Product Specialist

1 week ago

Sydney, New South Wales, Australia Thermo Fisher Scientific Full time

Position Summary:

The Product Specialist is primarily responsible for lead generation and technical sales closure for the product portfolio.

The core responsibilities are to work alongside the Account Manager and Product Manager to provide technical and sales support, so that the business can grow profitably and is aligned to the commercial strategy.


A predominantly field-based role, the Specialist is the primary lead generator and customer contact for the specific product portfolio, providing competitor and market knowledge, execution of commercial strategies and careful management of a sales pipeline and process to meet or exceed operating plans.

The specialist will offer a predominantly consumables based portfolio into regulated manufacturing environments

The person will ensure that the needs of our customers can be met and supported and that Thermo Fisher Scientific is a supplier of choice for the defined product range

Key Responsibilities:

_ Sales Execution_

  • Find opportunities within the geographical territory for the assigned product mix and progress through the sales process to closure
  • Achieve set annual targets for the WP & WAI product portfolio by developing and driving execution of product strategies
  • Generate demand for the product portfolio and the greater Thermo Fisher Scientific value proposition, by proactively engaging customers and by providing outstanding customer experience
  • Educate, connect and develop the customer base by ensuring all business opportunities are explored in a timely and professional way
  • Ensure feedback including win/loss reasons, competitor intelligence and market knowledge is provided to the Product Management and broader sales teams
  • Provide product expertise in public tenders, sophisticated quotations and demonstrations
  • Support and facilitate market research into key market & pricing trends and evolving customer requirements.

_ Training_:

  • Conduct product demonstrations, seminars and participate in customer engagement activities support the growth strategy
  • Close liaison with the Account Management team to work handinhand, thereby utilising the account managers' relationships for lead generation
  • Attend training events to ensure skills are maintained uptodate and relevant for maximum benefit to the customer

_ Pipeline and Opportunity Management_:

  • Maintain an accurate opportunity funnel for all assigned product, including closure dates and completed sales process (partners engaged, next steps, competition etc)
  • Maintain a forecast to an accuracy of +/ 10% on a monthly basis, reviewed as determined by the Category Manager

_ Environmental Health and Safety_:

  • Look after one's own health and safety, as well as the health and safety of others, whilst cooperating with management to help identify, assess and address OH&S issues in the workplace

Frequent Contacts:

_ Internal_

  • Sales: Sales Management, Account Managers, Sales Specialists, Inside Sales
  • Customer Service and Support / Helpdesk
  • Product Managers, Portfolio Leader
  • Supply Chain / Purchasing
  • Commercial Director

_ External_:

  • Customers
  • KOL (Key Opinion Leaders)
  • Professional groups and industry bodies
  • Trade show / conference attendees

Minimum Requirements/Qualifications:

_ Qualifications & Experience_

  • Validated results in a long lead time sales environment with high turnover consumables of a highly technical nature
  • Passion for laboratory consumables, chemical products and the associated markets
  • 3 + years' experience in a sales or marketing position in industry, academia, or equivalent with exposure to laboratory consumables and analytical chemistry
  • Shown excellence in sales

Skills & Attributes:

  • Highly motivated and resourceful individual who is driven by results
  • Ability to work autonomously and to position creative solutions
  • Resilience in long lead time sales, history of outstanding customer follow up is critical
  • A solutionfocused individual able to prioritise time and effort to deliver beyond customer expectations
  • An ability to think strategically and the ability to transform strategy into executed tasks
  • Excellent numeracy, literacy and verbal communication skills with a fastidious attention to detail
  • Strong organisational skills with an ability to prioritise based on key result areas, to handle time effectively and meet agreed timelines
  • An initiative taker who has a hardworking, upbeat and positive demeanor

Other Job Requirements:

  • Adhere to OHS policies and procedures and ensure a safe and healthy workplace environment


 Field bases role
  • High travel component


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.

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