Inside Sales Representative II at Thermo Fisher Scientific

Position Summary:

Our Inside Sales Representative is responsible for the sales of research products and services primarily by using the telephone; but also using email, Internet, and other technology within a defined territory. The Inside Sales Representative maintains effective customer relations, develops opportunities for growth within an existing customer base, and assures market penetration and profitability.

They will lead the Inside Sales team and provide support for regional permit requirements by working with our regulatory team.

The Inside Sales Representative is part of the commercial organization supporting the Biosciences Division portfolio. Responsibilities include (but are not limited to) meeting or exceeding assigned sales revenue targets, understanding of molecular biology principals, and techniques this includes Instruments, services and associated Consumables within assigned portfolio.

Responsibilities:

PLAN PERFORMANCE AND SALES SKILLS

• Attain or exceed assigned sales targets and market share goals consistently for the business portfolio
• Apply working knowledge of Professional Selling skills to maintain existing business, develop incremental business in existing accounts and conduct cold calls to develop new accounts
• Utilizes data sources to analyze and develop sales opportunities with the greatest ROI
• Achieve customer phone contact objectives to deliver sales presentations to address customers’ research needs and increase sales
• Participate in sales training programs as presented by the Company to develop appropriate selling skills consistent with the Company philosophy, policies and procedures

ACCOUNT MANAGEMENT

• Make outbound telephone calls to all organizational levels and functional areas where purchasing decisions are made
• Complete assigned tasks and reports in a timely and complete manner while maximizing productivity during key selling time. Meet all sales call objectives.
• Develop organizational skills necessary to successfully manage territory sales activities.
• Develop needed product knowledge sufficient to successfully conduct an effective telephone sales presentation
• Understand competitive landscape within accounts and be able to provide like or better products from the Company portfolio. Support marketing events and programs in other territories as assigned by the District Manager
• Maintain and increase current customer database through Company customer relations management software (sales Force). Effectively use the system to fulfil management expectations recording and utilizing customer and sales information
• Generate customer or supply chain RFQ’s (Request for Quote) as needed, participate in local customer tenders where applicable, with the assistance of Sales support and/or office administrator
• Biweekly accurate Sales forecast. Anticipate pipeline changes and plan to address shortfalls.
• Support marketing programs.
• Manage and close sales leads generated by colleagues in Marketing and Technical Support.

Other Job Requirements:

COMMUNICATION, WRITTEN AND ORAL

• Provide regular oral and written communication of successes, failures, best practices etc. to improve the overall operating efficiency of the team, region and sales organization
• Contact and return calls to research scientists at all accounts for sales presentations, information through telephone and e-mail on a daily basis

TECHNICAL COMPREHENSION

• Provide product and other relevant information to customers via daily phone contact and email for all aspects of required business to generate incremental sales
• Utilise an excellent level of product knowledge and applications to successfully conduct effective professional selling conversations
• Utilise knowledge of existing and potential customers and competitor dynamics to position the best solution to the customer

TIME MANAGEMENT

• Assign adequate time for daily prospecting of new customers
• Meet or exceed set guidelines for the expected number of sales calls to be conducted daily

Minimum Qualifications:

• Requires a minimum of a Bachelor’s Degree in Biology, Molecular Biology, Biochemistry or related field; or the equivalent knowledge and experience

Minimum Experience Level:

• A minimum 1-3 years of related work experience (lab and telesales experience preferred)
• In-depth knowledge of Molecular Biology, Protein and Cell Biology and real-time PCR (qPCR) is essential
• Knowledge of accounts in territory preferred – but not essential