Work Schedule
Environmental Conditions
Job Description
Responsibilities:
Ensure robust new business pipeline and recurring business are well-maintained to meet or exceed regional and country-specific purification Annual Operating Plans (AOP)
Initiate & support resin evaluation at various Biopharmaceutical customers (Biosimilars, Vaccines, Cell & Gene Therapy) in assigned territories. This will involve sharing the resin samples, application support, protocol & troubleshooting to improve the win rates.
Develop an understanding of the customer’s molecular intelligence in assigned territories to enhance value-selling from the resin portfolio
Support customers in lab scale & large scale column packings
Uses intelligence-based prospecting to identify new potential opportunities and customers
Collaborates with Bioproduction Account Managers (BAMs), Field Application Specialists (FAS) & Global product management teams 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 purification
Owns the Salesforce.com entry process like cases, seminars, management of technical meetings, and new evaluation records.
Stay ahead of market intelligence including trends, competitors, and key accounts developments
Coordinate with the Regional Marketing Management and global/regional FAS on the execution of training programs and workshops on the application and capabilities of the Purification portfolio.
Identifying and driving best sales practices within assigned territories for the Purification portfolio.
Acts on marketing-qualified leads, quickly converting into new opportunities
Establishes and builds relationships with key decision-makers, identifying the technical buyers & influencers
Assists all BAMs within assigned territory with sales and account planning efforts to achieve Purification 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
Attends technical collaboration visits to Business Unit manufacturing and R&D sites
Provides post-sales product support, and follows up on all product performance complaints or inquiries to ensure resolution
Consults with BAM on obtaining customer forecasts for new and recurring base business
Maintains and enhances technical knowledge of assigned product lines, company literature, and competitive products.
Qualifications:
Master’s degree or higher in Biotechnology or related field
Strong and intimate understanding of downstream purification workflows in Bioproduction processes.
Remarkable oral and written communication skills, with a strong proficiency in value selling techniques and the ability to sell up into organizations.
Strong background of selling Product/Technology solutions within the Life Science industry
Able to work independently with limited day-to-day management oversight
Ability to multi-task with 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 be a strong teammate.
Experience:
Requires a minimum of 6+ years of sales experience working in a role related to the bioproduction process
Experience in biopharmaceuticals downstream process development or manufacturing will be preferred
Must possess a strong understanding of customer challenges and solution development
Must have proven previous success in a customer-facing role
Previous experience working with distributor partners is desirable
Travel and Location:
This position is field-based, with a remote home office location convenient to reach all customers within the assigned territory
Frequent Travel will be required up to 50% in the field devoted to support/selling
Benefits
We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!
At Thermo Fisher Scientific, each one of our 70,000 extraordinary minds have a unique story to tell. Apply today http://jobs.thermofisher.com.
ThermoFisher is committed to crafting a diverse work environment that values and respects individuals from all backgrounds.
ThermoFisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
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