Drug Discovery and Development Sales Specialist

Sales/Retail/Business Development Employment Type: Full Time Contact Information Reference Code: CT20081702-76750_2 About Us Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, enabling our customers to make the world healthier, cleaner and safer. With annual revenues of $10 billion, we have more than 30,000 employees and serve over 350,000 customers within pharmaceutical and biotech companies, hospitals and clinical diagnostic labs, universities, research institutions and government agencies, as well as environmental and industrial process control settings. Serving customers through two premier brands, Thermo Scientific and Fisher Scientific, we help solve analytical challenges from routine testing to complex research and discovery. Thermo Scientific offers customers a complete range of high-end analytical instruments as well as laboratory equipment, software, services, consumables and reagents to enable integrated laboratory workflow solutions. Fisher Scientific provides a complete portfolio of laboratory equipment, chemicals, supplies and services used in healthcare, scientific research, safety and education. Together, we offer the most convenient purchasing options to customers and continuously advance our technologies to accelerate the pace of scientific discovery, enhance value for customers and fuel growth for shareholders and employees alike. All of our employees share a common set of values - Integrity, Intensity, Innovation and Involvement. Our ability to grow year after year is driven by our ability to attract, develop and retain world-class people who will thrive in our environment and share in our desire to improve mankind by enabling our customers to make the world healthier, cleaner and safer. If you share in our values and if you're looking for an employer who is strongly committed to developing talent and rewarding achievement, come grow with us at Thermo Fisher Scientific. Thermo Fisher Scientific is an Equal Employment Opportunity and Affirmative Action employer. Job Description Drug Discovery and Development Sales Specialist Position Summary:The Drug Discovery and Development Specialist is responsible for the promotion of the full portfolio of Dharmacon branded products and services (including those from RNAi Discovery and Therapeutic Services/RDTS) plus the expanded Drug Discovery and Development (DDD) product portfolio of reagents and services, which includes Cellomics HitKits, ABgene qPCR reagents and BioImage products and services.  The scope of the product portfolio is subject to change at any time, as the company adds complementary technologies.  The full product portfolio will be sold within assigned accounts/territory with the objective of increasing profits and market share for the Thermo Fisher Life Science Research Division (LSR).  The DDD Specialist is responsible for contacting and establishing relationships with potential prospects, maintaining relationships with and supporting key customers, and providing territory and market information to in-house and management staff.  Please see the position specific criteria for further description and differentiation of the skill levels required for this position. Minimum Requirements/Qualifications:  Achieve or exceed sales quota and objectives, while maintaining profitability and ensuring 100% customer satisfaction. Promote full portfolio of Dharmacon and DDD products and services within assigned territory. Sell by making appointments to Pharma/Biotech and academic accounts and by making cold calls to academic accounts. Develop and execute strategic account plans for large pharma and biotech companies, employing multi-level selling to sell top-down and bottoms-up, and drive penetration of the entire portfolio. Maintain contact with existing customers to promote new products, close deals, and grow sales, as well as develop new prospects. Support service to customers by developing a strong working relationship with Marketing, Technical Support, Customer Support and Production to ensure that a teamwork environment is established and optimal technical and customer service support is guaranteed. Develop a strong working relationship with the Field Application Scientist and the DDD personnel to facilitate team selling when needed. Develop strong working relationships with purchasing agents at key accounts. Develop and implement the territory business plans to effectively reach/exceed sales quota. Develop and implement pre-call plan and objectives to ensure productive customer interactions. Develop a strong working knowledge of assigned products and services as well as applications utilized by our customer base, as well as strong working knowledge of the features and benefits of competitive products. Develop a working knowledge of current and potential activities that may affect revenues.  These include but are not limited to funding and user needs. Play an active role within the Sales team, and with sales teams outside of LSR, e.g. (Cellomics equipment and lab automation) to share leads, develop large opportunities, contribute to team spirit, teamwork, and improve account penetration. Attend all required sales meetings and training sessions, implementing new skills gained. Submit reports as requested by sales management.  Perform other objectives as assigned by sales management. Establish working relationships with any distributor sales teams that may support the territory (e.g. CCG).  Train/enable/support distributors for base business maintenance and growth at key accounts in the sales territory Travel up to 40-50 % required depending on the territory assigned. Attend all required trade shows and conferences. Bachelor’s degree in Biochemistry, Molecular Biology, or equivalent Two years of molecular biology or cell biology lab experience preferred Self motivated, results-oriented, and success driven Excellent communication skills – written and verbal General computer proficiency.  Experience with Microsoft Office and knowledge of  how to search for information on the internet requiredPosition Specific Criteria: Minimum of 4 years direct experience selling advanced molecular biology technologies into drug discovery. Demonstrated proficiency in delivery of sales capabilities presentations Minimum of 1 year demonstrated proficiency in the management and execution of large deals with minimal management support Ability to understand drug discovery and build high level relationships with key stakeholders (focus on pharmaceutical, biotech and academic cores) 2 years demonstrated technical knowledge of basic molecular biology techniques and ability to learn technology of the products being represented, ability to give lower level technical presentations Effectively utilizes required time and territory management tools, writes and executes a detailed territory plan (including detailed account specifics) and views the territory in perspective with other global sites.  Supplies accurate sales forecast information and maintains a robust sales pipeline.  Executes with minimal supervision.  Understands competitive trends. Proven track record of teamwork and working well with support resources (e.g. marketing, management, FAS, R&D, finance, legal, production) to complete sales and service customers.  Uses resources appropriately and provides detailed communications regarding specific customer needs or objectives, roles and responsibilities for customer visits.Education: BachelorsJob Level: Experienced