Technical Sales Specialist - Gas Chromatography & GC-MS

About this role

Work Schedule Standard (Mon-Fri) Environmental Conditions Office Job Description

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

The Technical Sales Specialist (TSS) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. The territory covers markets throughout the Upper Midwestern United States.   This is a technology focused role with the primary responsibility for selling and supporting within CMD. In line with the strategic objectives of CMD, the purpose of this role is to enhance the business potential through increased sustained revenue growth of our instrument and consumables portfolio in the respective product lines. In addition to demonstrating expertise in their assigned technology, the individual supports the sales colleagues by selling the product portfolio within group in new and existing accounts. The TSS elevates the customer’s curiosity about the products and drives the Thermo Fisher Scientific value proposition from sample to knowledge. The TSS will act from the prospecting phase up to the closing phase of the deal.

This is a technology-focused commercial role requiring strong technical expertise in gas chromatography (GC) and gas chromatography-mass spectrometry (GC-MS). The successful candidate will combine scientific and applications knowledge with commercial skills to understand complex customer workflows, identify analytical challenges, and position GC and GC-MS solutions that address customer needs. Experience working directly with GC and/or GC-MS instrumentation, applications, method development, or technical selling is highly valued. Key Responsibilities:

Selling Agility • Identifies and prioritizes new client opportunities and sales potential for the respective product lines with the result of growing business; Coordinates actions to enhance market penetration;

• Supports and directs Account Managers to uncover new potential opportunities within this market and customer segment with a view to enhance allegiance and sales revenue for Thermo Fisher Scientific;

• Proactively develops and drives sales strategies across the respective product lines;

• Has the ability to develop trust and valued relationships with major decision makers; clarifies goals and reaches agreement while maintaining the interests of all parties;

• Supports Account Managers with strategy development and execution. Acts as trusted advisor within an account and brings in technical authorities as needed to advance the solution process;

• Apply and develop the Business Unit strategy, from prospection to closing.

Results Leadership • Shares the voice of customer towards the Business Unit. Also attends technical visits to Business Unit, manufacturing, R&D sites, and Demo centers; Supports new Product Introduction (NPI) prospects within territory to improve adoption rates and revenue return;

• Supports and leads the sales funnel and forecast in collaboration with the country leads and their sales teams. Works on strategies to achieve sales goals and metrics, including value proposition development;

• Uses Thermo Fisher Scientific’s sales tools to efficiently handle the accounts, opportunities, pipelines and forecast in an accurate and timely manner;

• Maintains awareness of competitor and industry activity; Introduces new products and services as available.

People Leadership • Develops close working relationships with Key Opinion Leaders (KOL) and scientists’ leaders to promote specific CMD products and solutions;

• Represents CMD at knowledge-based seminars and customer workshops. Exchanges of account information and Sales Leads within and across Thermo Fisher Scientific commercial divisions;

• Works adeptly in a team selling environment engaging the correct internal company resources to address customer challenges;

• Serve as a mentor, leader and motivator to the account management team.

Technical Knowledge • Demonstrates strong technical knowledge of gas chromatography and GC-MS instrumentation, workflows, and applications, with the ability to engage scientists in detailed technical discussions.

• Understands key components and principles of GC and GC-MS systems, including sample introduction, inlets, columns, detectors, mass spectrometry, data acquisition, and analytical workflows.

• Consults with customers on analytical challenges including method development, method optimization, sensitivity, selectivity, throughput, sample preparation, and workflow efficiency.

• Effectively communicates technical differentiation and competitive positioning of GC and GC-MS solutions.

• Leads the partnership and coordination with sales-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise

• Provides training to country sales teams to improve confidence in selling to customers in the respective product lines as well as driven positioning;

• Maintains and improves technical knowledge on assigned product lines, company literature; Positively always represent Thermo Fisher Scientific throughout customer locations.

Requirements: • 5+ years of experience with analytical instrumentation, including technical sales, applications, laboratory, product, or related customer-facing experience. Demonstrated experience with GC and/or GC-MS instrumentation strongly preferred.

• Bachelor’s degree in chemistry, analytical chemistry, biochemistry, environmental sci

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