Technical Sales Specialist, LSMS

Job Description

Position Summary:

The LSMS Technical Sales Specialist (TSS) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This is a technology focused role with the primary responsibility for selling and supporting all CMD products within their assigned technology. In line with the strategic objectives of CMD, the purpose of this role is to improve the business potential through increased sustained revenue growth of our instrument portfolio in the respective product lines. In addition to demonstrating expertise in their assigned technology, the individual supports the sales colleagues by selling the product portfolio within their assigned technology group in new and existing accounts. The TSS elevates the customer’s interest in the products and drives the Thermo Fisher Scientific value proposition from sample to knowledge. 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.

• Uncovers 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.

• Deeply understands account organizations and 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 negotiation strategy development and execution. Acts as trusted advisor for key contacts within an account and brings in technical experts as needed to advance the solution process.

• Apply and develop the Business Unit strategy, from prospection to closing.

Drives Growth

• Shares the voice of customer to the Business Units. Attends technical collaboration visits to Business Unit manufacturing and R&D sites; Supports new Product Introduction (NPI) prospects within territory to increase adoption rates and revenue return.

• Supports and manages the sales funnel and forecast in collaboration with the country leads and their sales teams. Consults with key account managers and internal team members 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 effectively manage 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.

Leadership

• Leads collaboration and coordination with sales-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise.

• Drives for 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 experience workshops. Maintains and enhances technical knowledge on assigned product lines, company literature, and competitive products; Positively always represent Thermo Fisher Scientific throughout customer locations.

• Provides training and coaching to country sales teams to improve confidence in selling to customers in the respective product lines as well as competitive positioning.

• Exchanges of account information and Sales Leads within and across Thermo Fisher Scientific commercial divisions.

• Works expertly in a team selling environment engaging the correct internal company resources to solve customer challenges.

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

Minimum Requirements/Qualifications:

• 5 years proven experience selling chromatography & mass spectrometry instrumentation and managing complex, high-value accounts.

• MS degree in science or equivalent work experience.

• Strong market knowledge and business insight of industry sector, markets, applications and key trends preferred.

• Commercial mentality, strongly motivated to win new business, with proven relentless pursuit of opportunities.

• Ability to explain and sell the technical aspects of Thermo Fisher Scientific’s scientific product portfolio.

• Strong interpersonal, oral and written communication, and technical presentation skills; ability to meet deadlines.

• Ability to work cross functionally in matrix environments.

• Availability to travel to customer locations up to 70% including overnight travel

• Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement