Sr. Clinical Sales Specialist (Diagnostics)

ThermoFisher Scientific; Wilmington (DE); On-site; USD 86,000 - 115,000; Full time

Job summary

Thermo Fisher Scientific in Pennsylvania is seeking a Senior Clinical Sales Specialist to drive revenue growth across hospitals, reference laboratories, and physician office labs. You will develop strategic territory plans, manage full sales cycles, and build trusted relationships through a consultative approach.

Travel up to 50–75% within the territory and collaborate with cross-functional teams to deliver solutions that support clinical workflows and business goals.

Qualifications

• 6+ years of sales experience in life sciences, laboratory diagnostics, healthcare, or a related field preferred.
• Demonstrated experience generating leads, qualifying opportunities, and developing new business.
• Experience managing customer relationships and progressing opportunities through a complex sales cycle.

Responsibilities

• Develop and execute strategic territory and account plans to achieve sales and revenue objectives.
• Identify, qualify, and develop new business opportunities across hospitals, reference laboratories, physician office laboratories, and other relevant customer segments.
• Build and maintain strong relationships with key customers and stakeholders throughout the sales cycle.
• Apply a consultative selling approach to understand customer applications, laboratory workflows, business priorities, and technical requirements.
• Position appropriate products, services, and solutions based on customer needs.
• Manage complex sales opportunities from lead generation and qualification through negotiation, contracting, and close.
• Develop and negotiate proposals and agreements, including complex and multi-year opportunities, as applicable.
• Partner effectively with internal commercial, technical, service, marketing, and other cross-functional teams to deliver an effective customer experience.
• Maintain an accurate sales pipeline, account activity, customer information, and forecasts using CRM and sales tracking tools.
• Analyze territory performance, market dynamics, competitive activity, and customer trends to identify opportunities for growth.
• Conduct customer meetings, presentations, product discussions, and business reviews through both in-person and virtual engagement.
• Support customer satisfaction and long-term account development by maintaining consistent communication and coordinating appropriate internal resources.

Skills

Territory management

Consultative selling

Relationship building

CRM proficiency

Clinical diagnostics knowledge

Education

Bachelor's degree

Life sciences background preferred

Tools

CRM platforms

Microsoft Office

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

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 and 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 take science a step beyond by developing solutions for some of the world’s toughest challenges.

Discover Impactful Work

Join our collaborative sales team in the Clinical Diagnostics Division as a Senior Clinical Sales Specialist . In this field-based role, you will drive revenue growth, develop new business opportunities, and build lasting customer relationships while representing our portfolio of clinical diagnostics products and services.

The primary customer base includes hospitals, reference laboratories, and physician office laboratories. You will serve as a trusted advisor, using a consultative approach to understand customer needs, laboratory workflows, and business priorities and connect customers with solutions that support their clinical and operational goals.

Territory

This field-based position supports Eastern Pennsylvania, New Jersey, Maryland, Delaware, and Washington, D.C.

Candidates should be located within the territory with reasonable access to a major airport. Travel of approximately 50–75% is expected.

Relocation assistance is not provided for this position.

Key Responsibilities

• Develop and execute strategic territory and account plans to achieve sales and revenue objectives.

• Identify, qualify, and develop new business opportunities across hospitals, reference laboratories, physician office laboratories, and other relevant customer segments.

• Build and maintain strong relationships with key customers and stakeholders throughout the sales cycle.

• Apply a consultative selling approach to understand customer applications, laboratory workflows, business priorities, and technical requirements.

• Position appropriate products, services, and solutions based on customer needs.

• Manage complex sales opportunities from lead generation and qualification through negotiation, contracting, and close.

• Develop and negotiate proposals and agreements, including complex and multi-year opportunities, as applicable.

• Partner effectively with internal commercial, technical, service, marketing, and other cross-functional teams to deliver an effective customer experience.

• Maintain an accurate sales pipeline, account activity, customer information, and forecasts using CRM and sales tracking tools.

• Analyze territory performance, market dynamics, competitive activity, and customer trends to identify opportunities for growth.

• Conduct customer meetings, presentations, product discussions, and business reviews through both in-person and virtual engagement.

• Support customer satisfaction and long-term account development by maintaining consistent communication and coordinating appropriate internal resources.

Education

• Bachelor’s degree or equivalent relevant experience.

• Degree in Biology, Chemistry, Biochemistry, Life Sciences, or a related field is preferred.

Experience

• 6+ years of sales experience in life sciences, laboratory diagnostics, healthcare, or a related field preferred.

• Demonstrated experience generating leads, qualifying opportunities, and developing new business.

• Experience managing customer relationships and progressing opportunities through a complex sales cycle.

• Experience working effectively within collaborative, cross-functional, or matrixed organizations.

Knowledge, Skills and Abilities

• Ability to understand technical products, customer applications, and laboratory workflows.

• Strong consultative selling, negotiation, and relationship-management skills.

• Ability to communicate effectively with customers and internal stakeholders at multiple levels.

• Strong analytical skills, including market analysis, sales performance tracking, forecasting, and pipeline management.

• Ability to understand and navigate relevant product, technical, and regulatory considerations.

• Strong written, verbal, presentation, and interpersonal communication skills.

• Proficiency with CRM platforms, sales tracking tools, and Microsoft Office applications.

• Ability to independently manage a geographically dispersed sales territory and prioritize multiple customer and business needs.

• Ability to collaborate effectively across diverse, cross-functional teams.

• Ability to travel approximately 50–75% within the assigned territory.

Compensation and Benefits

The salary range estimated for this position based in Pennsylvania is $86,300.00–$115,100.00.

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. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• A choice of national medical and dental plans, and a national vision plan, 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 our 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

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.