Thermo Fisher Scientific

Job Description

Job Title: Product Specialist, Clinical & Pharmaceutical Microbiology NSW

Reports to: Commercial Leader, Microbiology

Group / Division: Thermo Fisher Scientific ANZ

Career Band: 06

Position Location: Sydney

Position Summary:

The Product Specialist is primarily responsible for lead generation and sales closure within the Microbiology Business Areas. The core responsibilities are to work alongside the Product Manager to provide technical, application and sales support, so that their business can grow profitably and aligned to the commercial strategy. Typical customer industries include hospitals, pathologies, pharmaceutical and biopharma customers. A predominantly field-based this role is the primary lead generator and customer contact for the microbiology business, providing competitor and market knowledge, execution of commercial strategies and diligent management of a sales pipeline and process to meet or exceed operating plans. The Product Specialist ensures that the needs of our customers can be met and supported, and that Thermo Fisher Scientific is a supplier of choice for the Microbiology product range.

Key Responsibilities:

Sales Execution • Achieve monthly, quarterly and annual targets

• Provide an accurate sales forecast for the Clinical & Pharma Microbiology business areas
• Craft and implement effective business territory plans
• Use data analysis tools to optimise sales and margin metrics for customer accounts
• Ensure feedback including win/loss reasons, competitor intelligence and market knowledge is provided to the Product Management and broader sales teams
• Understand the broader business areas and generate leads, driving a whole of business approach Product Specialist Expertise
• Gain a strong understanding of the customer's requirements and application needs on a technical level, to ensure the most suitable solution is proposed
• Understand the regulatory environment these products and customers work within
• Assist Product Management team to ensure inventory and product forecasting targets are met and customer/marketing expectations are achieved.
• Conduct product demonstrations, seminars and participate in customer engagement activities to support the growth strategy
• Work with Technical and Service teams to resolve customer technical issues to high customer happiness
• Attend training events to ensure skills are maintained up-to-date and relevant for maximum benefit to the customer
• Attend relevant industry scientific meetings and conferences

Pipeline and Opportunity Management

• Maintain an accurate opportunity funnel for all assigned product, including closure dates and completed sales process (customer engagement, next steps, competition etc)
• Maintain a forecast for the assigned product lines to an accuracy of +/- 10% on a monthly basis,
• Maintain a record of customer visits and interactions using the CRM platform salesforce.com completed by the end of each week

Frequent Contacts:

Internal • Senior Management • Sales Managers • Product Managers • Technical Support Specialists • Product Specialists • Service teams • Account Managers • Customer Service • Purchasing and Supply Chain • Finance

External • Customers • Key Opinion Leaders • Professional Groups and industry Bodies • Trade Show/conference attendees

Minimum Requirements/Qualifications:

• Tertiary qualifications in Science or related subject area is important
• Experience in a Microbiology laboratory or commercial Microbiology setting.
• Previous experience selling Microbiology reagents and consumables is highly regarded
• Technical understanding of markets, particularly within clinical and pharmaceutical laboratories
• Strong understanding of the Sales process with consistent track record to achieve results
• Experience working with Microsoft Office Suite and CRM system

Skills & Attributes

• Highly motivated and resourceful individual who is driven by results
• Ability to work autonomously and to position creative solutions
• History of outstanding customer follow up is crucial
• A solution-focused individual able to prioritise time and effort to deliver beyond customer expectations
• An ability to think strategically and transform strategy into implemented tasks
• Excellent numeracy, literacy and verbal communication skills with a fastidious attention to detail
• Strong communication skills, the ability to prioritise based on key result areas, to lead time effectively and meet agreed deadlines
• An initiative taker who has a hard-working, upbeat and positive demeanor

Other Job Requirements:

• Implement OHS policies and procedures and ensure a safe and balanced workplace environment
• As this position requires time on the road, a current driving license is a prerequisite
• The role covers regional customers; therefore regular travel is required (Approx.. 30%)
• Travel to attend training sessions/conferences/occasional activities.