Senior Technical Sales Manager APJ- High Performance Chromatography Solutions

Job description

Work Schedule Standard (Mon-Fri) Environmental Conditions Office Job Description Preferred locations: Japan/SEA/India The Technical Sales Specialist (TSS) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. 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 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. 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 Uncovers 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 Deeply understands account organizations and 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 for key contacts within an account and brings in technical authorities as needed to advance the solution process Drives Growth Shares the voice of customer towards the Business Unit. Also attends technical visits to Business Unit manufacturing and R&D sites; Supports new Product Introduction (NPI) prospects within territory to improve adoption rates and revenue return Supports and runs the sales funnel and forecast in collaboration with the country leads and their sales teams. Consults with key account managers and internal collaborators on obtaining customer forecasts for new and existing business; works on strategies to achieve sales goals and metrics, including value proposition development Uses Thermo Fisher Scientific’s sales tools to optimally 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 Leadership Leads teamwork and coordination with sales-/ field application-/ lab application/ and service specialists (as well as any other internal partner) to provide technical expertise Drives for close working relationships with Key Opinion Leaders (KOL) and scientists’ leaders to promote specific Mass Spectrometry products and solutions Represents CMD at knowledge-based seminars and customer experience workshops. Maintains and improves technical knowledge on assigned product lines, company literature; Positively always represent Thermo Fisher Scientific throughout customer locations Provides training and coaching to country sales teams to improve confidence in selling to customers 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 tackle customer challenges Minimum Requirements/Qualifications: Experience working in a multi-country or regional capacity Consistent track record of sales experience in analytical/relevant instrument market and handling high-value accounts Masters’ degree in science or equivalent work experience Strong market knowledge and business insight of industry sector, markets and key trends preferred Experience in conducting seminars and presentations. Commercial mindset, strongly motivated by desire to win new business, with proven relentless pursuit of opportunities Strong interpersonal, oral and written communication, and presentation skills 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 including international travel Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement