Technical Sales Specialist - IC
Thermo Fisher Scientific

Work Schedule
Standard (Mon-Fri)

Environmental Conditions
Office

Job Description

Position Summary:

The Technical Sales Specialist (TSS) is a pivotal commercial role within the Chromatography and Mass Spectrometry Division (CMD) at Thermo Fisher Scientific. This outstanding opportunity focuses on selling and supporting Ion Chromatography (IC) products across the United States. By collaborating closely with Account Managers (AM), the TSS enhances business potential and drives revenue growth for the IC product line. The role involves providing technical expertise, strategic mentorship, and competitive positioning, ensuring flawless execution of sales strategies. The TSS will elevate customer interest, emphasizing Thermo Fisher Scientific's value proposition from sample to knowledge.

Key Responsibilities:

Selling Agility

• Identify and prioritize new client opportunities to drive business growth; Coordinate actions to improve market penetration.
• Conduct prospecting and demand generation activities, establishing relationships with key opinion leaders (KOLs) and seeding market awareness.
• Develop trust and valued relationships with major decision makers within account organizations; Clarify goals and maintain the interests of all parties.
• Support Account Managers in strategy development and execution, acting as a trusted advisor and bringing in technical experts when needed.

• Share the voice of the customer with the Business Unit and support new Product Introduction (NPI) prospects to improve adoption rates and revenue.
• Collaborate with commercial sales teams on sales funnel and forecast, consulting with key account managers to achieve sales goals and metrics.
• Apply Thermo Fisher Scientific's sales tools to effectively manage accounts, opportunities, pipelines, and forecasts with accuracy and timeliness.
• Maintain awareness of competitor and industry activity; Introduce new products and services as available.

• Work adeptly in a team-selling environment, engaging Account Managers and internal resources to solve customer challenges.
• Lead collaboration with field application, lab application, and IES specialists to provide technical expertise.
• Represent CMD at knowledge-based seminars and customer experience workshops.
• Offer mentorship and guidance to Account Managers, improving their confidence in selling and competitive positioning.

• 5 years of sales experience in the analytical instrument market.
• Proven track record of sales achievements in a relevant market and managing complex, high-value accounts.
• Master's degree in science or equivalent work experience.
• Business insight of industry sector, markets, key trends, and potential challenges preferred.
• Strongly motivated by the desire to win new business, with a proven relentless pursuit of opportunities.
• Strong interpersonal, oral, written communication, and presentation skills.
• Proficient in English and other languages as required in the assigned region.
• Demonstrated commercial excellence working in a 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.