Careers at ThermoFisher Scientific

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Job ID :
Location :
Brazil - Sao Paulo
Job Description

Position Summary:
Manages the technical sales relationship with accounts and partners in the LATAM region focusing on growing current revenue streams and/or developing new revenue streams. The technical responsibility includes qualification, demonstration preparation, and delivery of demonstrations of Digital Science software portfolio for LIMS, ELN, SDMS, and workflow applications. This position carries a sales quota for the LATAM region.

Minimum Requirements/Qualifications:

  • Effectively demonstrate Thermo Fisher software product & services portfolio and unique value in response to customer needs.
  • Prepare and deliver compelling, focused technical demonstrations
  • Prepare and deliver focused Proofs of Concept (PoC)
  • Support Sales Team with technical qualification assistance
  • Prepares product for demonstration in accordance with needs of prospective customers.
  • Understands the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively with account managers.
  • Ensures that the sales approach is consistent with overall technical capability.
  • Works with the Service Management team to ensure an effective, efficient and seamless transition to service operations upon completion of the sales process
  • Builds technical relationships at multiple levels of account and across all constituents.
  • Ensures that management understands technical requirements for markets and communicates to gap analysis and success criteria to development and product management.
  • Provides technical feedback and scientific data on new ideas or GAP analysis to Product and Application Managers
  • Responds effectively and promptly to customer requests.
  • Ensures that Management is involved at critical times and during pivotal opportunities. Delegates to other departments as appropriate.
  • Provides technical input to deal team calls.
  • Understands business goals and evaluates and prioritizes opportunities accordingly along with account managers and Director of Sales.
  • Qualifies potential opportunities early in the sales cycle along with account manager.
  • Allocates part of every sales call to understanding or clarify the customers’ business challenges.
  • Establishes initial technical credibility with accounts.
  • Provides realistic estimation of demonstration preparation time.
  • Provide technical support for RFx responses in support of the team
  • Participates in regional meetings to share best practice, and assist with technical training.
  • Supports sales in preparing and presenting territory based seminars and Laboratory Informatics Symposiums (LIS) meetings.
  • Assist Product and Application Managers in education of the technical and sales teams.
  • Collaborate in development and maintenance of demonstration systems by market. Shares interesting/innovative technical developments with peers.
  • Has sufficient technical and business knowledge to present a compelling value proposition to prospects and customers.
  • Uses knowledge of the competition in the sales campaign to develop technical/functionally competitive strategies.
  • Collaborates with other groups within Thermo Scientific Informatics to implement appropriate strategies to address opportunities and overcome obstacles.
  • Communicates with Product Management and Development to provide field (customer) input on product features and feature prioritization requirements during product operational review meetings
  • Communicates regularly with the account team to ensure that they are informed on significant product developments and customer issues.

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