Technical Sales Specialist - Software

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges.

About the role

The Technical Sales Specialist (TSS) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. The territory covers markets throughout the Western through Midwestern United States. This is a technology-focused role with the primary responsibility for selling and supporting within CMD. The purpose of this role is to enhance business potential through increased sustained revenue growth of our instrument and consumables portfolio in the respective product lines. The TSS elevates the customer’s curiosity about the products and drives the Thermo Fisher Scientific value proposition throughout the entire sample workflow, from prospecting to closing.

Responsibilities

• Identify and prioritize new client opportunities and sales potential for the respective product lines to grow business.
• Coordinate actions to enhance market penetration and support Account Managers in uncovering new opportunities to increase allegiance and sales revenue.
• Proactively develop and drive sales strategies across product lines, building trust and valued relationships with major decision-makers.
• Support Account Managers with strategy development and execution, acting as a trusted advisor and bringing in technical authorities as needed.
• Share customer feedback with the Business Unit and attend technical visits to manufacturing, R&D sites, and Demo centers.
• Support new Product Introduction (NPI) prospects to improve adoption rates and revenue return.
• Lead the sales funnel and forecast in collaboration with country leads and sales teams, using Thermo Fisher Scientific’s sales tools to manage accounts, opportunities, and pipelines.
• Maintain awareness of competitor and industry activity and introduce new products and services as available.
• Develop close working relationships with Key Opinion Leaders (KOL) and scientists to promote CMD products and solutions.
• Represent CMD at knowledge-based seminars, customer workshops, and exchange account information and sales leads across Thermo Fisher Scientific divisions.
• Work adeptly in a team-selling environment, engaging internal resources to address customer challenges and mentor the account management team.
• Partner and coordinate with sales, field application, lab application, and IES specialists to provide technical expertise.
• Provide training to country sales teams to improve confidence in selling and positioning products.
• Maintain and improve technical knowledge on assigned product lines and company literature.

Requirements

• 5+ years of consistent sales experience in the analytical or relevant instrument market, with a track record of running complex, high-value accounts.
• Bachelor’s degree required; Master’s degree in science preferred.
• Strong market knowledge and business insight of the industry sector, markets, and key trends.
• Experience in conducting seminars and presentations.
• Commercial mentality with a strong motivation to win new business and a steadfast pursuit of opportunities.
• Strong interpersonal, oral, and written communication and presentation skills.
• Fluent in English; additional languages as needed for 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.
• Able to lift 40 lbs. without assistance.
• Demonstrate Thermo Fisher Scientific values: Integrity, Intensity, Innovation, and Involvement.

Benefits

• Competitive remuneration and annual incentive plan bonus.
• Healthcare and a range of employee benefits.
• 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, life, short-term, and long-term disability insurance.
• Retirement and savings programs, including a competitive 401(k) U.S. retirement savings plan.
• Employees’ Stock Purchase Plan (ESPP) offering the opportunity to purchase company stock at a discount.

Pay

The salary range estimated for this position based in California is $112,400.00–$168,650.00. 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.

Schedule

Standard (Mon-Fri), with up to 80% travel to customer locations, including overnight travel.