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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. This technology-focused role is primarily responsible for selling and supporting within CMD, aiming to enhance business potential through sustained revenue growth of our instrument portfolio. The TSS demonstrates expertise in their assigned technology, supports sales colleagues, and elevates customer curiosity about products, driving the Thermo Fisher Scientific value proposition from sample to knowledge.
Responsibilities
- Identifies and prioritizes new client opportunities and sales potential for respective product lines to grow business.
- Coordinates actions to enhance market penetration.
- Uncovers new potential opportunities within the market and customer segment to enhance allegiance and sales revenue.
- Proactively develops and drives sales strategies.
- Deeply understands account organizations and 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 a trusted advisor for key contacts within an account and brings in technical authorities as needed.
- Drives Growth by sharing the voice of the customer towards the Business Unit.
- Attends technical visits to Business Unit manufacturing and R&D sites.
- Supports new Product Introduction (NPI) prospects within territory to improve adoption rates and revenue return.
- Supports and runs the sales funnel and forecast in collaboration with country leads and their sales teams.
- Consults with key account managers and internal collaborators on obtaining customer forecasts for new and existing business.
- Works on strategies to achieve sales goals and metrics, including value proposition development.
- Uses Thermo Fisher Scientific’s sales tools to optimally handle accounts, opportunities, pipelines, and forecast accurately and timely.
- Maintains awareness of competitor and industry activity.
- Introduces new products and services as available.
- Leads teamwork and coordination with sales, field application, lab application, and service specialists to provide technical expertise.
- Drives for close working relationships with Key Opinion Leaders (KOL) and scientists’ leaders to promote specific Mass Spectrometry products and solutions.
- Represents CMD at knowledge-based seminars and customer experience workshops.
- Maintains and improves technical knowledge on assigned product lines and company literature.
- Positively represents Thermo Fisher Scientific at customer locations.
- Provides training and coaching to country sales teams to improve confidence in selling to customers.
- 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 tackle customer challenges.
Requirements
- Experience working in a multi-country or regional capacity.
- Consistent track record of sales experience in analytical/relevant instrument market and handling high-value accounts.
- Strong market knowledge and business insight of industry sector, markets, and key trends preferred.
- Experience in conducting seminars and presentations.
- Commercial mindset, strongly motivated by desire to win new business, with proven relentless pursuit of opportunities.
- Strong interpersonal, oral and written communication, and presentation skills.
- 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 including international travel.
- Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement.
Skills
- Sales
- Technical Sales
- Chromatography
- Mass Spectrometry
- Interpersonal Skills
- Oral Communication
- Written Communication
- Presentation Skills
- Market Knowledge
- Business Insight
- Teamwork
- Customer Relationship Management
Location
- Japan
- SEA
- India
Work Type
- Office
- Standard (Mon-Fri)
Education Level
- Masters degree in science or equivalent work experience
About the Company
- Thermo Fisher Scientific is a global leader in serving science.