Thermo Fisher Scientific Digital Sales Representative in Charleston, West Virginia
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: Ideal candidate will be located in Michigan or Ohio
The Digital Sales Representative (DSR) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This role is primarily responsible for selling and supporting all CMD products (instruments and consumables). The DSR will focus on developing new business both through new customer acquisition selling, as well as offering new applications/solutions to existing customer and new accounts. The individual will also be responsible for managing all phases of the sales life cycle, which includes but is not limited to identifying new opportunities and approaching new customers to generate revenue in targeted accounts. The DSR will engage with the prospective buyers through digital communication tools and will collaborate internally with different stakeholders to support cross-selling activities within Thermo Fisher Scientific.
What will you do?
Meets individual AOP in selling entire CMD product portfolio (analytical instruments, consumables, services) by identifying prospective buyers through digital communication tools; Achieves territory revenue targets and maximizes opportunities virtually and through digital infrastructure
Identifies qualifying opportunities through self-prospecting or marketing qualified leads.
Seeking out for new accounts by 'cold calling' customers within the defined territory as well as servicing of existing accounts.
Executes professional sales techniques primarily through technical 'consultative selling' via phone, mail, online chats and other available online communication tools.
Utilizes data and metrics to develop and report on account development strategies and tactics
Manages relationships to drive expansion and growth for the assigned territory; Develops sales strategies to meet plan and expand business within assigned territory; maintain pipeline of opportunities to meet or exceed all sales objectives
Leverages internal and external resources to meet customer needs
Uses Thermo Fisher Scientific's sales tools to effectively manage the accounts, leads, opportunities, pipelines and forecast in an accurate and timely manner
Maintains and regularly enters accurate and complete customer data and sales project information into the company Customer relationship management (CRM) system
Maintains awareness of competitor and industry activity. Introduces new products and services as available
Leads collaboration and coordination with (technical) sales-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise
Attends and runs technical business presentations, when required, through several digital tools; Positively always represent Thermo Fisher Scientific throughout customer locations
Exchanges of account information and Sales Leads within and across Thermo Fisher Scientific commercial divisions; Ability to coordinate with various Thermo Fisher overlay roles and specialists virtually to execute on highly technical salesWorks expertly in a team selling environment engaging the correct internal company resources to solve customer challenges
Identifies and interprets customer's requirements and apply Thermo Fisher Scientific solutions to the customer's needs and effectively communicate these to customers.
How will you get there?
- Bachelor's degree in science or equivalent work experience
5-8 yrs. of sales experience in analytical instrument market
Preferably experience in selling via phone or with digital tools
Strong interpersonal, oral and written communication, and presentation skills; ability to meet deadlines
Fluent in English and other languages as need in the assigned region
Proven commercial excellence working in matrix environment
Computer proficiency in MS Office, CRM (preferably Salesforce)
Ability to explain and sell the technical aspects of Thermo Fisher Scientific's scientific product portfolio
Ability to travel to customer locations up to 25% including overnight travel
Demonstrate Thermo Fisher Scientific values (https://www.thermofisher.com/nl/en/home/about-us/corporate-social-responsibility/approach.html) - Integrity, Intensity, Innovation and Involvement
Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.