The Senior Technical Sales Specialist (TSS) LSMS is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. The primary focus of this role is for selling Mass Spectrometry instruments to customers working with Small Molecules. 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 the sales colleagues by selling the product portfolio within new and existing accounts. The TSS elevates the customer's curiosity about 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. The primary focus of this role, is being the Technical Expert selling and assisting account managers in selling Mass Spectrometry instruments to customers working with Small Molecules.
Responsibilities
* Identifies and prioritizes new client opportunities and sales potential in small molecules for the LSMS 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 the Environmental, Food & Safety market, as well as Pharma and other customer segments 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.
* Applies and develops the Business Unit strategy, from prospecting 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 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.
* Serves 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.
* 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.
Qualifications
* 5+ years consistent track record of sales experience in the small molecule mass spectrometry market and running complex, high-value accounts.
* Bachelor's degree required.
* Strong market knowledge and business insight of industry sector, markets and key trends preferred.
* 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 needed 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 values - Integrity, Intensity, Innovation and Involvement.
Benefits
* We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits.
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