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Posted : Tuesday, September 12, 2023 09:34 AM
Job Description
Position Summary:
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 Gas Chromatography Products, but with a focus on Triple Quads and Orbitraps 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 IC 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 Leads collaboration and coordination with overlay-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise 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 80% 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.
Compensation and Benefits The salary range estimated for this position based in California is $83,300.
00–$124,925.
00.
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: A choice of national medical and dental plans, and a national vision plan, including health incentive programs Employee assistance and family support programs, including 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, and short- and long-term disability in accordance with company policy 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 For more information on our benefits, please visit: https://jobs.
thermofisher.
com/global/en/total-rewards
This is a Presales focused role with the primary responsibility for selling and supporting Gas Chromatography Products, but with a focus on Triple Quads and Orbitraps 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 IC 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 Leads collaboration and coordination with overlay-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise 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 80% 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.
Compensation and Benefits The salary range estimated for this position based in California is $83,300.
00–$124,925.
00.
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: A choice of national medical and dental plans, and a national vision plan, including health incentive programs Employee assistance and family support programs, including 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, and short- and long-term disability in accordance with company policy 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 For more information on our benefits, please visit: https://jobs.
thermofisher.
com/global/en/total-rewards
• Phone : NA
• Location : Vacaville, CA
• Post ID: 9132889233
