Sr. Technical Sales Specialist Large Accounts Prod. Chemicals(m/f/d)
Sr. Technical Sales Specialist - Large Accounts - Thermo Scientific Production Chemicals and Services
Thermo Scientific Production Chemicals and Services is an extension of our biopharmaceutical customers’ supply chain management team, offering customers a range of cGMP raw materials, large volume buffers & process liquids and supply chain services that can significantly improve our customer’s ability to manufacture life-changing therapeutics. We understand the minor and major implications that affect the biopharmaceutical production chemical and raw material space that can negatively impact our customer ability to get to market quickly. Ultimately, we help our customers mitigate risk, increase productivity, reduce costs, and achieve the highest quality standards so they can focus on their core activities, for example producing billions of doses of life-saving vaccines.
Job Title: Sr. Technical Sales Specialist – Large Accounts
Direct report to: Sr. Regional Sales Manager EMEA
Group/Division: Production Chemicals & Services- Bio Production Group
Career Track: Professional
Position Location: preferably BE-FR-DACH region, another location in EU can be considered
Manage and grow existing large accounts by efficiently communicating our value proposition to sell process chemicals and their associated chemical management services following cGMP standards.
Achieve or exceed sales & margin/profit targets for allocated accounts by driving delivery of share of wallet, new business opportunities & portfolio development.
Responsible for all account development activities, including forecasting, account strategy development, execution & management together with Regional Sales Manager and Bioprocessing Account managers.
Effectively engage with Bioprocessing Account Managers & suppliers and develop key strategic pipeline targets to ensure tactical execution of PCS account sales plan
Identify & develop new emerging account targets along with identify new products, services, and vendors to expand product portfolio
Routinely engage with cross functional, international teams within Thermo Fisher to drive & close business, communicate successes, failures, best practices, and to improve the overall operating efficiency of the team, region and sales organization
Participate in product training, marketing campaigns, special projects as presented by the Company to develop appropriate business development skills consistent with Company philosophy, policies, and procedures
Maintain and increase current customer database through Company customer relation’s management software. Experience in Salesforce is an asset.
Responsible for meeting standard work objectives and revenue goals for assigned territory
Communicate account objectives and action plans to management via weekly interactive updates, monthly summary reports and other communication vehicles
Master’s degree preferred in appropriate specialty (preference for Chemistry, Biochemistry, Biotechnology, (Chemical) Engineering or Life Sciences).
Substantial experience (+7 years) in business development or key account management in a B2B environment
Strong background in chemistry and/or bioprocessing to be able to serve as a resource for our clients and effectively present information to engineers, managers and directors. An additional background in distribution, warehousing or services is an asset.
A strong sales record with the ability to demonstrate a high level of business acumen and a clear understanding of the sales & key/large account management role
Demonstrated large account management skills and ability to deliver a comprehensive value proposition to meet customer needs which includes all relative components of the company’s capabilities.
Demonstrated ability to develop, maintain and grow customer relationships across multiple areas like Sourcing, Production, Research, Materials Management, Quality & Site management
Demonstrated sustained success of pipeline management as well as the ability to shorten and improve the selling cycle.
Demonstrated project management skills and ability to work in consultative team approach with multiple key elements in order to bring projects to completion.
Exhibits a high degree of flexibility in adapting to a rapidly changing business environment
Outgoing and confident personality with a can-do, out-of-the-box thinking attitude, able to effectively engage with suppliers and customers across a range of settings including one-to-one meetings, exhibitions and formal presentations, across all sectors in which we operate.
Proficient computer skills (including Microsoft Office –Outlook, Excel, PowerPoint, Word, CRM, and spreadsheet analysis).
Highly self-motivated individual who is results-driven, customer-focused and a team player able to work in cross-functional international teams.
Excellent communication and presentation skills
Willingness and availability to travel up to 50% in region to visit customers, supplier facilities, attend trade shows and internal meetings.
English language skills: full professional proficiency in addition to another European language (German and/or French is an asset)
At Thermo Fisher Scientific, each one of our 70,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer. Apply today http://jobs.thermofisher.com
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.