Work Schedule<\/b><\/u><\/p>\n
Standard (Mon-Fri)<\/p>\n<\/p>\n
Environmental Conditions<\/b><\/u><\/p>\n
Office<\/p>\n<\/p>\n
Job Description<\/u><\/b><\/p>\n<\/p>\n
The Technical Sales Specialist (TSS) is a key commercial role within the Chromatography\u00a0and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This is a technology\u00a0focused role with the primary responsibility for selling and supporting within CMD. In\u00a0line with the strategic objectives of CMD, the purpose of this role is to enhance the\u00a0business potential through increased sustained revenue growth of our instrument and\u00a0consumables portfolio in the respective product lines. In addition to demonstrating\u00a0expertise in their assigned technology, the individual supports the sales colleagues by\u00a0selling the product portfolio within group in new and existing accounts. The TSS elevates\u00a0
the customer\u2019s curiosity about the products and drives the Thermo Fisher Scientific\u00a0value proposition from sample to knowledge. The TSS will act from the prospecting\u00a0phase up to the closing phase of the deal.\u00a0<\/p>\n<\/p>\n
Key Responsibilities:\u00a0 Identifies and prioritizes new client opportunities and sales potential for the\u00a0respective product lines with the result of growing business; Coordinates actions\u00a0to enhance market penetration<\/p>\n<\/li>\n Supports and directs Account Managers to uncover new potential opportunities\u00a0within this market and customer segment with a view to enhance allegiance and\u00a0sales revenue for Thermo Fisher Scientific<\/p>\n<\/li>\n Proactively develops and drives sales strategies across the respective product\u00a0lines.<\/p>\n<\/li>\n Has the ability to develop trust and valued relationships with major decision\u00a0makers; clarifies goals and reaches agreement while maintaining the interests of\u00a0all parties<\/p>\n<\/li>\n Supports Account Managers with strategy development and execution. Acts as\u00a0trusted advisor within an account and brings in technical authorities as needed\u00a0to advance the solution process<\/p>\n<\/li>\n Apply and develop the Business Unit strategy, from prospection to closing Results Leadership<\/p>\n<\/li>\n Shares the voice of customer towards the Business Unit. Also attends technical\u00a0visits to Business Unit, manufacturing, R&D sites, and Demo centers; Supports\u00a0new Product Introduction (NPI) prospects within territory to improve adoption\u00a0rates and revenue return<\/p>\n<\/li>\n Supports and leads the sales funnel and forecast in collaboration with the\u00a0country leads and their sales teams. Works on strategies to achieve sales goals\u00a0and metrics, including value proposition development\u00a0<\/p>\n<\/li>\n Uses Thermo Fisher Scientific\u2019s sales tools to efficiently handle the accounts,\u00a0opportunities, pipelines and forecast in an accurate and timely manner<\/p>\n<\/li>\n Maintains awareness of competitor and industry activity; Introduces new\u00a0products and services as available<\/p>\n<\/li>\n<\/ul>\n People Leadership<\/b><\/p>\n Develops close working relationships with Key Opinion Leaders (KOL) and\u00a0scientists\u2019 leaders to promote specific CMD products and solutions<\/p>\n<\/li>\n Represents CMD at knowledge-based seminars and customer workshops.<\/p>\n<\/li>\n Exchanges of account information and Sales Leads within and across Thermo\u00a0Fisher Scientific commercial divisions<\/p>\n<\/li>\n Works adeptly in a team selling environment engaging the correct internal\u00a0company resources to address customer challenges<\/p>\n<\/li>\n Serve as a mentor, leader and motivator to the account management team<\/p>\n<\/li>\n<\/ul>\n Technical Knowledge<\/b><\/p>\n Leads the partnership and coordination with sales-\/ field application-\/ lab\u00a0application\/ and IES specialists (as well as any other internal partner) to provide\u00a0technical expertise<\/p>\n<\/li>\n Provides training to country sales teams to improve confidence in selling to\u00a0customers in the respective product lines as well as driven positioning<\/p>\n<\/li>\n Maintains and improves technical knowledge on assigned product lines,\u00a0company literature; Positively always represent Thermo Fisher Scientific\u00a0throughout customer locations<\/p>\n<\/li>\n<\/ul>\n Minimum Requirements\/Qualifications:\u00a0<\/b><\/p>\n 5+ years consistent track record of sales experience in analytical\/relevant\u00a0in<\/p>\n<\/li>\n strument market and running complex, high-value accounts.\u00a0<\/p>\n<\/li>\n Bachelor\u2019s degree required, Masters\u2019 degree preferred: in science<\/p>\n<\/li>\n Strong market knowledge and business insight of industry sector, markets and\u00a0key trends preferred<\/p>\n<\/li>\n Experience in conducting seminars and presentations.<\/p>\n<\/li>\n Commercial mentality, strongly motivated by desire to win new business, with\u00a0validated steadfast pursuit of opportunities<\/p>\n<\/li>\n Strong interpersonal, oral and written communication, and presentation skills<\/p>\n<\/li>\n Fluent in English and other languages as need in the assigned region<\/p>\n<\/li>\n Demonstrated commercial excellence working in matrix environment<\/p>\n<\/li>\n Ability to explain and sell the technical aspects of Thermo Fisher Scientific\u2019s scientific product portfolio<\/p>\n<\/li>\n Ability to travel to customer locations up to 80% including overnight travel<\/p>\n<\/li>\n Demonstrate Thermo Fisher Scientific values \u2013 Integrity, Intensity, Innovation\u00a0and Involvement<\/p>\n<\/li>\n<\/ul>\n Compensation and Benefits<\/b><\/u><\/p>\n The salary range estimated for this position based in California is $112,400.00\u2013$168,650.00.<\/p>\n<\/p>\n This position may also be eligible to receive a variable annual bonus based on company, team, and\/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:<\/p>\n
Selling Agility<\/b><\/p>\n\n
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