Product Specialist - Laboratory Plastics Essentials

Work Schedule

Environmental Conditions

Job Description

The Product Specialist is a sales role, primarily responsible for driving profitable revenue and developing customer relationships and business within their respective territory and or market segment, for their relevant product portfolio. This includes developing leads and opportunities with both existing and new customers, opportunity qualification, leading the sales process and customer interactions, and closure. This will also include partnering with Key Account Managers, Inside Sales and Sales Development Representatives as well as working closely with Product Managers and the Technical Service team where relevant. This role will support our full customer value proposition and drive growth that is closely aligned to commercial strategy.

A predominantly field-based role, the specialist will provide competitor and market knowledge, develop and implement territory and customer plans and commercial strategies, and be accountable for handling a sales pipeline to meet or exceed operating plans. This person will support the Laboratory Plastics Essentials portfolio into relevant market verticals with an emphasis on driving growth in the Liquid Handling Portfolio. 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 to:

• Liquid Handling (consumables and equipment)
• Labware and Bottles
• LPE Clinical
• OEM Products
• Storage Products
• Liquid handling automation
• Other product lines as defined by the Portfolio Leader in line with commercial and portfolio strategy

Key Responsibilities:

Sales Execution

• In conjunction with Portfolio teams and other collaborators, develop sales, customer and marketing strategies including the identification of new opportunities, and achive growth targets.
• Working closely with new and existing customers to resolve their present and future needs and proposing suitable products and services in order to maintain and grow revenue for the organisation.
• Partner with other Product Specialists and field sales to identify new business opportunities and close sales.
• Gain understanding of the customer's requirements and application needs 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 customers and internal collaborators.
• Help to resolve customer issues to high customer satisfaction.
• Attend regular sales meetings and report out on territory plan execution.
• Work with internal marketing and product managers to support the preparation of marketing collateral, advertising campaigns and competitor analysis.
• Work across the LSLPG and broader business to increase growth and to support customers with end to end solutions across their workflow.
• May be required to vary duties as required and or assigned.

Pipeline and Opportunity Management

• Maintain an accurate opportunity funnel for all assigned product, including closure dates and completed sales process.
• Maintain a forecast to an accuracy of +/- 5% on a monthly and/or quarterly basis.
• Accurately maintain a record of customer visits and interactions using the CRM platform salesforce.com completed by the end of each week. Meet target customer visit requirements for the territory.

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 EH&S issues in the workplace.

Minimum Requirements/Qualifications:

Qualifications & Experience

• Formal tertiary qualifications in a relevant subject area and/or related industry experience
• Passion for laboratory products
• 3+ years’ experience in a sales role
• Proven excellence in sales that consistently achieve results
• Ability to travel within the territory to carry out primary responsibilities

Skills & Attributes

• Highly motivated and resourceful individual who is driven by results
• Ability to work autonomously and be a great teammate
• A 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 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