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.
A field sales-based position requiring an advanced level of technical aptitude. 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 complete 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.
PLAN PERFORMANCE AND SALES SKILLS
Consistently 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.
Demonstrated use of selling skills in the field, such as making good opening statements, connecting with the customer, asking high gain questions, creating a value proposition and closing. Has proven Strategic Selling skills.
Participate in sales training programs as presented by the company to develop appropriate selling skills consistent with the Thermo Fisher philosophy, policies and procedures.
Call on all organizational levels and functional areas, using Strategic Selling techniques within assigned account which influence purchasing decisions.
Develop, write, and execute a 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 DM, Marketing and/or Technical Sales Specialist
Host and assist product shows either at assigned accounts or locally on a routine basis.
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 on a consistent basis.
Maintain and increase current customer database through Thermo Fisher customer relations management software (Siebel CRM). Use system completely to fulfill management expectations for 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, to include emerging customers.
Attain or exceed assigned sales goals, profit goals, and market share goals consistently within expense guidelines.
COMMUNICATION, WRITTEN AND ORAL
Provide regular 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.
Maintain assigned equipment and tools provided by the Company in clean and working condition.
Communicate account objectives and action plans to management via weekly calls and reports as well as other communication vehicles.
Complete, submit, and deliver expense reports to RM within 30 days from time the expense has occurred.
Field travel as necessary (approx. 4-5 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.
Expectation for industrial and academic accounts requires approximately 12 consultative calls per day with 5 field days per week (consult with DM for further detail).
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 comprehensive product and application knowledge to successfully conduct effective consultative and strategic selling presentations.
Utilize existing and potential customer status regarding Company and competitors’ products in strategic selling presentations.
Support marketing programs and programs in other territories as assigned by the Sales Manager, and assume a leadership role in doing so.
Requires a Bachelor’s Degree in Biology, Molecular Biology, Biochemistry or related field; or the equivalent knowledge and experience.
Requires 3-5 years direct bioscience sales experience. Knowledge of Cell /Molecular Biology and Genomics is preferred . Experience with customer contact, teaching or public speaking helpful. Demonstrated proficiency with computer applications, including MS Word, Excel, Outlook, PowerPoint, or like programs helpful.