Technical Sales Specialist - Software

ThermoFisher Scientific; Indianapolis (IN); On-site; USD 112,000 - 169,000; Full time

Benefits offered by this job

Healthcare

Annual bonus

401(k) plan

Stock purchase plan

Tuition reimbursement

Job summary

Thermo Fisher Scientific seeks a Technical Sales Specialist to lead selling and support within CMD across the Western through Midwestern U.S. The role drives revenue growth of instrument and consumables portfolios, collaborates with Account Managers, and advances value propositions in the sample workflow from prospecting to closing.

The successful candidate will apply technical expertise across chromatography software and labs, train sales teams, and travel up to 80% to customer sites while

Qualifications

• 5+ years of sales experience in analytical/instrument markets.
• Bachelor’s degree required; Masters preferred: in science
• Experience with chromatography data systems (CDS) and lab informatics software.

Responsibilities

• Identifies and prioritizes new client opportunities and sales potential for the respective product lines.
• Supports and directs Account Managers to uncover new potential opportunities within this market and customer segment.
• Develops and drives sales strategies across product lines.
• Develops trust with major decision makers and aligns goals.
• Supports Account Managers with strategy development and execution.

Skills

Sales experience

Bachelor’s degree

Masters degree

CDS experience

Travel 80%

Education

Bachelor’s degree in science

Masters degree preferred

Tools

Chromeleon CDS

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Able to lift 40 lbs. without assistance

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 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, like protecting the environment, making sure our food is safe or helping find cures for cancer.

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. In line with the strategic objectives of CMD, the purpose of this role is to enhance 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's value proposition throughout the entire sample workflow. The TSS will act from the prospecting phase up to the closing phase of the deal.

Key Responsibilities

Selling Agility

• Identifies and prioritizes new client opportunities and sales potential for the respective product lines with the result of growing business; Coordinates actions to enhance market penetration;
• Supports and directs Account Managers to uncover new potential opportunities within this market and customer segment with a view to enhance allegiance and sales revenue for Thermo Fisher Scientific;
• Proactively develops and drives sales strategies across the respective product lines;
• Has the ability to develop 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 to advance the solution process;
• Apply and develop the Business Unit strategy, from prospection to closing.

Results Leadership

• Shares the voice of customer towards the Business Unit. Also 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;
• Supports and leads the sales funnel and forecast in collaboration with the country leads and their sales teams. Works on strategies to achieve sales goals and metrics, including value proposition development;
• Uses Thermo Fisher Scientific's sales tools to efficiently handle the 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.

People Leadership

• 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 of 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;
• Serve as a mentor, leader and motivator to the account management team.

Technical Knowledge

• Leads the partnership and coordination with sales-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise
• Develop and maintain expertise in the assigned software portfolio, including chromatography data systems and associated laboratory workflows, and effectively position software capabilities within customers’ broader analytical and digital environments.
• Provides training to country sales teams to improve confidence in selling to customers in the respective product lines as well as driven positioning;
• Maintains and improves technical knowledge on assigned product lines, company literature; Positively always represent Thermo Fisher Scientific throughout 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, Masters’ degree preferred: in science
• Strong market knowledge and business insight of industry sector, markets and key trends preferred
• Experience with chromatography data systems (CDS) and laboratory informatics software; familiarity with Thermo Scientific™ Chromeleon™ Chromatography Data System (CDS) or comparable platforms is highly desirable.
• 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 need in the assigned region
• Demonstrated commercial excellence working in 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
• Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement

Benefits

We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

Accessibility/Disability Access

Job Seekers with a Disability: Thermo Fisher Scientific offers accessibility service for job seekers requiring accommodations in the job application process. For example, this may include individuals requiring assistance because of hearing, vision, mobility, or cognitive impairments. If you are a job seeker with a disability, or assisting a person with a disability, and require accessibility assistance or an accommodation to apply for one of our jobs, please submit a request by telephone at 1-855-471-2255*. Please include your contact information and specific details about your required accommodation to support you during the job application process.

This telephone line is reserved solely for job seekers with disabilities requiring accessibility assistance or an accommodation in the job application process. Messages left for other purposes, such as not being able to get into the career website, following up on an application, or other non-disability related technical issues will not receive a response.

Compensation and Benefits

The salary range estimated for this position based in Massachusetts 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. 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.

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.