qPCR Cons Sales Specialist - (San Francisco Area)
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qPCR Consumables Sales Specialist - San Francisco
Consistently and accurately manages sales process including sales forecasting, pipeline management, and sales tracking through the use of Siebel system and other designated IT tools. Orchestrates resources and personally engages key customers for the benefit of the qPCR Cons business. Develops and maintains deep current knowledge of genetic analysis markets, products, and buying practices required to effectively compete in the assigned territory. To utilize product and application knowledge across the genetic analysis portfolio, to successfully apply consultative and strategic selling presentations.
Expands Fisher Scientific / Biosciences Division qPCR Cons mindshare and value-add: Capitalizes on local marketing innovations (regional, country-level) to expand these programs within area-of-control. Provides channel sales representatives with business planning and development consulting to ensure effective strategies
Channel Partner Sell-Through Support: Provides Foundational qPCR Technical Training and qPCR Cons Sales Training. Promotes use of standardized value proposition: Why selling qPCR cons will enable the Fisher Scientific / Biosciences Division Representative to achieve quota. Ensures use of standardized Playbook in each joint selling day. Teaching Channel Representatives to Fish: Modeling the Sales Process for Channel Sales Representatives using the qPCR App. Motivates Channel Representatives enthusiasm for qPCR Cons to stimulate aggressive selling. Facilitates responsive, real-time knowledge transfer between Genetic Sciences Representatives and Channel Representatives. Reviews Channel Partner marketing campaigns and plans to ensure accurate positioning and description of qPCR Cons products. Critically assesses qPCRs value propositions to ensure they speak to the interests and needs of Channel Representatives or end-customers.
Consistent Tool & Resource Utilization: Uses the tools, processes, and operational resources essential to improve and advance indirect sales. Standardized Territory and Account Review tools that leverage Predictive Analytics and are used every time the qPCR Consumables Sales Specialist works with a Channel Partner Representative. Standardized “Progress Card” with metrics to measure effectiveness of Channels. Collaboratively monitors and influences partner sales pipeline management to ensure continuous population and movement of near- and long-term opportunities. Helps partners develop or refine opportunity planning and mapping. Champions innovations that improve partner pipeline management, alignment with the Genetic Sciences Division forecasting systems, and reporting accuracy
Organizational Collaboration - Collaborates effectively with Channel Partners and across Thermo Fisher to obtain sponsorship and support, resolve issues, and expedite selling. Applies knowledge of Genetic Sciences Division's management structure and matrix organization to solve problems. Expands internal networks, contacts and relationships to maintain selling effectiveness. Builds relationships to regional qPCR Consumables Sales Specialist counterparts to share information and promote and practice local/geography consistency. Advises Genetic Sciences Division on market gaps that qPCR's portfolio that we are not currently but could be covering. Provides team leadership to less experienced channel representatives
Requires a Bachelor's Degree in Biology, Molecular Biology, Biochemistry or related field; or the equivalent knowledge and experience. A Master's or PhD degree is desirable.
Must have scientific consulting acumen - demonstrates the highest level of product and technical knowledge across the high-end qPCR and its applications. Knowledge of other Genetic platforms valued.
Sales acumen and Independent Driver - accomplished sales skills, can speak to competitive technologies and demonstrates value as a supporting partner in the pre-sales process, while also independently driving sales throughout all stages of the sales process to meet sales targets.
Minimum of 3-5 years sales experience in Life Science preferred. Similar Field Application Support experience to be considered. Extensive knowledge of qPCR technologies required along with some next-generation sequencing knowledge as well.
Knowledge of accounts in territory is preferred.
Residence in specified territory is a must.
People with great influencing skills, great sales rigor to get results through others
At least 50% travel required
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