Technical Sales Specialist - Gas Chromatography

Work Schedule

Environmental Conditions

Job Description

The Technical Sales Specialist (TSS) is a crucial role in Thermo Fisher Scientific's Chromatography and Mass Spectrometry Division (CMD). The TSS focuses on presales, selling and supporting Gas Chromatography (GC) products in a specific area. This role aims to enhance business potential by collaborating with Account Managers (AM) to increase revenue for the IC 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 Scientific's 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 thought-leader 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 execution. 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 Scientific’s 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 knowledge-based 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

• Proven track record of sales achievements in a relevant market and leading complex, high-value accounts.

• Bachelor’s degree, required. Preferably in the sciences. Master's 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.

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

Compensation