (KOL) to promote specific CMD solutions
  • Leads initiatives, orchestrating cross-functional teams (like North America-wide Tiger Teams as the commercial lead), and influences peers
  • Works adeptly in a team selling environment engaging the correct internal company resources to address customer challenges
  • Serve 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 (as well as any other internal partner) to provide technical expertise
  • Provides training to country sales teams to improve confidence in selling to customers in the respective product lines as well as driven positioning
  • Maintains and improves technical knowledge on assigned product lines, company literature
  • Positively always represent Thermo Fisher Scientific throughout customer locations

Requirements

  • 5+ years consistent track record of sales experience in analytical/relevant market and running complex, high-value accounts
  • Bachelor’s degree required
  • 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, with validated steadfast pursuit of opportunities
  • Strong interpersonal, oral and written communication, and presentation skills
  • Fluent in English and other languages as need in the assigned region
  • Demonstrated commercial excellence working in 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
  • Annual incentive plan bonus
  • Healthcare
  • A range of employee benefits
  • A choice of national medical and dental plans
  • National vision plan, including health incentive programs
  • Employee assistance and family support programs
  • Commuter benefits and tuition reimbursement
  • At least 120 hours paid time off (PTO)
  • 10 paid holidays annually
  • Paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave)
  • Accident and life insurance
  • Short- and long-term disability
  • Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
  • Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales experienceaccount managementsales strategiestechnical expertiseproduct knowledgemarket analysispresentation skillsseminar conductingsales funnel managementforecasting
Soft Skills
cross-functional leadershipinterpersonal skillscommunication skillsteam collaborationmentoringrelationship buildingstrategic thinkingcommercial mentalitytrust developmentinfluencing
Certifications
Bachelor’s degree