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Selling Agility
1. Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies.
2. Increase share of wallet within existing accounts by identifying under penetrated areas, demonstrating CMD’s value proposition, designing the appropriate solution, and closure of opportunities.
3. Leads and cultivates account relationships to drive expansion and renewals across the full CMD portfolio (analytical instruments, consumables, services); provides product assistance, consultation, and problem solving to customers as vital and expedites orders.
4. Identifies, documents and confirms the best technology choice to meet the customer needs.
5. Provides quotation, negotiates contracts and closes orders with end users as well as purchasing departments and supports all procurement processes.
6. Applies data and metrics to develop and report on account development strategies and tactics.
7. Adaptable to customers’ needs, as well as to conditions and trends that affect them and work independently to lead customer relationships.
Results Leadership
8. Expands current account penetration and share of wallet. Grows organically, broader and deeper with all primary products. Leverages cross-sell motions and activities.
9. Leads direction for the territory; Develops sales strategies to meet plan and expand business within assigned territory; Maintains pipeline of opportunities to meet or exceed all quarterly sales objectives.
10. Uses Thermo Fisher Scientific’s sales tools to effectively handle accounts, opportunities, pipelines and forecast in an accurate and timely manner.
11. Maintains awareness of competitor and industry activity. Introduces new products and services as available.
Technical Knowledge
12. Leads partnership and coordination with (technical) sales-/ field application-/ lab application specialists to provide technical expertise
13. Attends and runs technical business presentations, and when required, trade shows, user meetings and other customer events; Positively always represents Thermo Fisher Scientific throughout customer locations
14. Exchanges of account information and Sales Leads within and across Thermo Fisher Scientific commercial divisions
15. Works adeptly in a team selling environment engaging the best internal company resources to address customer challenges
16. Proficiency in analysing sales data, market trends, customer behaviour, and financial metrics to create accurate financial projections and revenue forecasts.
17. Experience in developing and adjusting sales forecasts based on historical data, market trends, sales pipeline information, and changing market conditions.
Minimum Requirements/Qualifications:
18. 3+ years of validated sales experience preferred in analytical instrument markets, with a track record of achieving sales targets and driving revenue growth.
19. Bachelor’s degree in Chemistry or Biology or other applied sciences fields or equivalent combination of education and experience.
20. Strong market knowledge and professional network.
21. Experience in conducting on site customer seminars and technical presentations.
22. Commercial mentality, strongly motivated by desire to win new business, with shown steadfast pursuit of opportunities
23. Strong interpersonal, oral and written communication, and presentation skills
24. Proficient in English both written and oral
25. Full UK driving license.
26. Confirmed commercial excellence working in matrix environment
27. Computer proficiency in MS Office, CRM
28. Ability to explain and sell the technical aspects of Thermo Fisher Scientific’s scientific product portfolio
29. Ability to travel to customer locations up to 80% including overnight travel
30. Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement
Benefits
We offer competitive remuneration, annual 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!