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Sales Execution
1. Achieve monthly, quarterly and annual targets
2. Provide an accurate sales forecast for the Clinical & Pharma Microbiology business areas
3. Craft and implement effective business territory plans
4. Use data analysis tools to optimise sales and margin metrics for customer accounts
5. Ensure feedback including win/loss reasons, competitor intelligence and market knowledge is provided to the Product Management and broader sales teams
6. Understand the broader business areas and generate leads, driving a whole of business approach with Product Specialist Expertise
7. Gain a strong understanding of the customer's requirements and application needs on a technical level, to ensure the most suitable solution is proposed
8. Understand the regulatory environment these products and customers work within
9. Assist Product Management team to ensure inventory and product forecasting targets are met and customer/marketing expectations are achieved.
10. Conduct product demonstrations, seminars and participate in customer engagement activities to support the growth strategy
11. Work with Technical and Service teams to resolve customer technical issues to high customer happiness
12. Attend training events to ensure skills are maintained up-to-date and relevant for maximum benefit to the customer
13. Attend relevant industry scientific meetings and conferences
Pipeline and Opportunity Management
14. Maintain an accurate opportunity funnel for all assigned product, including closure dates and completed sales process (customer engagement, next steps, competition etc)
15. Maintain a forecast for the assigned product lines to an accuracy of +/- 10% on a monthly basis,
16. Maintain a record of customer visits and interactions using the CRM platform completed by the end of each week
Minimum Requirements/Qualifications
17. Tertiary qualifications in Science or related subject area is important
18. Experience in a Microbiology laboratory or commercial Microbiology setting.
19. Previous experience selling Microbiology reagents and consumables is highly regarded
20. Technical understanding of markets, particularly within clinical and pharmaceutical laboratories
21. Strong understanding of the Sales process with consistent track record to achieve results
22. Experience working with Microsoft Office Suite and CRM system
Skills & Attributes:
23. Highly motivated and resourceful individual who is driven by results
24. Ability to work autonomously and to position creative solutions
25. History of outstanding customer follow up is crucial
26. A solution-focused individual able to prioritise time and effort to deliver beyond customer expectations
27. An ability to think strategically and transform strategy into implemented tasks Excellent numeracy, literacy and verbal communication skills with a fastidious attention to detail
28. Strong communication skills, the ability to prioritise based on key result areas, to lead time effectively and meet agreed committments.
29. An initiative taker who has a hard-working, upbeat and positive demeanor
Other Job Requirements:
30. Implement OHS policies and procedures and ensure a safe and balanced workplace environment
31. As this position requires time on the road, a current driving license is a prerequisite
32. The role covers regional customers; therefore regular travel is required (
33. Travel to attend training sessions/conferences/occasional activities.
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!
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 125,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, tackle complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory with the Microbiology Division, part of Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.