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.

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 TSS enhances 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 technology, the individual supports sales colleagues by selling the product portfolio within group in new and existing accounts. The TSS elevates the customer’s curiosity about the products and drives the Thermo Fisher Scientific value proposition throughout the entire sample workflow, acting from the prospecting phase up to the closing phase of the deal.

Responsibilities

• Identifies and prioritizes new client opportunities and sales potential for the respective product lines to grow business.
• Coordinates actions to enhance market penetration and supports Account Managers to uncover new potential opportunities within this market and customer segment.
• Proactively develops and drives sales strategies across the respective product lines.
• Develops 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 within an account and brings in technical authorities as needed.
• Applies and develops the Business Unit strategy, from prospection to closing.
• Shares the voice of customer towards the Business Unit; attends technical visits to Business Unit, manufacturing, R&D sites, and Demo centers.
• Supports new Product Introduction (NPI) prospects within territory to improve adoption rates and revenue return.
• Leads the sales funnel and forecast in collaboration with country leads and their sales teams; works on strategies to achieve sales goals and metrics.
• Uses Thermo Fisher Scientific’s sales tools to efficiently handle 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.
• Develops close working relationships with Key Opinion Leaders (KOL) and scientists’ leaders to promote specific CMD products and solutions.
• Represents CMD at knowledge-based seminars and customer workshops; exchanges account information and sales leads within and across Thermo Fisher Scientific commercial divisions.
• Works adeptly in a team selling environment, engaging the correct internal company resources to address customer challenges.
• Serves as a mentor, leader, and motivator to the account management team.
• Leads the partnership and coordination with sales, field application, lab application, and IES specialists to provide technical expertise.
• Provides training to country sales teams to improve confidence in selling to customers in the respective product lines and driven positioning.
• Maintains and improves technical knowledge on assigned product lines and company literature.
• Positively represents Thermo Fisher Scientific at customer locations.

Requirements

• 5+ years consistent track record of sales experience in analytical/relevant instrument market and running complex, high-value accounts.
• Bachelor’s degree required; Master’s degree preferred in science.
• Strong market knowledge and business insight of industry sector, markets, and key trends preferred.
• 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 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.
• Able to lift 40 lbs. without assistance.
• Ability to travel to customer locations up to 80% including overnight travel.
• Demonstrates Thermo Fisher Scientific values – Integrity, Intensity, Innovation, and Involvement.

Schedule

Standard (Mon-Fri)

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.

Benefits

• Comprehensive Total Rewards package including:
  • A choice of national medical, dental, and vision plans, 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 a competitive 401(k) U.S. retirement savings plan.
  • Employees’ Stock Purchase Plan (ESPP) offering the opportunity to purchase company stock at a discount.