Instrument Sales Representative – Genetic Analysis (Gov’t)
Location: Bethesda, MD
Req ID: 58503BR
When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, and you’ll be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, you’ll find the resources and opportunities to make significant contributions to the world.
This position is a field sales based position responsible for achieving or exceeding the assigned territory sales plan. The Genetic Analysis sales representative (GA rep) will have a strong technical acumen in the areas of qPCR, sequencing (Sanger and NGS) and microarray. The GA rep will demonstrate technical credibility to effectively consult with customers to influence key decisions on technology and product choices. Strong business acumen is also required to build successful account and territory plans and translate territory strategy into business results. Required skills for this position include; selling experience in Government accounts (NIH, FDA, DOD experience preferred), technical familiarity with product lines and markets, funnel management and forecasting. This sales territory covers Government accounts.
·Scientific Consulting Acumen- Demonstrates deep technical ability to consult with customers on applications to maximize technology utilization and promote current advances in protocols, kits and capabilities. Understands and navigates competitive offerings to best position solutions.
·Consumable Sales Acumen- Successfully drives reagent throughput and attachment rates, driving enhanced utilization of qPCR, sequencing and microarray technologies. Consult with customers to build relationships and focus on project needs and workflows to maximize consumable usage.
·Business Acumen- Commitment to rigorous territory planning, market knowledge, both accurate and timely forecasting- for both run rate and big deal/project based instrument and consumable orders.
·Team Work- Successful experience working in a team environment.
·Experience Selling to Government Accounts- Familiar with GSA, BPA and purchasing requirements of the Government. NIH, FDA and DOD experience preferred.
·Develops and manages a business plan to meet or exceed business goals agreed upon with Thermo Fisher Scientific commercial management for the territory.
·Effectively competes to win projects vs. competitors. Successfully position our solutions to address performance, workflow and budget.
·Manage instrument install base and consumable utilization. Target customers not using our instruments and consumables. Identify the applications, reagents, assays and protocols available and convert the business.
Customer Relationship Management
·Consistently and accurately manages sales process including sales forecasting, pipeline management, and sales tracking through the use of our customer relationship management program and other designated IT tools.
·Develops and maintains current knowledge of genetic analysis markets, products and buying practices required to effectively compete in the assigned territory.
·Utilizes product and application knowledge across the genetic analysis portfolio to successfully conduct consultative and strategic selling presentations.
·Understands customer goals, priorities and challenges such that our company solutions are best positions to address customer needs.
Requires a Bachelor’s Degree in Biology, Molecular Biology, Biochemistry or related field; or the equivalent knowledge and experience. A Master’s Degree or PhD degree is preferred.
Requires a minimum of 5+ years of Government sales experience in the life science space, with capital equipment experience. Extensive knowledge of qPCR, sequencing (Sanger and NGS) and microarray technologies preferred. Knowledge of accounts in territory is preferred.
Minimum Qualifications: Must have capital equipment and large account management experience.
Preferred Qualifications: Deep knowledge of qPCR, sequencing (Sanger and NGS) and microarray technologies. Selling experience in Government accounts.
At Thermo Fisher Scientific, each one of our 65,000 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.
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