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Technical Sales Specialist
4 months ago
The Technical Sales Specialist (TSS) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This is a Presales focused role with the primary responsibility for selling and supporting High Pressure Liquid Chromatography (HPLC) products within the assigned geography. In line with the strategic objectives of CMD, the purpose of this role is to improve the business potential by working collaboratively with the Account Managers (AM) within the geography to increase and sustain revenue growth of the HPLC product line. In addition to achieving their own product specific targets, the TSS supports the sales colleagues by providing technical expertise, competitive positionings and strategic guidance on growing the product line success for both new and existing accounts. The TSS reveals and elevates the customer’s interest in the products and drives the Thermo Fisher Scientific value proposition from sample to knowledge.
**Key responsibilities**:
**Selling Agility**
- Identifies and prioritizes new client opportunities and sales potential for the result of growing business; Coordinates actions to enhance market penetration
- Conduct prospecting and demand generation activities by acting as a product thought-leader at technical forums, seeding market awareness, and establishing relationships with KOLs
- Deeply understands account organizations and 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 for key contacts within an account and brings in technical authorities as needed to advance the solution process
**Drives Growth**
- Shares the voice of customer towards the Business Unit. Also attends technical visits to Business Unit manufacturing and R&D sites; Supports new Product Introduction (NPI) prospects within territory to improve adoption rates and revenue return
- Supports the sales funnel and forecast in collaboration with commercial sales teams. Consults with key account managers and internal collaborators on forecasts for new and existing business; works on strategies to achieve sales goals and metrics. Builds value proposition with customers.
- Uses Thermo Fisher Scientific’s sales tools to effectively handle the accounts, opportunities, pipelines and forecast in an accurate and timely manner
- Maintains awareness of competitor and industry activity; Introduces new products and services as available
**Leadership**
- Works adeptly in a team selling environment engaging the Account Managers and correct internal company resources to solve customer challenges
- Represents CMD at knowledge-based seminars and customer experience workshops.
- Provides training and coaching to Account Managers to improve confidence in selling to customers as well as competitive positioning
**Minimum Requirements/Qualifications**:
- 5 years of sales experience in analytical instrument market.
- Proven track record of sales achievements in a relevant market and leading complex, high-value accounts
- Masters’ degree in science or equivalent work experience
- Business insight of industry sector, markets, key trends and potential challenges preferred
- A sales “hunter” with Commercial mindset, strongly motivated by desire to win new business, with proven relentless 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
- Computer proficiency in MS Office, CRM
- Ability to travel to customer locations up to 50% including overnight travel
- Demonstrate Thermo Fisher Scientific values - Integrity, Intensity, Innovation and Involvement
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
