When you are part of the team at Thermo Fisher Scientific, you will do important work, and you will be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, you will find the resources and opportunities to make significant contributions to the world.
Inside Sales Representative - Carlsbad, CA
PLAN PERFORMANCE AND SALES SKILLS
Coordinate the entire sales process for assigned accounts. Demonstrate use of telephone selling skills, such as making good opening statements, connecting with the customer, building relationships, asking open-ended and high gain questions to determine needs, providing solutions through the use of our products, creating the value proposition and closing the deal. It is also expected that the corporate selling approach (PSS) will be practiced to improve overall strategic selling effectiveness.
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.
Participate in sales, product and systems training, marketing campaigns, special projects as presented by the Company to develop appropriate selling skills consistent with Company philosophy, policies, and procedures.
Maintain and increase current customer database through Company customer relation’s management software (Siebel CRM).
Prospect and develop relationships with new customers. Coordinate on-going customer relationships with a particular focus on up selling and cross selling. Attain or exceed assigned sales, profit, and market share goals consistently with respect to expense guidelines.
Develop and execute an annual sales plan for managing assigned territory, updated quarterly.
Make outbound telephone calls to all organizational levels and functional areas where purchasing decisions are made.
Utilize data sources to analyze and develop sales opportunities with the greatest ROI. Communicate key competitive activities, market trends, and changing customer development plans and priorities, which include emerging customers.
COMMUNICATION, WRITTEN AND ORAL
Regularly provide written and verbal communication of successes, failures, best practices, etc. to improve the overall operating efficiency of the team, region and sales organization.
Communicate with research scientists at all accounts for product information, sales presentations, and information through telephone, e-mail, and written correspondence.
Communicate account objectives and action plans to management via daily interactive updates, monthly summary reports and other communication vehicles.
Complete assigned tasks and reports in a timely and complete manner while maximizing prime calling periods.
Meet ALL sales call objectives.
Develop organizational skills necessary to successfully manage territory sales activities.
CORPORATE POLICY AND PROCEDURES COMPLIANCE
Coordinate contracts/ quotations within Thermo Fisher Scientific guidelines by extending competitive pricing as needed to maintain and increase margin/ revenues with guidance from management and/ or marketing.
Required to learn and practice Company policies and procedures and strive to present a professional image as a Company ambassador.
Achieve daily customer phone contact objectives to provide product and relevant information for all aspects of gaining and servicing Thermo Fisher Scientific business at all accounts to generate sales.
Develop product knowledge sufficient to successfully conduct an effective telephone sales presentation.
Learn existing and potential customer status regarding Company and competitors’ products.
Support marketing programs and programs in other territories as assigned by the Sales Manager.
Communicate to all organization levels and functional areas as well as internal and external customers.
Nature and Scope:
Develop analytical and business planning skills.
Possess excellent written and verbal communication skills to many diverse customer audiences and influencers.
Strong capabilities to interface effectively with all customer types.
Ability to function effectively in a high performance team.
Demonstrate a positive attitude and desire to succeed.
Exhibit a high degree of flexibility in adapting to a rapidly changing business environment. Develop platform, organizational and prioritization skills.
Job encounters diverse work situations involving a moderate degree of complexity.
BA/BS degree required, preferably in Life Sciences. Master’s Degree is a plus.
Preferred lab, selling and/or customer contact experience. Computer skills in MS Word, Excel, Outlook, PowerPoint, or like programs required. Excellent organization skills as well as demonstrated ability to meet goals and objectives is required.
Be able to travel as needed for required meetings and quarterly customer visits. Must be available to work various times during the workweek to accommodate best calling times in multiple North America time zones. This may include a variable work schedule to accommodate customer availability. The employee must occasionally lift objects up to 40 lb such as catalog cases. Maintain assigned equipment and tools provided by the Company in clean and working condition.
At Thermo Fisher Scientific, each one of our 55,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.