The Technical Sales Specialist (TSS) - IC is an outstanding and ambitious role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This dynamic position focuses on presales activities, primarily selling and supporting Ion Chromatography (IC) products. By closely partnering with Account Managers (AM), the TSS drives revenue growth and implements flawless strategies to improve the IC product line. Bringing to bear technical expertise and strategic mentorship, the TSS cultivates outstanding customer interest and ensures a seamless delivery of our world-class value proposition from sample to knowledge.
Key Responsibilities:
Selling Agility
Identifies and prioritizes new client opportunities and sales potential, coordinating actions to improve market penetration.
Conducts prospecting and demand generation activities, acting as a product thought-leader at technical forums, seeding market awareness, and establishing relationships with key opinion leaders (KOLs).
Develops trust and valued relationships with major decision-makers by deeply understanding account organizations, clarifying goals, and reaching agreement while maintaining the interests of all parties.
Supports Account Managers in developing and effectively implementing strategies, offering mentorship to key contacts, and engaging technical experts as needed to drive the solution process.
Drives Growth
Gathers customer feedback for the Business Unit; accompanies technical visits to manufacturing and R&D sites, assisting in introducing new products to improve customer acceptance and increase profits.
Collaborates with commercial sales teams to support the sales funnel and forecast. Consults with key account managers and internal collaborators to develop strategies for achieving sales goals and metrics.
Applies Thermo Fisher Scientific's sales tools to effectively manage accounts, opportunities, pipelines, and forecasts with accuracy and timeliness.
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 appropriate internal company resources to solve customer challenges.
Leads collaboration and coordination with overlay, field application, lab application, and IES specialists to provide technical expertise.
Represents CMD at knowledge-based seminars and customer experience workshops.
Provides mentoring and guidance to Account Managers to improve confidence in selling to customers and 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 managing complex, high-value accounts.
Bachelor's degree, required. Preferably in the sciences. Master's degree, preferred. Equivalent work experience may be considered
Business insight into industry sector, markets, key trends, and potential challenges preferred.
A sales "hunter" with a commercial approach, strictly motivated by the desire to win new business, with a proven relentless pursuit of opportunities.
Strong interpersonal, oral and written communication, and presentation skills.
Proficient in English; additional 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.
