Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
Job Description
Discover Impactful Work:
The EFS Technical Sales Specialist (TSS) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This is a workflow 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. In addition to demonstrating expertise in their assigned workflow, the individual supports the sales colleagues by selling the product portfolio within workflow in new and existing accounts. The TSS elevates the customer’s curiosity about the products and drives the Thermo Fisher Scientific value proposition from sample to knowledge. The TSS will act from the prospecting phase up to the closing phase of the deal.
A day in the Life:
Selling Agility
- Identifies and prioritizes new client opportunities and sales potential for the workflow within the EFS market with the result of growing business; Coordinates actions to enhance market penetration
- Supports and directs Account Managers and TSS to uncover new potential opportunities within this market and customer segment with a view to enhance allegiance and sales revenue for Thermo Fisher Scientific
- Proactively develops and drives sales strategies across the EFS 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 & TSS 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
Results Leadership
- Shares the voice of customer towards the Business Segment. Also attends technical visits to Customer Solution Centre, manufacturing, R&D sites, Demo centers; Supports new Product/Workflow Introduction (NPI) prospects within territory to improve adoption rates and revenue return
- 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
- 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 commercial team
Technical Knowledge
- Leads the partnership and coordination with sales-/ field application-/ lab application (as well as any other internal partner) to provide technical expertise
- Provides training to country sales teams to improve confidence in selling and positioning EFS Workflow solutions to customers within the EFS market
- Maintains and improves technical knowledge on assigned product lines, company literature; Positively always represent Thermo Fisher Scientific throughout customer locations
Keys to Success:
- 5+ years consistent track record of sales experience in Environmental Food & Safety market and running complex, high-value EFS/analytical accounts.
- Bachelor’s degree required
- Strong market knowledge and business insight of the EFS markets and key trends
- 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