Technical Sales Specialist - HPLC

| San Francisco, CA, USA
Employer Provided Salary: 90,800-136,175 Annually
Salary data is provided by the employer. Please note this is not a guarantee of compensation.
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Job Description

The Technical Sales Specialist (TSS) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This is a Presales focused role with the primary responsibility for selling and supporting High Pressure Liquid Chromatography Products within the assigned geography. In line with the strategic objectives of CMD, the purpose of this role is to improve the business potential by working collaboratively with the Account Managers (AM) within the geography to increase and sustain revenue growth of the HPLC product line. In addition to achieving their own product specific targets, the TSS supports the sales colleagues by providing technical expertise, competitive positioning and strategic guidance on growing the product line success for both new and existing accounts. The TSS reveals and elevates the customer's interest in the products and drives the Thermo Fisher Scientific value proposition from sample to knowledge.

Key responsibilities:

Selling Agility

  • Identifies and prioritizes new client opportunities and sales potential for the respective product lines with the result of growing business; Coordinates actions to enhance market penetration.
  • Uncovers new potential opportunities within this market and customer segment with a view to maximize allegiance and sales revenue for Thermo Fisher Scientific.
  • Proactively develops and drives sales strategies across the respective product lines.
  • Deeply understands account organizations and has the ability to develop trust and valued relationships with major decision makers; clarifies goals and reaches agreement while maintaining the interests of all parties.
  • Supports Account Managers with negotiation strategy development and execution. Acts as trusted advisor for key contacts within an account and brings in technical experts as needed to advance the solution process.
  • Apply and develop the Business Unit strategy, from prospection to closing.

Drives Growth

  • Shares the voice of customer to the Business Units. Attends technical collaboration visits to Business Unit manufacturing and R&D sites; Supports new Product Introduction (NPI) prospects within territory to maximize adoption rates and revenue return.
  • Supports and manages the sales funnel and forecast in collaboration with the country leads and their sales teams. Consults with key account managers and internal stakeholders on obtaining customer forecasts for new and existing business; works on strategies to achieve sales goals and metrics, including value proposition development.
  • Uses Thermo Fisher Scientific's sales tools to effectively manage the accounts, opportunities, pipelines and forecast in an accurate and timely manner.
  • Maintains awareness of competitor and industry activity; Introduces new products and services as available.


  • Leads collaboration and coordination with sales-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise.
  • Drives for close working relationships with Key Opinion Leaders (KOL) and scientists' leaders to promote specific CMD products and solutions.
  • Represents CMD at knowledge-based seminars and customer experience workshops. Maintains and enhances technical knowledge on assigned product lines, company literature, and competitive products; Positively always represent Thermo Fisher Scientific throughout customer locations.
  • Provides training and coaching to country sales teams to improve confidence in selling to customers in the respective product lines as well as competitive positioning.
  • Exchanges of account information and Sales Leads within and across Thermo Fisher Scientific commercial divisions.
  • Works expertly in a team selling environment engaging the correct internal company resources to solve customer challenges.
  • Serve as a mentor, leader and motivator to the account management team.

Minimum Requirements/Qualifications:

  • 5+ years proven experience selling chromatography & mass spectrometry instrumentation and managing complex, high-value accounts.
  • MS degree in science or equivalent work experience.
  • Strong market knowledge and business insight of industry sector, markets, applications and key trends preferred.
  • Commercial mindset, strongly motivated to win new business, with proven relentless pursuit of opportunities.
  • Ability to explain and sell the technical aspects of Thermo Fisher Scientific's scientific product portfolio.
  • Strong interpersonal, oral and written communication, and technical presentation skills; ability to meet deadlines.
  • Ability to work cross functionally in matrix environments.
  • Availability to travel to customer locations up to 70% including overnight travel
  • Demonstrate Thermo Fisher Scientific values - Integrity, Intensity, Innovation and Involvement


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!

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

Apply today!

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.

Accessibility/Disability Access

Job Seekers with a Disability: Thermo Fisher Scientific offers accessibility service for job seekers requiring accommodations in the job application process. For example, this may include individuals requiring assistance because of hearing, vision, mobility, or cognitive impairments. If you are a job seeker with a disability, or assisting a person with a disability, and require accessibility assistance or an accommodation to apply for one of our jobs, please submit a request by telephone at 1-855-471-2255*. Please include your contact information and specific details about your required accommodation to support you during the job application process.

*This telephone line is reserved solely for job seekers with disabilities requiring accessibility assistance or an accommodation in the job application process. Messages left for other purposes, such as not being able to get into the career website, following up on an application, or other non-disability related technical issues will not receive a response.

Compensation and Benefits

The salary range estimated for this position based in California is $90,800.00-$136,175.00.

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

  • A choice of national medical and dental plans, and a national vision plan, including health incentive programs
  • Employee assistance and family support programs, including commuter benefits and tuition reimbursement
  • At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
  • Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
  • Employees' Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit:

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