Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of $17 billion and approximately 50,000 employees in 50 countries. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics and increase laboratory productivity. Through our premier brands Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive support.
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.
Successful candidate will possess sales skills to drive revenue growth and achieve sales quota targets. Candidate must have the ability to accurately forecast revenue for the territory. Proven track record in developing customer relationships and building an opportunity pipeline are key for this position.
Knowledge of the LifeTech Consumables portfolio, scientific background, customer service skills are essential. Ability to work and excel in a team environment is necessary to be successful.
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 consummate 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. Become recognized as a technical leader within the sales force.
Essential Functions
PLAN PERFORMANCE AND SALES SKILLS
Apply working knowledge of Professional, Consultative, and Strategic Selling skills to maintain existing business, develop incremental business in existing accounts, and conduct cold calls to develop new accounts.
Demonstrate use of selling skills in the field, such as making good opening statements, connecting with the customer, asking high gain questions, creating the value proposition and closing.
Participate in sales training programs as presented by the company to develop appropriate selling skills consistent with the Company philosophy, policies and procedures.
ACCOUNT MANAGEMENT
Call on all organizational levels and functional areas within assigned account which influence purchasing decisions.
Develop, write, and execute a strategic 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 RM, 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 annually or more frequently.
Maintain and increase current customer database through Company customer relations management software (Siebel CRM). Use system completely to fulfill management expectations 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, which includes emerging customers.
Attain or exceed assigned sales goals, profit goals, and market share goals consistently within expense guidelines.
COMMUNICATION, WRITTEN AND ORAL
Provide regularly 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
Learn and / or demonstrate required computer skills within the requirements of the job description, daily e-mail synchronizing is required.
Maintain assigned equipment and tools provided by the Company in clean and working condition.
Communicate account objectives and action plans to management via monthly. Field Sales Market Reports (FSMR) and other communication vehicles. Prepare and deliver monthly FSMR to the RM by the due date.
Complete, submit, and deliver expense reports to RM within 30 days from time the expense has occurred.
TIME MANAGEMENT
Field travel as necessary (approx. 5 days per week)
Complete assigned tasks and reports in a timely and complete manner.
Utilize proven organizational skills to successfully manage territory sales activities.
Track personal time, sick days and vacation taken with report to Human Resources when time taken has occurred.
Generally academic and government accounts require approximately 15 consultative sales calls per day depending on the nature of the territory with approximately 5 field days per week (consult with RM for further detail).
CORPORATE POLICY AND PROCEDURES COMPLIANCE
Manage contracts/quotations within IVGN Guidelines by extending competitive pricing as needed to maintain and increase margin / revenues with guidance from RM and/or marketing.
Become and maintain familiarity with Company policies and procedures and strive to present a professional image as a Company ambassador.
TECHNICAL COMPREHENSION
Provide product and other relevant information to customers via daily phone contact and personal visits for all aspects of IVGN business to generate sales.
Utilize excellent level of product knowledge and applications to successfully conduct effective consultative selling presentations.
Utilize knowledge of existing and potential customer status regarding Company and competitors products in selling presentations.
Support marketing programs and programs in other territories as assigned by the Sales Manager.
Education:
Requires a Bachelor s Degree in Biology, Molecular Biology, Biochemistry or related field; or the equivalent knowledge and experience.
Experience:
Requires a minimum 5 years of related work experience (lab experience preferred) and at least 3 years of related sales experience with government accounts. In-depth knowledge of Cell Culture and Molecular Biology is required. Knowledge of accounts in territory preferred. Experience with customer contact, teaching or public speaking helpful. Experience in IVGN Manufacturing, R&D, Technical Service, Customer Service helpful. Demonstrated proficiency with computer applications, including MS Word, Excel, Outlook, PowerPoint, or like programs helpful.
*LI-EB1