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Job ID :
46287BR
Location :
United Kingdom - Altrincham|United Kingdom - Rugby|United Kingdom - Remote / Field|United Kingdom - Warrington|United Kingdom - Winsford
:
Job Description

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of $17 billion and 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. Our four premier brands - Life Technologies, Thermo Scientific, Fisher Scientific and Unity Lab Services - offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive support.

Job Title: Sales Specialist – Laboratory Equipment and Consumables
Reports To: Business Director Lab Consumables
Group/Division: Laboratory Products Group/Lab Consumables Division
Career Band: 6
Job Track: Professional
Position Location: UK


Position Summary: As the Sales Specialist, Lab Equipment and Consumables you will be responsible for achieving budgetary targets across several key product lines and supporting the tools portfolio of the Laboratory Consumable Division (LCD) and for providing field level expertise to Thermo Fisher Scientific commercial teams and customers in the North West.

Sales Targets and Objectives:
  • Ensure sales volume, revenue and product mix and meet the agreed business plan
  • Ensure timely delivery of reporting and forecasting through utilisation of the company sales tools
  • Monitor sales performance and devise corrective action plans with Line Manager where necessary
  • Create demand pull in the territory through targeted customer visits and maximizing the utilisation of marketing collateral
Territory Coverage:
  • Maintain a structured calling plan to ensure regular visits (including joint visits with Channels) to new and existing customers to promote the Company’s products and services
  • Make sufficient prospecting calls each week to ensure that the pipeline is of sufficient value to meet the monthly sales target
  • Support the Channel sales force with the execution of promotional material, identification of training gaps and basic product knowledge
  • Interaction with LPD Channel Management to ensure alignment of activities to the Channel Management strategy
  • Ensure correct focus given to Key Accounts, Focus Accounts and Corporate Accounts across your territory
  • Engage with the other Sales Specialists in the territory to create and drive inter divisional cooperation by establishing LPD geographical teams
  • Develop leads and opportunities for the Application Sales team
  • Generate leads and opportunities for cross-divisional colleagues, and participate in geographical working teams with regular meetings to review and share customer and market information
  • Categorise accounts according to market type and growth potential
  • Provide cover in the absence of other Sales Specialists, or to assist with a specific promotion in a given area or to carry out training sessions, as and when required
  • To attend Sales Meetings and when required, organise and attend local exhibitions
  • Interact interdepartmentally as required
Records and Reporting:
  • Keep all customer records accurate and up to date using the Company CRM regularly, including brief reports of all visits
  • Use the Company CRM to log all opportunities and campaigns
  • Maintain Key Account plans to maximise business at major accounts
  • Provide reports as required
  • Adhere to all Company internal and ISO9000 procedures
Product and Company Knowledge:
  • Ensure adequate knowledge of entire product range and services
  • Maintain up to date knowledge of the Company and its structure
Market Knowledge:
  • Identify all decision makers and influencers at the customer account, major future developments, projects and tenders in the territory
  • Maintain comprehensive knowledge of the competitive landscape to enable successful execution of the business strategy
Cost Management:
  • Keep selling costs to a minimum, always within company guidelines
Travel Requirements:
  • Approximately 80% of time will be spent travelling through the territory

Minimum Requirements/Qualifications:
  • Must live on territory or be able to relocate
  • Valid driving licence
  • Science Qualification, Degree or equivalent preferable
  • In depth knowledge of laboratory products
  • Excellent communication and presentation skills
  • Relevant Sales experience in a similar market environment
  • Smart, professional appearance
  • Strong business acumen and a demonstrated ability to develop and maintain professional and personal relationships with key Channel partners and customers positively impacting business growth
  • Excellent negotiation and Account Management skills
  • Strong organisational and time management skills
  • Fully conversant with MS Office suite

Non-Negotiable Hiring Criteria:
  • Demonstrate experience managing complex, high-value accounts in a matrix environment
  • A strong team player with proven ability to coordinate activities and influence actions across a Channel team of resources not directly reporting



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