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 elevates the customer’s curiosity about the products and drives the Thermo Fisher Scientific value proposition throughout the entire sample workflow, from the prospecting phase up to the closing phase of the deal.

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 to uncover new potential opportunities.
• Proactively develop and drive sales strategies across the respective product lines.
• Develop trust and valued relationships with major decision makers; clarify goals and reach agreement while maintaining the interests of all parties.
• Support Account Managers with strategy development and execution; act as a trusted advisor within an account and bring in technical authorities as needed.
• Apply and develop the Business Unit strategy, from prospection to closing.
• Share the voice of the customer with the Business Unit; attend technical visits to Business Unit, manufacturing, R&D sites, and Demo centers.
• Support new Product Introduction (NPI) prospects within the territory to improve adoption rates and revenue return.
• Lead the sales funnel and forecast in collaboration with country leads and their sales teams; work on strategies to achieve sales goals and metrics.
• Use Thermo Fisher Scientific’s sales tools to efficiently handle accounts, opportunities, pipelines, and forecast accurately and timely.
• Maintain awareness of competitor and industry activity; introduce new products and services as available.
• Develop close working relationships with Key Opinion Leaders (KOL) and scientific leaders to promote specific CMD products and solutions.
• Represent CMD at knowledge-based seminars and customer workshops; exchange account information and sales leads within and across Thermo Fisher Scientific commercial divisions.
• Work 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 account management team.
• Lead the partnership and coordination with sales, field application, lab application, and IES specialists to provide technical expertise.
• Provide training to country sales teams to improve confidence in selling to customers in the respective product lines and driven positioning.
• Maintain and improve technical knowledge on assigned product lines and company literature; positively represent Thermo Fisher Scientific at customer locations.

Requirements

• 5+ years of 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 the 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.
• 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 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) offers eligible colleagues 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 including overnight stays.