SSA Field Application Specialist at Thermo Fisher Scientific

This role holds responsibility for providing expert applications support for sales of microbiology instrument systems – Sensititre, VersaTREK in Sub Saharn Africa, focusing on South Africa direct customers and Sub Saharan Africa distributors and their direct customers.

Together with the Commercial Lead and Direct Sales Teams in South Africa as well as the Channel Partner Manager in SSA , provide the following – demonstration, presentation, seminar, evaluation, training, trial etc leading to a proposal and sale being closed. Build close relationships with Pathology Laboratories , distributors and end-users to manage the opportunity pipeline. An annual agreed quota of system sales will be achieved. The Specialist will organize training and provide distributor and end user training, and support distributor opportunities as well as supporting the local sales team in South Africa

Key Responsibilities

• Agree an annual set of targets by region/system; to meet the targets by selling in partnership with the field-based sales teams and Channel Partner Manager.
• Provide a forecast of instrument requirements for the year and update the forecast at the end of every sales period.
• Give expert support to all qualified sales situations, to include, product demonstrations either in the customers’ lab or in SDG demo lab, management of any trials/evaluations, and presentations at seminars/symposia.
• Organise and conduct distributor / end user training, and provide after-sale technical support until the distributor and customer has reached a position of competence.
• Construct deals with the field-based team on cash purchase, lease or reagent rental basis, ensuring the company pricing and margin policy is maintained.
• Work with the regional and local marketing team to disseminate our core strengths and product positioning, marketing campaigns
• Produce a monthly report of key account activities including, factors affecting sales and competitor activities.
• Use a CRM system as the primary reporting tool; all activities and opportunities must be recorded.
• Maintain confidentiality of company/customer/product information at all times, implement all company policies and be a role model for our 4i’s.
• Use our PPI tools and methods to improve business processes and work with customers on their process improvement as necessary.
• Work with other Thermo Fisher Scientific divisions to maximize cross selling opportunities.
• This is a field-based, full-time permanent role and will involve approximately 50 - 70% travel within EMEA.
• Ability to work with customers to make deals meeting their technical and budget requirements, and close opportunities.

Minimum Requirements/Qualifications

• Successful track record in instrument system/reagent package selling over at least a three year period
• Degree in clinical microbiology or related field
• Excellent communication skills – verbal and written
• Sales experience to help customers develop business plans
• Relevant clinical microbiology laboratory experience
• Clinical Microbiology/Molecular Systems knowledge and experience is a must
• Ability to work with customers to make deals meeting their technical and budget requirements, and close opportunities.