Product Specialist, Laboratory Chemicals

Product 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 to 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 to take science a step beyond by developing solutions for some of the world's toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

The Product Specialist is a sales role, primarily responsible for driving profitable revenue and developing customer relationships and business within their respective territory and market segments, for the Laboratory and Specialty Chemicals portfolio.

This includes developing leads and opportunities with both existing and new customers, opportunity qualification, managing the sales process and customer interactions, and closure. This will include working collaboratively with the Strategic Partnerships team, Product Management and internal support teams. This role will support our full customer value proposition and drive growth that is closely aligned to portfolio strategy.

A predominantly field-based role, the Specialist will support the sales process by providing competitor and market knowledge, developing territory and customer plans, execution of commercial strategies and careful management of a sales pipeline and process to meet or exceed operating plans.

Key Responsibilities:

• In conjunction with Portfolio teams and other stakeholders, develop sales, customer and marketing strategies including the identification of new business opportunities, and execute to achieve growth targets.
• Working closely with new and existing clients to resolve their present and future needs and proposing suitable products and solutions in order to maintain and grow revenue for the organisation.
• Maintain strong awareness of competitive activity, market dynamics, pricing trends, and emerging technologies.
• Represent Thermo Fisher Scientific at industry events, exhibitions, and customer seminars.
• Partner with other Product Specialists to identify new business opportunities and close sales.
• Gain a solid understanding of the customer's requirements and application needs on a technical level to ensure the most suitable solution is being proposed.
• Liaise with Product Management to ensure inventory and product forecasting targets are met and customer expectations are achieved.
• Help to resolve customer technical issues to high customer satisfaction.
• Attend regular sales meetings and report out on territory plan execution.
• Work across the Laboratory Products team and broader business to maximize growth and to support customers with end to end solutions across their workflow.
• May be required to perform other duties as required and or assigned.

Commercial Effectiveness:

• Develop and maintain a robust, qualified opportunity pipeline aligned to operating plan targets, managing all deals through a structured sales process with clear next steps and stakeholder engagement.
• Maintain forecast accuracy within 5% on a monthly and quarterly basis through disciplined pipeline management, regular deal reviews, and risk identification.
• Proactively follow up and qualify all assigned Marketing Qualified Leads (MQLs) within agreed timeframes, converting viable opportunities into Sales Qualified Opportunities (SQOs).
• Ensure high-quality CRM data integrity, including accurate revenue values, probability, product mix, close dates, competitive positioning, and documentation of customer interactions.
• Execute a structured territory engagement plan, meeting targeted levels of quality customer visits through planned face-to-face and virtual engagements across priority accounts and target prospects.
• Monitor performance against territory objectives and implement corrective actions to address pipeline gaps, stalled opportunities, or forecast risk to ensure delivery of commercial targets.

Cross-Functional Collaboration:

• Work closely with Product Management to support product launches, inventory planning, and demand forecasting.
• Collaborate with Marketing on campaign execution, lead follow-up, and competitive positioning.
• Share market intelligence and customer insights to inform strategic planning.

Minimum Requirements/Qualifications:

Qualifications & Experience:

• Formal tertiary qualifications in a relevant subject area (science or similar) and/or related industry experience
• 3+ years' experience in a sales role
• Demonstrated excellence in sales with an ability to consistently achieve results
• Ability to travel within the territory to carry out primary responsibilities

Skills & Attributes:

• Strong commercial acumen with the ability to translate strategy into executable plans.
• Technical aptitude and ability to engage credibly with stakeholders.
• Structured pipeline management and disciplined forecasting capability.
• Excellent negotiation and stakeholder management skills.
• Strong organisational and time management skills.
• Clear, professional verbal and written communication skills.
• Self-directed, results-oriented, and highly accountable.
• An initiative-taking, growth-oriented team player with a positive mindset and strong drive to achieve results.

Benefits:

• Health & Wellbeing: Join a company that prioritizes your health & wellbeing with comprehensive benefits, wellness programs, and an Employee Assistance Program providing confidential support for personal and work-related issues.
• Flexibility: Balance your work and personal life with flexible arrangements.
• Extra Leave: Benefit from generous leave policies, including the option to purchase additional leave, paid birthday leave, and company paid parental leave.
• Charitable Giving & Volunteering: Make an impact with paid volunteer time to support non-profit organizations that matter to you.
• Learning & Development: Advance your career with access to online courses via Thermo Fisher Scientific University Plus and LinkedIn learning, workshops, and mentorship programs for continuous learning and skill development.

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