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San Jose, California, United States · On-site
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Irvine, California, United States • Remote OK
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The Technical Sales Specialist is responsible for driving revenue growth for mass spectrometry products by identifying new client opportunities and supporting account managers. They act as a trusted advisor to customers, managing the sales process from prospecting to closing while providing technical expertise and training.
Candidates must have at least 5 years of sales experience in the analytical instrument market and hold a bachelor's degree in science. Strong interpersonal skills, the ability to travel up to 80%, and a proven track record in managing complex, high-value accounts are required.
As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every day by enabling our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping take science a step beyond through solutions for some of the world’s toughest challenges, such as protecting the environment, ensuring food safety, and helping find cures for cancer.
Position Summary
The Technical Sales Specialist (TSS) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This technology-focused role is responsible for driving sales growth and providing commercial and technical support for CMD’s Life Science Mass Spectrometry portfolio. In alignment with CMD’s strategic objectives, the TSS helps expand business potential through sustained revenue growth across and assigned product portfolio.
In addition to demonstrating deep expertise in Life Science Mass Spectrometry, the individual partners with sales colleagues to position and sell the product portfolio into new and existing accounts. The TSS builds customer interest, communicates the Thermo Fisher Scientific value proposition from sample to knowledge, and supports opportunities from prospecting through deal closure.
Identify and prioritize new client opportunities and sales potential for assigned product lines to drive business growth. Coordinate actions that enhance market penetration.
Support and guide Account Managers in uncovering new opportunities within specific market and customer segments to strengthen customer allegiance and increase sales revenue for Thermo Fisher Scientific.
Proactively develop and execute sales strategies across assigned product lines.
Build trusted and valued relationships with key decision makers. Clarify customer goals, align solutions, and reach agreement while maintaining the interests of all parties.
Support Account Managers with strategy development and execution. Act as a trusted advisor within accounts and engage technical experts as needed to advance the solution process.
Apply and execute the Business Unit strategy from prospecting through deal closure.
Share the voice of the customer with the Business Unit. Conduct technical visits to Business Unit, manufacturing, R&D, and demonstration center sites as needed. Support New Product Introduction (NPI) opportunities within the territory to improve adoption rates and revenue return.
Support and manage the sales funnel and forecast in collaboration with sales teams. Develop strategies to achieve sales goals and key metrics, including value proposition development.
Use Thermo Fisher Scientific sales tools to manage accounts, opportunities, pipeline, and forecasts accurately and in a timely manner.
Maintain awareness of competitor and industry activity and share relevant insights with the team.
Develop close working relationships with Key Opinion Leaders (KOLs) and scientific leaders to promote specific LSMS products and solutions.
Represent CMD at knowledge-based seminars and customer workshops. Exchange account information and sales leads within and across Thermo Fisher Scientific commercial divisions.
Work effectively in a team-selling environment while engaging the appropriate internal resources to address customer challenges.
Serve as a mentor and leader to motivate and support the account management team.
Lead partnership and coordination with sales, field applications, laboratory applications, service specialists, and other internal partners to provide technical expertise.
Provide training to sales teams to increase confidence in customer discussions, improve product positioning, and support growth across assigned product lines.
Maintain and continuously improve technical knowledge of assigned product lines. Consistently represent Thermo Fisher Scientific positively and professionally to customers.
5+ years of sales experience in the analytical or relevant instrument market, with a consistent track record of managing complex, high-value accounts.
Bachelor’s degree in the sciences required; advanced degree preferred.
Deep understanding of LC-MS scientific workflows, applications, and customer needs in relevant markets.
Strong business acumen and knowledge of key industry trends in Research, BioPharma, Clinical, and Industrial markets.
Experience conducting seminars and delivering presentations.
Strong commercial mindset, motivated by winning new business, with a demonstrated track record of success.
Strong interpersonal, oral and written communication, and presentation skills.
Fluent in English.
Demonstrated commercial excellence working in a matrixed environment.
Ability to explain and sell the technical aspects of Thermo Fisher Scientific’s scientific product portfolio.
Possess a valid driver’s license with ability to travel to customer locations up to 70%, including overnight travel.
Demonstrate Thermo Fisher Scientific values: Integrity, Intensity, Innovation, and Involvement.
Benefits
We offer a competitive salary plus an annual incentive plan, 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.
Our Mission is to enable our customers to make the world healthier, cleaner and safer. As one team of 100,000+ colleagues, we share a common set of values — Integrity, Intensity, Innovation and Involvement — working together to accelerate research, solve complex scientific challenges, drive technological innovation, and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds, and perspectives are valued.
Apply today! http://jobs.thermofisher.com
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:
A choice of national medical and dental plans, and a national vision plan, including health incentive programs
Employee assistance and family support programs, including commuter benefits and tuition reimbursement
At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount
For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards
About Thermo Fisher Scientific Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. For more information, please visit www.thermofisher.com.
Offices: 168 Third Avenue, Waltham, MA, US
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