Commercial Sales Representative

4 settimane fa

Verona, Veneto, Italia Thermo Fisher Scientific A tempo pieno

The Commercial Sales Representative will play a key role in driving revenue growth and expanding our customer base within the Chromatography and Mass Spectrometry Division of Thermo Fisher Scientific.

Key Responsibilities:

Selling Agility

  • Identify and prioritize new client opportunities and develop solution implementation and growth strategies.
  • Increase share of wallet within existing accounts by identifying under-penetrated areas, demonstrating our value proposition, designing the appropriate solution, and closing opportunities.
  • Develop strong relationships with customer accounts while engaging with buying influencers across their organization.
  • Responsible for all elements of the sales process from qualification, providing quotations, negotiating contracts, and closing orders with decision-maker contacts.
  • Use data to develop and implement strategic sales plans to achieve revenue targets and improve market penetration. Collaborate with cross-functional teams to align sales strategies with overall business objectives.

Drives Growth

  • Expand current account penetration and share of wallet. Grow organically, broader, and deeper with all primary products. Leverage cross-sell motions and activities.
  • Manage direction for the territory; develop sales strategies to meet plan and expand business within assigned territory; maintain pipeline of opportunities to meet or exceed all sales objectives.
  • Use internal sales tools to effectively manage leads, prospects, existing accounts, activities, and sales funnel in an accurate and timely manner.
  • Maintain awareness of competitor and industry activity. Introduce new products and services as available.

Leadership

  • Lead teamwork and coordination with technical sales-/field application-/lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise and to advance the sales process.
  • Coordinate technical business presentations, and when required, attend trade shows, user meetings, and other customer events; positively always represent Thermo Fisher Scientific throughout customer locations.
  • Exchange account information and sales leads within and across Thermo Fisher Scientific commercial divisions.
  • Work adeptly in a team selling environment engaging the best internal company resources to address customer challenges.

Minimum Requirements/Qualifications:

  • 5+ years of proven sales experience in analytical instrument markets, with a track record of achieving sales targets and driving revenue growth.
  • Bachelor's degree in the sciences.
  • Ability to explain and sell the technical aspects of Thermo Fisher Scientific's scientific Chromatography & Mass Spectrometry product portfolio.
  • Strong market knowledge and professional network.
  • Experience in conducting on-site customer seminars and technical presentations.
  • Commercial mindset, strongly motivated by desire to win new business, with proven relentless pursuit to take competitive market share.
  • Ability to work cross-functionally in a matrix environment.
  • Computer proficiency in MS Office, CRM.
  • Ability to travel to customer locations up to 70% including overnight travel.
  • Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation, and Involvement.

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