Clinical Sales Specialist (Diagnostics)

Clinical Sales Specialist

As part of the Thermo Fisher Scientific team, you'll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day and enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping take science a step beyond by developing solutions for some of the world's toughest challenges.

Discover Impactful Work

Join our collaborative sales team in the Clinical Diagnostics Division as a Clinical Sales Specialist. In this field-based role, you will drive revenue growth, develop new business opportunities, and build lasting customer relationships while representing our portfolio of clinical diagnostics products and services.

The primary customer base includes hospitals, reference laboratories, and physician office laboratories. You will serve as a trusted advisor, using a consultative approach to understand customer needs, laboratory workflows, and business priorities and connect customers with solutions that support their clinical and operational goals.

Territory

This field-based position supports Massachusetts, Upstate NY, Vermont, New Hampshire, and Maine. Candidates should be located within the territory with reasonable access to a major airport, preferably Boston. Travel of approximately 5075% is expected. Relocation assistance is not provided for this position.

Key Responsibilities

• Develop and execute strategic territory and account plans to achieve sales and revenue objectives.
• Identify, qualify, and develop new business opportunities across hospitals, reference laboratories, physician office laboratories, and other relevant customer segments.
• Build and maintain strong relationships with key customers and stakeholders throughout the sales cycle.
• Apply a consultative selling approach to understand customer applications, laboratory workflows, business priorities, and technical requirements.
• Position appropriate products, services, and solutions based on customer needs.
• Manage complex sales opportunities from lead generation and qualification through negotiation, contracting, and close.
• Develop and negotiate proposals and agreements, including complex and multi-year opportunities, as applicable.
• Partner effectively with internal commercial, technical, service, marketing, and other cross-functional teams to deliver an effective customer experience.
• Maintain an accurate sales pipeline, account activity, customer information, and forecasts using CRM and sales tracking tools.
• Analyze territory performance, market dynamics, competitive activity, and customer trends to identify opportunities for growth.
• Conduct customer meetings, presentations, product discussions, and business reviews through both in-person and virtual engagement.
• Support customer satisfaction and long-term account development by maintaining consistent communication and coordinating appropriate internal resources.

Education

• Bachelor's degree or equivalent relevant experience.
• Degree in Biology, Chemistry, Biochemistry, Life Sciences, or a related field is preferred.

Experience

• 5+ years of sales experience in life sciences, laboratory diagnostics, healthcare, or a related field preferred.
• Demonstrated experience generating leads, qualifying opportunities, and developing new business.
• Experience with CDMO services, laboratory products, or relevant technical solutions preferred.
• Proven ability to maintain accurate sales forecasts and pipeline management.
• Strong business acumen and ability to understand complex customer requirements.
• Experience managing customer relationships and progressing opportunities through a complex sales cycle.
• Experience working effectively within collaborative, cross-functional, or matrixed organizations.

Knowledge, Skills and Abilities

• Ability to understand technical products, customer applications, and laboratory workflows.
• Strong consultative selling, negotiation, and relationship-management skills.
• Ability to communicate effectively with customers and internal stakeholders at multiple levels.
• Strong analytical skills, including market analysis, sales performance tracking, forecasting, and pipeline management.
• Ability to understand and navigate relevant product, technical, and regulatory considerations.
• Strong written, verbal, presentation, and interpersonal communication skills.
• Proficiency with CRM platforms, sales tracking tools, and Microsoft Office applications.
• Ability to independently manage a geographically dispersed sales territory and prioritize multiple customer and business needs.
• Ability to collaborate effectively across diverse, cross-functional teams.
• Ability to travel approximately 5075% within the assigned territory.

Compensation and Benefits

The salary range estimated for this position based in Massachusetts is $75,700.00$100,900.00. This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs
• Employee assistance and family support programs, including commuter benefits and tuition reimbursement
• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
• Employees' Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount