Technical Sales Specialist Purification

Job Description :

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office, Various outside weather conditions

The Technical Sales Specialist (TSS) for Purification 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 pipeline for future growth while maintaining current business relationships and organic growth. Applies sales experience, bioproduction process knowledge, product expertise, market intelligence, and territory management skills to grow sales and profitability. Remotely based in Hyderabad, India, this role will interact with customers through face-to-face meetings, teleconferences, and email communications.

The role will require a deep understanding of Purification processes and a strong ability to analyze business needs in order to supply to the achievement of commercial goals for the business unit in the assigned territory. The role is primarily responsible for accelerating growth in a complex sales environment where expertise and specialization are required. The person will also be responsible for defining the most effective product and solution strategy relevant to the specific market demand/molecule and ensuring that India Commercial Organization, Technical Services Organization (TSO/FAS) and the Divisional Business Unit are fully aligned and capable implementing this strategy. This individual will be responsible for the accelerated growth of the purification business.

Responsibilities:

• Identify and develop new opportunities for resin adoption at customer sites by supporting timely resin sampling, maintaining resin libraries and initiating new evaluations

• Ensure robust new business pipeline and recurring business are well-maintained to meet or exceed regional and country-specific purification Annual Operating Plans (AOP)

• Coordinating with the Application Scientist to ensure the customer is equipped with necessary collaterals and protocols for the successful resin evaluation.

• Closely work with application scientists to drive successful customer evaluations and technical and commercial wins.

• Develop an understanding of the customer's molecular intelligence in assigned territories to enhance value-selling from the resin portfolio

• Establish relationships with end-users/MSAT team to identify the column scale-up volumes for a particular process

• Coordinate with FAS and SME support for lab-scale, pilot scale & large-scale column packing

• Applies intelligence-based prospecting to identify new potential opportunities & 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 competitor trends and new offerings, and key accounts developments

• Coordinate with the Regional Marketing Management and county / regional / global FAS on the execution of training programs and workshops on the application and capabilities of the Purification portfolio.

• Identifying and implementing 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

• Ensure all technical queries (post and pre-sales) are addressed with FAS/SME support in a timebound manner ensuring minimal disruption of customer confidence.

• Maintain regular customer engagement with in-person visits or virtual calls to map potential commercial or technical difficulties and proactively address via competent customers

• 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

• Feeds the voice of the customer to the Business Unit

Qualifications:

• Master's degree or higher in Biotechnology or related field

• Strong and intimate understanding of downstream purification 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 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 teammate

Experience:

• Require 6+ years of Sales/Technical support experience for resins/downstream solution sales with a strong background in understanding downstream processes for Biologics, Vaccine, Cell & Gene Therapy customer

• A few years experience in biopharmaceutical/vaccine downstream process development or manufacturing will be preferred

• Must possess a strong understanding of customer challenges and solution development

• Must have demonstrated 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 dedicated to support/selling

Benefits

We offer driven 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!

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