Sr Instruments Sales Representative

at  Thermo Fisher Scientific

KNOWLEDGE, SKILLS, ABILITIES

• Demonstrated success and strength in developing strong customer relationships and translating customer business goals and challenges into company-provided solutions and services
• Demonstrated skills in leadership, strategic selling, negotiating, presentation and financial/business insight
• Self-starter, able to work independently in a remote capacity, and be willing to travel approximately 80% of time (mainly in your own Area, but also throughout the U.S.).
• Ability to cultivate, leverage, and develop long-term customer relationships, including “C” level and Senior VP level relationships, coupled with the ability to identify and capitalize on opportunities that immediately satisfy customer needs. Maintain strategic focus on lifecycle cost for Phadia Lab system equipment. Collaborate with Director of Operations to provide magnificent customer service.
• Ability to optimally partner with internal functions in order to address and direct customer needs
  Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $25 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving sophisticated analytical challenges, improving patient diagnostics and therapies or increasing efficiency in their laboratories, we are here to support them. Our distributed team of more than 75,000 colleagues delivers an outstanding combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services and Patheon.

• Present and effectively sell our value proposition at the C-Suite level, as well as ensure total account agreement and happiness. Understand the dynamics of healthcare delivery in designated markets (including knowledge of healthcare systems, hospitals, laboratory providers, payers, key influencers, and leaders with vision in the medical community).
• Protect our current base through excellent account management to grow our Autoimmune business in all key markets. This requires optimally balancing the financial goals of the organization and the customer to sell capital equipment to secure long-term contracts and relationships with customers.
• Collaborate with Marketing, Operations, Market Development team, and District Managers to facilitate effective, appropriate instrument placements to drive sustained clinical adoption in assigned territory.
• Grow autoimmune market share through competitive conversion using all contractual options (purchase, lease, and placement). Sell Capital serving as IDDs Instrument specialist and work closely with Area Director to ensure strategic goals are met by appropriately placing instruments that facilitate long-term growth before, during, and after placement. Travel is frequent, at approximately 80% of total time.