Product Specialist - Laboratory Equipment

Work Schedule

Environmental Conditions

Job Description

The Product Specialist is a technical sales position, mainly accountable for generating profitable revenue and building customer connections and business within their assigned territory and market segment. This involves creating leads, assessing opportunities, managing the sales process, and finalizing deals. You will work in close partnership with Key Account Managers, Inside Sales, Sales Development Representatives, Product Managers, Technical Applications Specialists, and the Technical Service team. This position supports our comprehensive customer value offering and promotes growth consistent with our commercial strategy.

The Specialist role is mainly field-based and advances the sales process by providing competitor and market knowledge. This includes developing territory and customer plans, performing commercial strategies, and managing a sales pipeline to reach or exceed operating plans. The Specialist will support the Laboratory Equipment portfolio in specific market verticals such as Academia & Research, Biotechnology, Healthcare & Clinical, Industrial, and Government Agencies.

Sales Execution

• Develop sales, customer, and marketing strategies with Portfolio teams and other partners, including identifying new business opportunities and achieving growth targets.
• Work closely with new and existing clients to resolve their needs and propose suitable products, services, and upgrades to maintain and grow revenue.
• Partner with other Product Specialists and field sales to identify new opportunities and close sales.
• Understand customer requirements and application needs on a technical level to ensure the most suitable solution is 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 partners, offering first-line technical application support as needed.
• Resolve customer technical issues to high happiness.
• Attend regular sales meetings and report on territory plan execution.
• Collaborate with internal marketing and product managers on marketing collateral, advertising campaigns, and competitor analysis.
• Work across the LPG and broader business to improve growth and support customers with end-to-end solutions.

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

• Manage your own health and safety and that of others. Work with management to find, evaluate, and resolve EH&S concerns in the workplace.

Qualifications & Experience

• Demonstrated success in a technical sales setting
• Formal tertiary qualifications in a relevant subject area (science, engineering, or similar) and/or related experience
• A passion for laboratory equipment products
• Demonstrated ability in a sales role with 3+ years of experience
• Proven excellence in sales with an ability to consistently achieve results
• Ability to travel within the territory to carry out primary responsibilities

• Highly motivated and resourceful individual driven by results
• Ability to work autonomously and in a team to position creative solutions
• Resilience in long lead time sales, with a history of outstanding customer follow-up
• Solution-focused individual able to prioritize time and effort to exceed customer expectations
• Strategic problem solver with the ability to turn strategy into completed tasks
• Excellent numeracy, literacy, and verbal communication skills with a meticulous attention to detail
• Strong organizational abilities with the capacity to prioritize according to important outcome areas, manage time efficiently, and meet established deadlines
• A proactive and positive demeanor

Benefits

Join our team and take advantage of these great benefits! Apply now to learn more about the full range of benefits we offer.

• Health & Wellbeing: Join a company that prioritizes your health & wellbeing with comprehensive benefits, wellness programs, and an Employee Assistance Program providing confidential support for personal and work-related issues.
• Flexibility: Balance your work and personal life with flexible arrangements.
• Extra Leave: Benefit from generous leave policies, including the option to purchase additional leave, paid birthday leave, and company paid parental leave.
• Charitable Giving & Volunteering: Make an impact with paid volunteer time to support non-profit organizations that matter to you.
• Learning & Development: Advance your career with access to online courses via Thermo Fisher Scientific University Plus and LinkedIn learning, workshops, and mentorship programs for continuous learning and skill development.

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