Job Title : Product Specialist III
Job Location : Bangalore
Reporting to : General Manager, Bio Production Division
About Company :
Thermo Fisher Scientific Inc. is the world leader in serving science, with revenues of more than $20 billion and approximately 70,000 employees globally.
Our M ission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics, deliver medicines to market and increase laboratory productivity.
Through our premier brands Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive services.
Team : LSG BPD / Finesse
Purpose of the role : To focus on leading the development and execution of strategies resulting in profitable growth through increased penetration of designated strategic (key) accounts and finding Smart Factory customers in his / her territory.
The Product Specialist III will be the guardian of the customer relationship, orchestrating the development of corporate-
wide resources to provide comprehensive product, service and solutions to the key account, and to optimize the opportunities to create mutually-
valued productivity, growth and profitability. The Product Specialist III drives the B2B alignment of Finesse local sales managers and the key account, and drives key strategic initiatives or programs at the key customer sites in order to achieve more efficient and effective business results.
The main objective is to position Finesse as the supplier of first choice and to understand the budgets and programs over a long-
term period at the key account. For Factory Solutions clients, the Product Specialist III has a goal to win the immediately available projects working with the Enterprise Solutions team, while positioning Finesse strongly for the future.
This is an Individual Contributor role with hands-on position to negotiate deals, attend sales presentations and help close.
He / she will directly manage very large, high-profile customer accounts, as appropriate. He / she will help develop sales proposals and responses to request for proposals (RFPs).
Role & Responsibilities
Responsibility for achieving revenue targets in SA territoryDeveloping and driving the market segmentAchieving sales goals in the market segmentForecast manufacturing needs of market segment
Primary contact for sales and support for end-users, reps, distributors and OEMs in territoryResponsible for direct sales to key strategic customers in this market segmentDevelop and maintain relationships with key customers in marketWork with General Manager-
Sales and Director of Asia Pacific Sales in developing and implementing product training programs for reps, high profile users.
Production of sales reports and forecasts as defined by General Manager-Sales
Coordinate sales plans and create transparency in selling opportunities.
Leverage company resources effectively to close opportunities.
For the Key accounts, utilize customer relationships to provide visibility into projects and budgets to the local sales force;
develop a collaborative approach from R&D to Enterprise that will maximize customer value and Finesse bookings.
Support sales team in large automation projectsEnsure communications are coordinated at all levels and sites globally at designated key accountsprovide executive level reinforcement for local sales managersSupport sales team to develop / deliver proposals on time.
Provide input on market trends and customer feature / product requests for new product development
Support of local trade shows and some national and international marketing events as necessaryWork with General Manager-
Sales, Director of Asia Pacific Sales and product marketing managers in developing and maintaining the advertising, trade show and printed promotional plans for product groupIn conjunction with marketing, gather data and suggest products and promotions that will penetrate the market, gain market share and increase sales.
Maintain key customer relationships and develop and implement strategies for expanding the company’s customer base;
Identify, propose and win Finesse-product-based projects.
Create strategic plans for each key account.
Negotiate master supply agreements at key accounts.
Maintain Finesse’s customer satisfaction program and related goals;
Support the Director of Marketing with sales presence at trade shows and other marketing events
Provide market information on Automation 4.0 roadmap information
Candidate Requirement :
Minimum BE Degree in Mechanical Engineering or Instrumentation
Strong customer orientation
Minimum of 10 years of sales experience with 5 years’ experience in the Biotech industry
Demonstrated leadership role in developing and executing sales plans over a 1-2 year time span; demonstrated ability to command the respect of both technical and business teams at clients;
Technical skills in strategic planning and sales planning;
Ability to leverage a CRM management tool to measure and monitor activity, progress towards sales goals, and results
Excellent interpersonal and communication skills including presentation skills;
Prior experience in sales and service systems development and deployment
Ability to work independently and respond rapidly to changing market demands.
Minimum of 2 years of experience in automation preferable DeltaV system engineering or service
Must be a team player
Desired Skills & Experience :
Master’s Degree in Engineering
Established contacts and relationships with potential customers
Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners;
Proven evangelical sales track record in a new product / new market environment;
Management - Demonstrated ability to prioritize the work effort of multiple teams, and ensure that tasks are completed on schedule, and risks are managed appropriately;
Superior written and communication skills