Technical Sales Specialist – Inorganic Spectroscopy [ICP-OES & ICP-MS]

About the role

As part of the Thermo Fisher Scientific team, you will contribute to a mission that enables customers to make the world healthier, cleaner and safer. The Technical Sales Specialist (TSS) is a technology‑focused commercial role within the Chromatography and Mass Spectrometry Division (CMD), covering the Western United States and Western Canadian provinces. The TSS drives revenue growth for the ICP‑OES and ICP‑MS instrument and consumables portfolio by combining deep scientific expertise with commercial skills to understand customer workflows, identify analytical challenges, and position solutions that meet customer needs. The role supports account managers, acts as a trusted advisor, and participates in the full sales cycle from prospecting to closing.

Responsibilities

• Identify and prioritize new client opportunities and sales potential for the ICP‑OES/ICP‑MS product lines to grow business.
• Support Account Managers in uncovering new opportunities within the market and customer segment to enhance allegiance and sales revenue.
• Develop trusted, valued relationships with customers and act as a trusted advisor within accounts.
• Assist Account Managers with execution and provide technical knowledge for the product line, bringing in technical support as needed.
• Share the voice of the customer with the Business Unit and attend technical visits to manufacturing, R&D sites, and demo centers with customers.
• Support New Product Introduction (NPI) prospects in the territory to improve adoption rates and revenue return.
• Maintain the sales funnel, join forecast calls with country leads and sales teams, and use Thermo Fisher Scientific’s sales tools to manage accounts, opportunities, pipelines, and forecasts accurately and timely.
• Stay aware of competitor and industry activity.
• Work with sales, field application, lab application, and IES specialists to provide technical expertise.
• Deliver product positioning training to country sales teams to increase confidence in selling ICP‑OES/ICP‑MS solutions.
• Maintain and improve technical knowledge on assigned product lines and company literature.
• Demonstrate strong technical knowledge of ICP‑OES and ICP‑MS instrumentation, workflows, and applications, and engage scientists in detailed technical discussions.
• Understand key components and operating principles of ICP‑OES and ICP‑MS systems, including sample introduction, nebulization, spray chambers, plasma generation and ionization, optical emission and mass analysis, detection systems, data acquisition, and analytical workflows.
• Consult with customers on analytical challenges such as method development, optimization, sensitivity, selectivity, throughput, sample preparation, and workflow efficiency.
• Effectively communicate the technical differentiation and competitive positioning of ICP‑OES and ICP‑MS solutions.

Requirements

• 5+ years of experience with analytical instrumentation, including technical sales, applications, laboratory, product, or related customer‑facing experience.
• Demonstrated experience with ICP‑OES and/or ICP‑MS instrumentation is strongly preferred.
• Bachelor’s degree in chemistry, analytical chemistry, biochemistry, environmental science, forensic science, or a related scientific discipline required; advanced degree preferred.
• Hands‑on experience with ICP‑OES and ICP‑MS instrumentation, applications, method development, or troubleshooting is strongly preferred.
• Technical sales experience in analytical instrumentation is preferred; candidates with deep ICP‑OES and ICP‑MS applications expertise and demonstrated commercial/customer‑facing aptitude will also be considered.
• Strong market knowledge and business insight of the industry sector, markets, and key trends preferred.
• Experience conducting seminars and presentations.
• Commercial mentality, strongly motivated by winning new business, with a validated steadfast pursuit of opportunities.
• Strong interpersonal, oral and written communication, and presentation skills.
• Fluent in English and other languages as needed in the assigned region.
• Demonstrated commercial excellence working in a 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

We offer competitive remuneration, an annual incentive plan bonus, healthcare, and a range of employee benefits. The Total Rewards package includes a choice of national medical and dental plans, a national vision plan with health incentive programs, employee assistance and family support programs (including commuter benefits and tuition reimbursement), at least 120 hours of paid time off (PTO) annually, 10 paid holidays, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, short‑ and long‑term disability coverage, retirement and savings programs such as a competitive 401(k) U.S. retirement savings plan, and an Employees’ Stock Purchase Plan (ESPP) that allows eligible colleagues to purchase company stock at a discount.

Pay

The estimated salary range for this California‑based position is $91,000.00–$136,000.00. The role may also be eligible for a variable annual bonus based on company, team, and/or individual performance results.

Schedule

Standard Monday‑Friday work schedule; up to 80% travel with overnight stays; ability to lift 40 lbs. without assistance.