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Inside Sales Representative, Genetic Sciences - Burlington, ON
The individual must demonstrate a working knowledge of Sanger Sequencing / Capillary Electrophoresis products and workflow in general laboratory practice. General experience in other genetic analysis methods is highly desirable. This person should be comfortable using telephone selling skills to build customer rapport, develop a consultative sales relationship, provide solutions through the use of our products, and create a clear value proposition for Thermo Fisher Scientific's products and winning orders. Using Professional Selling Skills (PSS) as a framework, the individual will maximize sales and strategic selling effectiveness. The candidate will be asked to 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. This individual will participate in and utilize product and systems training, marketing campaigns, and special projects as presented by the Company to develop appropriate selling skills consistent with Company philosophy, policies, and procedures.
Attain or exceed assigned sales, profit, and market share goals consistently while working within budgetary guidelines. Prospect and develop relationships with new customers. Develop and execute the targeted program sales activities for specific territory. Nurture existing customer relationships with a particular focus on increasing overall revenue and reagent attachment with customers using both existing and newly placed platforms. Utilizes data sources to analyze and develop sales opportunities with the greatest ROI. Develop and grow current customer database through Company customer relationship management, utilizing Siebel CRM to as the system of record for sales activities. Make outbound telephone calls to all organizational levels and functional areas where purchasing decisions are made. Communicates key competitive activities, market trends, and changing customer direction within the organization.
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. Communication with research scientists at all accounts to convey product information, sales presentations, and information through telephone, e-mail, and written correspondence. Communicate account objectives and action plans to management on a regular basis.
TIME MANAGEMENT Complete assigned tasks and reports in a timely and complete manner while maximizing productivity during key selling time. 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’s 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 deliver sales presentations to address customers’ research needs and increase sales Develop needed genetic analysis product knowledge sufficient to successfully conduct an effective telephone sales presentation. Understand competitive landscape within accounts and be able to provide like or better products from the Company portfolio. Support marketing programs and programs in other territories as assigned by the Sales Manager.
NATURE AND SCOPE
Develop analytical and business planning skills. Possess excellent written and verbal communication skills to many diverse customers and influencers. Demonstrates the ability to communicate effectively with all customer types. Shows an ability to function effectively in a heavily matrixed and high performance team. Demonstrates a positive attitude and desire to succeed. Exhibits a high degree of flexibility in adapting to a rapidly changing business environment. Develops platform, organizational and prioritization skills. Job encounters diverse work situations involving a moderate degree of complexity.
Requires a Bachelor’s Degree in Biology, Molecular Biology or Biochemistry – Advanced Degrees are a plus.
Preference for laboratory, 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 required.
Candidate must be available to work various times during the workweek to accommodate best calling times in multiple North America time zones. Be able to travel as needed for required meetings and customer visits (<10%). This may include a variable work schedule to accommodate customer availability. The employee must occasionally lift objects up to 40 lbs. such as catalog cases. Maintain assigned equipment and tools provided by the Company in clean and working condition.
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