Service Development Specialist

1 week ago

Perth, Western Australia Thermo Fisher Scientific Full time
At Thermo Fisher Scientific, each one of our 100,000+ extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.

When you're part of the team at Thermo Fisher Scientific, you'll do important work. Surrounded by collaborative colleagues, you'll have the support and opportunities that only a global leader can give you. Our respected, growing organization has an outstanding strategy for the near term and beyond. Take your place on our strong team, and help us make significant contributions to the world.

Job Title:
Service Development Specialist

Reports to:
Technical Service Manager

Group / Division:
Technical Service ANZ / Thermo Fisher Scientific ANZ

Career Band: 5

Job Family:
Sales

Job Sub Family:
Sales Development Specialist

Job Track:
Professional

Position Location:
Malaga, WA

Number of Direct Reports:0

Position Summary:

The Service Development Specialist (SDS) is primarily responsible for Service Agreement creation, management, lead generation and sales closure.

The core responsibilities of the SDS are to work with Territory Management, Product Management, Service Management and Technical Support to provide sales support for Service products and enable profitable business growth aligned with Service and Commercial strategy.


The SDS role is the primary lead generator and customer contact for the EAC service portfolio, providing competitor and market knowledge, execution of commercial strategies and management of a sales pipeline and process to meet or exceed operating plans.

Through effective contract management the SDS ensures that the needs of our customer can be met and supported, and that Thermo Fisher Scientific is a supplier of choice service and calibration

Key Responsibilities:

Service Execution

  • Find opportunities within the territory for EAC service and progress through the sales process to closure in order to meet revenue and margin targets.
  • Generate demand for the assigned service offering and the greater Thermo Fisher Scientific value proposition, by proactively engaging the customer and by providing outstanding customer experience
  • Assist in leading team to build strategic customer relationships within their assigned territory
  • Educate, connect and develop the customer base by ensuring all mutually beneficial business opportunities are explored in a timely and professional way
  • Attend training events to ensure skills are maintained uptodate and relevant for maximum benefit to the customer
  • Ensure regular feedback including win/loss reasons, competitor intelligence and market knowledge is provided to Service Managers and broader sales teams

Customer Relationship Management

  • Maintain regular contact with key customer groups and team members to monitor field service activity, proactively resolve issues and participate in customer engagement activities to support the growth strategy
  • Identify new opportunities, working with company resources to develop service sales potential
  • Ensure contract renewals occur on time with relevant price increases to ensure business revenue continuity
  • Maintaining an accurate, detailed customer record in the CRM

Promotion

  • Develop the business with local inputs to improve service sales in industrial accounts
  • Attend Trade Exhibitions, C2 meetings as required to generate leads and prospects for the company's service offerings

Service / Market Knowledge

  • Constantly develop service knowledge through company literature and other independent sources of technical information.
  • Obtain and report information of market trends, promotions and other activities from the market that may aid the business activity.

Partnership and Collaboration

  • Partner and work with the service management, local sales, FAS, FSE teams to build the pipeline and coordinate a company approach with our customers
  • Collaborate with the total Thermo Fisher team at key accounts to present a unified value proposition.

Administration and Reports

  • Maintain accurate and detailed customer records on the company CRM.
  • Provide timely service development reporting for forecasting and service development opportunities by due dates.

Frequent Contacts:

Internal

  • Technical Service: Senior Director Technical Services, Service Manager's, Team Leaders, Sales and Training Coordinator, Engineers
  • Sales: Sales Management, Territory Managers, Sales Specialists, Inside Sales, Product Managers Supply Chain / Purchasing
External

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

Minimum Requirements/Qualifications:

Qualifications & Experience

  • At least 5 years relevant experience in a business development, sales or account relationship management preferred. A solid understanding of local market and products is desired
  • Tertiary qu

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