Company: Thermo Fisher Scientific Location: Memphis, TN Employment Type: Full Time Date Posted: 10/28/2020 Expire Date: 12/06/2020 Job Categories:
Healthcare, Practitioner and Technician, Information Technology, Sales, Executive Management, Aviation/Aeronautics, Medical
Sr Instruments Sales Representative
Job Title: Sr Instruments Sales Representative
When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, like helping customers in finding cures for cancer, protecting the environment or making sure our food is safe. Your work will have real-world impact, and you’ll be supported in achieving your career goals.
Location/Division Specific Information
How will you make an impact? The Senior Instrument Sales Specialist (ISS) will be responsible for achievement of annual revenue goals for instrumentation within the clinical segment of the Microbiology Division (MBD). The portfolio of products used to achieve these goals includes WASP Automation and Sensititre™. The ISS is responsible for technical sales to hospitals and reference laboratories, including presentations/demonstrations, coordination of site visits and achieving a capital budget for the assigned region. The ISS will target existing high-volume accounts to position automation solutions, prospect for competitive targets and aggressively convert business to the MBD solution. This position covers the South Eastern U.S. (TX, LA, MS, AL, GA, FL, SC, NC, TN, AR, Western OK and Southern VA) and will be based remotely in any of those states (But preferably NC, TX, LA, GA, TN or FL) in proximity to a major metropolitan airport.
What will you do?
Develops a territory business plan in order to achieve and exceed sales plan; monitors and reports progress regularly to Regional Business Manager
Collaborates with 4-6 Account Managers within the region, develops and maintains a strong sales funnel in Salesforce.com; accountable to accurate and timely forecasting and reporting. Post sales responsibility of bringing instruments to a “Go Live” status
Serves as the technical and operational subject matter expert for the respective product lines
Maintains thorough understanding of competitors and their product lines and can communicate the advantages of MBD products relative to competitive platforms; gathers and shares information across the organization to the benefit of the commercial strategy
Develops and executes a strategic sales plan for each account targeted, conveys compelling value propositions and closes complex clinical/technical sales
Acts as a leader within the sales organization; provides training, coaching and overall guidance to Account Managers and others involved in the sales process to elevate the level of technical knowledge and competency, as well as drives the lead generation process with Account Managers and Distribution Business Partners
Responsible for developing major account relationships at the executive level for the purpose of growing sales
Demonstrates technical credibility to effectively consult with customers to influence key decisions on automation technology
Attends sales meetings, conventions and training programs as required by the Regional Business Manager
Constantly strives to improve strategic selling skills, product knowledge, knowledge of competition and market dynamics, and how Thermo Fisher Microbiology solutions best fit the customer needs
How will you get here?
Bachelor's degree in Medical Technology, Microbiology, Life Science or Business majors preferred
Knowledge, Skills, Abilities
5+ years of documented sales success in a team environment
Ability to work independently and in a self-directed manner
Demonstrated leadership capabilities
Capital sales experience is required
Experience effectively maintaining and leveraging SF.com
Proficiency in Microsoft Office (Word, Excel, PowerPoint) is required
Strong presentation skills required
Excellent written and oral communication skills necessary
Ability to travel up to 80% throughout region
Microbiology knowledge and/or knowledge of clinical laboratory operations
3-5+ years of sales experience with Thermo Fisher Scientific Microbiology products
Minimum of 5+ Years of documented success in capital equipment/instrument sales in the clinical setting or 5+ years of consultative sales experience in a complex technical environment
At Thermo Fisher Scientific, each one of our 70,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.