Technical Sales Specialist - Toronto, Canada - Thermo Fisher Scientific

Thermo Fisher Scientific

Verified Company

Toronto, Canada

1 week ago

Posted by:

Sophia Lee

beBee Recruiter

Description

The Technical Sales Specialist (TSS) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific.

This is a Presales focused role with the primary responsibility for selling and supporting Life Science Mass Spectrometers (LSMS) product portfolio within the assigned geography.

In line with the strategic objectives of CMD, the purpose of this role is to improve the business potential by working collaboratively with the Account Managers (AM) within the geography to increase and sustain revenue growth of the LSMS product line.

In addition to achieving their own product specific targets, the TSS supports the sales colleagues by providing technical expertise, competitive positionings and strategic guidance on growing the product line success for both new and existing accounts.

The TSS reveals and elevates the customer's interest in the products and drives the Thermo Fisher Scientific value proposition from sample to knowledge.

Key responsibilities:

Selling Agility

Identifies and prioritizes new client opportunities and sales potential for the result of growing business; Coordinates actions to enhance market penetration
Conduct prospecting and demand generation activities by acting as a product thoughtleader at technical forums, seeding market awareness, and establishing relationships with KOLs
Deeply understands account organizations and 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 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

Drives for close working relationships with Key Opinion Leaders (KOL) and scientists' leaders to promote specific CMD products and solutions
Represents CMD at knowledgebased seminars and customer experience workshops. Maintains and enhances technical knowledge on assigned product lines, company literature; Positively always represent Thermo Fisher Scientific throughout customer locations
Provides training and coaching to country sales teams to improve confidence in selling to customers as well as competitive positioning
Works adeptly in a team selling environment engaging the correct internal company resources to solve customer challenges

Minimum Requirements/Qualifications:

5+ years of sales experience in analytical instrument market.
Proven track record of sales achievements in a relevant market and leading complex, highvalue accounts
Masters' degree in science or equivalent work experience
Business insight of industry sector, markets, key trends and potential challenges preferred
A sales "hunter" with Commercial mindset, strongly motivated by desire to win new business, with proven relentless pursuit of opportunities
Strong interpersonal, oral and written communication, and presentation skills
Fluent in English and other languages as need in 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

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.