Thermopads Pvt Ltd - ThermoGroup jobs - Technical Sales Specialist

Job Title-Technical Sales Specialist Pharma Analytics, India Location Pune/Ahmedabad/Mumbai Position Summary The Technical Sales Specialist (TSS) for Pharma Analytics is a role within the sales organization of the BioProduction Division having the responsibility for sales across a broad portfolio of products in an assigned territory. This role will actively manage funnel opportunities for near-term revenue gains and develop new opportunities to build a strong a pipeline for future growth, while maintaining current business relationships and organic growth. Utilizes sales experience, bioproduction process knowledge, product expertise, market intelligence, and territory management skills to grow sales and profitability. Remotely based in Pune/Ahmedabad/Mumbai, India, this role will interact with customers through face-to-face meetings, teleconferences, and email communications. The role will combine strong Pharma Analytics knowledge and business acumen to support the delivery of commercial goals for the business unit in the assigned territory. The role is primarily responsible for accelerating the growth in a complex sales environment where expertise and specialization are required. Person will also be responsible for defining the most effective product and solution strategy relevant to the specific market demand and ensuring that India Commercial Organization, Technical Services Organization (TSO) and the Divisional Business Unit are fully aligned and capable of executing this strategy. This individual will be responsible for the accelerated growth of the Pharma Analytics portfolio. Essential Responsibilities Ensure robust new business pipeline and recurring business are well-maintained to meet or exceed regional and country specific Pharma Analytics Annual Operating Plans (AOP) Drives existing funnel of opportunities to accelerate closure rates Utilizes intelligence-based prospecting to identify new potential opportunities Qualifies prospects to justify the time and resource investment Collaborates with and influences Bioproduction Account Managers (BAMs) and Field Application Specialists (FAS) within their district to develop and manage account growth strategies Develops a territory plan and works independently on daily activities to meet the (AOP) for Pharma Analytics Owns the Salesforce.com entry process, including management of technical meetings and new evaluation records Keep abreast of market intelligence including trends, competitors and key accounts developments Coordinate with the Regional Marketing Management and regional/local FAS on execution of training programs and workshops on the application and capabilities of the Pharma Analytics portfolio. Identifying and executing on best sales practices within assigned territories for the Pharma Analytics portfolio. Acts on marketing-qualified leads, quickly converting to new opportunities Establishes and builds relationships with key decision-makers, identifying the technical buyers Initiates product evaluations as part of the sales process, coordinating activities between the BAM and FAS. Responsible for service-related to product sampling. Identifies GEMBA opportunities and coordinates event activities with the BAM Assists all BAMs within assigned territory with sales and account planning efforts to achieve Pharma Analytics sales goals, including value proposition development across the wide BPD portfolio Reviews all price proposals before submission to the customer, and consults on RFQ submissions Assists BAM with negotiation strategy development and execution Attends technical collaboration visits to Business Unit manufacturing and R&D sites Acts as trusted advisor for key contacts within an account and brings in technical experts as needed to advance the solution process Provides post-sales product support, follows up on all product performance complaints or inquiries to ensure resolution Consults with BAM on obtaining customer forecasts for new and existing base business Maintains and enhances technical knowledge on assigned product lines, company literature, and competitive products Feeds voice of customer to the Business Unit Qualifications Bachelors degree or higher in Biotechnology or related field Strong and intimate understanding of downstream Pharma Analytics workflows in BioProduction processes. Exceptional oral and written communication skills being well versed in value selling techniques and the ability to sell up into organizations. Strong track record of selling complex Product/Technology solutions within the Life Science industry Able to work independently with limited day-to-day management supervision Ability to multi-task with an attention to detail. Knowledge of how to handle sales opportunities with complex and lengthy sales cycles. Able to handle confidential and proprietary information with sensitivity Must possess self-motivation, enthusiasm, a positive attitude, and perform as a team player Experience Requires a minimum of 5 years of sales experience working in a role related to the bioproduction process Must possess strong understanding of customer challenges and solution development Must demonstrate previous success in a customer-facing role Previous experience working with distributor partners is desirable At Thermo Fisher Scientific, each one of our 75,000 extraordinary minds have a unique story to tell.