Technical Sales Specialist - Trace Elemental Analysis
Technical Sales Specialist - Trace Elemental Analysis
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Job Description
Work Schedule
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Able to lift 40 lbs. without assistanceJob Description
The Technical Sales Specialist (TSS) is a crucial role in Thermo Fisher Scientifics Chromatography and Mass Spectrometry Division (CMD). The TSS focuses on presales selling and supporting Trace Elemental Analysis (TEA) products (ICPOES and ICPMS) in a specific area. This role aims to enhance business potential by collaborating with Account Managers (AM) to increase revenue for the TEA product line. The TSS also provides technical expertise competitive positioning and strategic guidance to support sales colleagues in achieving their targets for both new and existing accounts. Additionally the TSS generates customer interest and promotes Thermo Fisher Scientifics value proposition.
Key Responsibilities:
Selling Agility
Identifies and prioritizes new client opportunities and sales potential to grow the business; coordinates actions to improve market penetration.
Conducts prospecting and demand generation activities by acting as a product thoughtleader at technical forums seeding market awareness and establishing relationships with KOLs.
Understands account organizations builds trust with decision makers clarifies goals and reaches agreements that benefit all parties.
Supports Account Managers with strategy development and . Acts as a trusted advisor for key contacts within an account and brings in technical authorities as needed to advance the solution process.
Drives Growth
Shares the voice of customer towards the Business Unit. Also 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 the sales funnel and forecast in collaboration with commercial sales teams. Consults with key account managers and internal collaborators on forecasts for new and existing business; works on strategies to achieve sales goals and metrics. Builds value proposition with customers.
Uses Thermo Fisher Scientifics sales tools to effectively 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.
Leadership
Works adeptly in a team selling environment engaging the Account Managers and accurate internal company resources to solve customer challenges.
Leads collaboration and coordination with overlay/field application/lab application/and IES specialists (as well as any other internal partner) to provide technical expertise.
Represents CMD at knowledgebased seminars and customer experience workshops.
Offers guidance and mentoring to Account Managers to boost confidence in selling to customers as well as competitive positioning.
Minimum Requirements/Qualifications:
3 years of sales experience in analytical instrument market required. 5 years preferred.
Prior experience with Inductively Coupled Plasma Mass Spectrometry (ICPMS) required.
Proven track record of sales achievements in a relevant market and leading complex highvalue accounts.
Bachelors degree required. Preferably in the sciences. Masters degree preferred. Equivalent work experience may be considered.
Business insight of industry sector markets key trends and potential challenges preferred.
A sales professional with a commercial approach strongly motivated by the desire to win new business and a proven relentless pursuit of opportunities.
Strong interpersonal oral and written communication and presentation skills.
Proficient in English and other languages as required for the assigned region.
Demonstrated commercial excellence working in matrix environment.
Computer proficiency in MS Office CRM.
Ability to travel to customer locations up to 80 including overnight travel.
Territory covers the Gulf Coast US & Southeastern US; residence in the territory is required.
Demonstrate Thermo Fisher Scientific values Integrity Intensity Innovation and Involvement.
Required Experience:
Unclear Seniority
Employment Type
Full-Time
