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Job ID :
50045BR
Location :
Italy - Milan
:
Job Description
Position Summary:

Responsible for supporting and selling Molecular Spectroscopy instrumentation to North Italy accounts.

Key Duties and Responsibilities:
  • Responsible for identifying prospective buyers of the company’s products and services within a defined geographical region in overlap with our agent network. This activity will require a high level of business development.
  • Seeking out for new accounts within the defined territory as well as servicing of existing accounts.
  • Execute professional sales calls to increase sales growth and territory penetration
  • To negotiate contracts and close orders with end users and purchasing departments and support all procurement processes.
  • Maintain and regularly enter accurate and complete customer data and sales project information into the company sales database Sales Force.com
  • Provide accurate and timely monthly sales forecasts to sales management
  • Ability to clearly identify and interpret customer’s requirements, shape and align those requirements to Thermo Fisher Scientific capabilities and apply Thermo Fisher Scientific solutions to the customer’s needs and effectively communicate these to customers.
  • Coordinate activities with other Thermo Fisher Divisions to maximize exposure at accounts, for example:
  • Organizing Seminar and Workshop
  • Sponsoring Account Technology Events
  • Exchanging account Information and Sales Leads with other Thermo Fisher Scientific sales colleagues
  • Be responsive to customers’ needs, as well as to conditions and trends that affect them and work independently to manage customer relationships
  • Attend and support through technical and business presentations, when required, tradeshows, user meetings, customer seminars and other customer events.
  • Serves as a product specialist in the sales process and provide effective on-customer-site product presentations of all assigned products
  • Plan and provide to customers order wining demonstration of our instrumentation
  • Commercially aware and responsive to the conditions that affect the business. These conditions include knowledge of competition – their products, pricing, procedures and personnel; of customers – their organizations and procedures; of the industries represented by customers.
  • When required, assist in the yearly planning of the future financial performance of the Company by providing insight into the prospects for growth in the defined territory.
  • Work cooperatively and effectively with your immediate colleagues in the Thermo Fisher Scientific Sales and Service groups as well as with other Thermo Fisher Scientific colleagues to ensure at all times a high level of customer satisfaction with our products and services.
  • Utilise divisional resources in the performance of all responsibilities.
  • Consistently achieve/ exceed order bookings objectives on a monthly, quarterly and yearly basis.

Minimum Requirements/Qualifications:
  • Degree level qualification in a scientific discipline preferably Chemistry
  • High knowledge of Material Sciences
  • Relevant experience in a commercial environment, preferably capital analytical equipment sales (Capital Equipment in the field of Material Science would be a plus)
  • Must have experience of managing key accounts at multinational companies and have ability to building relationships with stakeholders at these focus accounts
  • A proven track record in achieving sales quotas and experience in Territory Management
  • A working knowledge of FT-IR, NIR, Raman and NMR
  • Must also have a broad familiarity with the following industries: Academia, Pharmaceutical, Chemical, Polymers, Food, Material Sciences and Petrochemical/Petroleum industry.
  • Ability to grow the business by identifying new target accounts each year and be able to develop and execute territory plans.

Personal Spec
  • Excellent communication and presentation skills
  • Excellent time management and ability to multi task
  • Highly motivated and competitive
  • Can lead a discussion with scientists as well as commercial stakeholders
  • Attention to detail and accuracy
  • Personable phone manner
  • Maintain a professional appearance
  • Self- starter and proactive
  • Must be a team player with ability to interface across internal and external complex matrix organizations
  • Ability to travel within the defined geographical area and to demonstration facilities across Europe. May require overnight stays on occasions up to 50%
  • High level of IT skills/computer literacy

Non-Negotiable Hiring Criteria:
  • Degree level or high qualification in a scientific discipline preferably Chemistry or Physical sciences
  • Experienced Sales Professional with a proven track record in achieving sales quotas and managing sales territory and product knowledge of molecular and or Material Sciences.
  • The ability to work on own initiative and to meet deadlines and targets.
  • Must be highly sales driven and have the ability to work on their own and be creative in developing tactical sales plans and executing these in a timely fashion to deliver results.
  • Excellent communication skills, both written and oral.
  • A good level of interpersonal, motivational and organisational skills
  • Must live on territory, preferably Milan area, or be able to relocate
  • Approximately 80% of time will be spent travelling through the territory
  • Valid Driving license
  • Experience of using sales database, outlook and MS office suite


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