Instrument Systems Specialist

Durham, NC
October 03 2017
Position Type
Full Time
Job Description

The Healthcare Market Division (HMD) offers a broad array of consumables, diagnostic kits and reagents, equipment, instruments, solutions and services for hospitals, clinical laboratories, reference laboratories, physicians' offices and other clinical testing facilities. These products are manufactured by Thermo Fisher and third parties. The division is based in Houston, Texas and manages over 22,000 active customer accounts, 80,000 products, 2900 suppliers, 13 distribution centers and 3 customer service locations generating over $1B in revenues.


Candidate will be responsible for selling profitable laboratory equipment within new and existing customer opportunities in a defined territory in West Virginia, Kentucky, Virginia, North Carolina, Southern Ohio and Eastern Tennessee Markets and includes Acute Care Hospitals and Physician's Office Laboratories. Equipment will include Abbott ci4100 and Ruby analyzers, in 200 bed and less hospitals, Ortho Clinical Diagnostics, Horiba ABX, and Tosoh analyzers.

Candidate will work collaboratively with Fisher Account Managers and Instrument Manufacturers to develop and close instrumentation opportunities. Significant field travel required to work with Fisher Account Managers to develop instrument leads and carry the sales cycle forward to close. Instrument demo skills, objection handling and selling in the carpeted hallways are critical. Candidate must recognize the value and importance of the problem solving and results oriented approach to accomplish sales targets and do this through effective planning and organization in each of the sales territories of responsibility.

Responsibilities will also include maintaining an accurate and detailed instrument funnel that will be updated weekly. This funnel will serve as the basis for a monthly forecast that will be sent to the direct manager and local district sales manager. Each month the candidate will be responsible for conducting one on one funnel updates with every account manager.

This candidate will be looked upon to lead without authority on a daily basis. They will serve as a coach, leader and motivator to the account management team. They will also serve as a teammate within a talented and experienced group of capital selling specialists.

Overall, the candidate's performance will be rated on annual performance to company plan, contributions to the ISS team and the number of account managers that achieve the company's instrument plan.

Minimum Requirements:

  • Bachelor's degree
  • Minimum seven years sales experience, preferably capital equipment
  • Track record of sales over-achievement vs. company goals
  • Track record of successful territory management a must
  • 60%-70% travel within assigned territory
  • Problem solving and results oriented approach
  • Excellent presentation skills
  • Excellent oral and written communication skills
  • Proficient in Microsoft Office
Preferred Qualifications:
  • Sales Specialist experience
  • Prior laboratory experience
  • Prior distribution experience
Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of $17 billion and approximately 50,000 employees in 50 countries. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics and increase laboratory productivity. Through our premier brands - Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services - we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive support.

This position has not been approved for Relocation Assistance.

Thermo Fisher 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.