Job ID 30647BR
All of our employees share a common set of values – Integrity, Intensity, Innovation and Involvement. Our ability to grow year after year is driven by our ability to attract, develop and retain world-class people who will thrive in our environment and share in our desire to improve mankind by enabling our customers to make the world healthier, cleaner and safer.
If you share in our values and if you’re looking for an employer who is strongly committed to developing talent and rewarding achievement, come grow with us at Thermo Fisher Scientific.
This field sales-based position requiring an advanced level of technical aptitude. Manage sales processes in assigned geography in accordance with approved sales and marketing plans. Understand and use product features, benefits and applications along with selling and business-building skills to successfully promote and complete the sale of products and services to achieve or exceed the assigned territory sales plan. Serve as a driver of business development at assigned major customer call points to penetrate and grow current and new business.
PLAN PERFORMANCE AND SALES SKILLS
Consistently achieve or exceed the territory sales plan by maintaining existing business, developing incremental business in existing accounts, and conducting cold calls to develop new accounts.
Demonstrated use of selling skills in the field, such as making good opening statements, connecting with the customer, asking high gain questions, creating a value proposition and closing. Has proven Strategic Selling skills.
Participate in sales training programs as presented by the company to develop appropriate selling skills consistent with the Life Technologies’ philosophy, policies and procedures.
Call on all organizational levels and functional areas, using Strategic Selling techniques within assigned account which influence purchasing decisions.
Develop, write, and execute a business plan for managing assigned territory annually, updated quarterly.
Develop presentations and customer proposals for such things as supply agreements, supply contracts and preferred vendor agreements with assistance from DM, Marketing and/or Technical Sales Specialist.
Host and assist product shows either at assigned accounts or locally on a routine basis such as semi annually.
Set up and coordinate technical seminars by internal customers such as Research & Development, Marketing and / or Technical Sales Specialist either on customers site or locally on a consistent basis.
Maintain and increase current customer database through Life Technologies’ /Thermo Fisher’s customer relations management software (Siebel CRM). Use system completely to fulfill management expectations for recording and utilizing customer and sales information.
Utilize data sources to analyze and capitalize on territory opportunities with the greatest ROI. Communicate key competitive activities, trends, and changing customer development plans and priorities, to include emerging customers.
Attain or exceed assigned sales goals, profit goals, and market share goals consistently within expense guidelines.
COMMUNICATION, WRITTEN AND ORAL
Provide regular oral and written communication of successes, failures, best practices etc to improve the overall operating efficiency of the team, region and sales organization.
Contact and return calls to research scientists at all accounts for sales presentations, information through telephone, e-mail or personal visits daily.
Communicate account objectives and action plans to management via weekly calls and reports as well as other communication vehicles.
Complete, submit, and deliver expense reports to DM within 30 days from time the expense has occurred.
Provide product and other relevant information to customers via daily phone and email contact and personal visits for all aspects of Life Technologies/Thermo Fisher Scientific’s business to generate sales.
Utilize existing and potential customer status regarding Company and competitors’ products in strategic selling presentations.
Support marketing programs and programs in other territories as assigned by the Sales Manager, and assume a leadership role in doing so.
NATURE & SCOPE:
Strong organizational and prioritization skill are essential. Must have analytical and business planning skills. Capacity to manage expenses and execute sales and marketing plans. Possess excellent written and verbal communication skills to many diverse customer audiences such as Economic Decision Makers and other influencers. Strong capabilities to interface effectively with all customer types. Ability to function effectively in a high performance team.
Demonstrates a positive attitude and desire to succeed. Has proven Professional, Consultative and Strategic Selling Skills.
Requires a Bachelor’s Degree in Biology, Molecular Biology, Biochemistry , Biotechnology, or related field; or the equivalent combination of knowledge and experience.
Requires a minimum of 3 years related work experience and at least 1-2 years of related sales experience.
In-depth knowledge of Cell Culture and Molecular Biology is required.
Demonstrated proficiency with computer applications, including MS Word, Excel, Outlook, PowerPoint, or like programs.
Field selling experience in the Academic Research Market.
Experience with customer contact, teaching or public speaking helpful.
Experience in manufacturing, R&D, technical service, customers service helpful.