Title: Technical Sales Specialist - Remote, Massachusetts, United States of America - Remote, New Jersey, United States of America - Remote, Maryland, United States of America - Remote, New York, United States of America - Remote, North Carolina, United States of America Full time Remote 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 HPLC Technical Sales Specialist (TSS) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This is a workflow 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 workflow, the individual supports the sales colleagues by selling the product portfolio within workflow 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. Key responsibilities: Selling Agility - Identifies and prioritizes new client opportunities and sales potential for the workflow with the region 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 - Owns and coordinates all large pharma RFPs across LC, consumables, and enterprise software for the region. - Demonstrates cross-functional leadership skills (pricing, contract structuring, solution alignment) - Responsibility for ensuring consistency in pricing, strategy, and delivery across multiple territories to avoid internal conflict and maximize win probability. - Proactively develops and drives sales strategies across the HPLC Workflows. - 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 Segment strategy, from prospection to closing Strategic Leadership - Lead region-level initiatives to systematically convert competitor LC instrument placements by pairing LC instrument sales with chromatography consumables and enterprise software. - Own tactical execution of campaigns targeting competitor accounts, including alignment with marketing, applications, and service to position Thermo as the preferred vendor. Results Leadership - Act as the primary sales liaison with regional marketing for LC/consumables/software in pharma QC. - Drive campaign design, messaging, and execution feedback loops, ensuring marketing investments translate into real pipeline opportunities and conversions. - Shares the voice of customer towards the Business Segment. Also attends technical visits to Business Unit, manufacturing, R&D sites, Demo centers & Customer Success Centre; 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, markets, 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) to promote specific CMD solutions - Leads initiatives, orchestrating cross-functional teams (like North America-wide Tiger Teams as the commercial lead), and influences peers. - 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 - 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 Minimum Requirements/Qualifications: - 5+ years consistent track record of sales experience in analytical/relevant market and running complex, high-value accounts. - Bachelor’s degree in life sciences, chemistry, business, engineering, or a related field preferred; equivalent combination of education, training, and relevant commercial or technical experience will also be considered. - Strong market knowledge and business insight of industry sector, markets and key trends preferred - Experience in conducting seminars and presentations. - Commercial mentality, strongly motivated by desire to win new business, with validated steadfast pursuit of opportunities - Strong interpersonal, oral and written communication, and presentation skills - Fluent in English and other languages as need in the assigned region - Demonstrated commercial excellence working in matrix environment - Ability to explain and sell the technical aspects of Thermo Fisher Scientific’s scientific product portfolio - Ability to travel to customer locations up to 80% including overnight travel - Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement Benefits We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation! Compensation and Benefits The salary range estimated for this position based in Massachusetts is $140,800.00–$211,150.00. This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes: - A choice of national medical and dental plans, and a national vision plan, including health incentive programs - Employee assistance and family support programs, including commuter benefits and tuition reimbursement - At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy - Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan - Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount