AddressPosition Summary:
The Product Specialist is a technical sales role, primarily responsible for opportunity qualification and closure for the relevant product portfolio. The core responsibilities are to work alongside the Account Managers, Product Managers and Technical Applications Specialists to provide technical and sales support, so that the business can grow profitably and is aligned to the commercial strategy.
A predominantly field-based role, the Specialist will support the sales process by providing competitor and market knowledge, execution of commercial strategies and careful management of a sales pipeline and process to meet or exceed operating plans. The Specialist will support the Laboratory Equipment portfolio into all market verticals, with a focus on Academia & Research, Biotechnology, Healthcare & Clinical and Government Agencies.
The person will ensure that the needs of our customers can be met and supported, and that Thermo Fisher Scientific is a supplier of choice for the defined product range, including but not limited too:
- Cold Storage
- Clean Air Cabinets (Class II BSC's and Fume Cabinets)
- Centrifugation
- Cell Culture Incubation
- Ultra-Pure Water Systems
- Autoclaves
Key Responsibilities:
Sales Execution
- Working closely with new and existing clients to resolve their present and future needs and proposing suitable products, services and upgrades in order to maintain and grow revenue for the organisation
- In conjunction with the Sales and Portfolio teams, develop sales and marketing strategies for the product group including the identification of new business opportunities so that profitable portfolio and business growth is achieved
- Partner with other Product Specialists and field sales to identify new business opportunities and close sales
- Gain a solid understanding of the customer's requirements and application needs on a technical level so as to ensure the most suitable solution is being proposed.
- Liaise with Product Management to ensure inventory and product forecasting targets are met and customer/marketing expectations are achieved.
- Provide sales and technical support to both field sales team and customers and where required assist in first line technical application & support, advancing to technical support group where needed
- Help to resolve customer technical issues to high customer satisfaction
- Attend regular sales meetings and communicate sales issues to the field sales team
- Work with internal marketing and product managers to prepare marketing collateral, advertising campaigns and competitor analysis
Pipeline and Opportunity Management
- Maintain an accurate opportunity funnel for all assigned product, including closure dates and completed sales process (partners engaged, next steps, competition etc)
- Maintain a forecast to an accuracy of +/- 10% on a monthly basis, reviewed as determined by the Category Manager
- Accurately maintain a record of customer visits and interactions using the CRM platform salesforce.com completed by the end of each week
Environmental Health and Safety
- Look after one's own health and safety, as well as the health and safety of others, whilst co-operating with management to help identify, assess and address OH&S issues in the workplace
Minimum Requirements/Qualifications:
Qualifications & Experience
- Validated results in a technical sales environment
- Formal tertiary qualifications in a relevant subject area (science, engineering or similar) and/or related industry experience
- Passion for laboratory equipment products
- 3 + years' experience in a sales
- Shown excellence in sales
Skills & Attributes
- Highly motivated and resourceful individual who is driven by results
- Ability to work autonomously and to position creative solutions
- Resilience in long lead time sales, history of outstanding customer follow up is critical
- A solution-focused individual able to prioritise time and effort to deliver beyond customer expectations
- An ability to think strategically and the ability to transform strategy into completed tasks
- Excellent numeracy, literacy and verbal communication skills with a fastidious attention to detail
- Strong organisational skills with an ability to prioritise based on key result areas, to handle time effectively and meet agreed timelines
- An initiative taker who has a hard-working, upbeat and positive demeanor
Other Job Requirements:
- Adhere to OHS policies and procedures and ensure a safe and healthy workplace environment
- Field bases role - Some travel required
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.
