Clinical Sales Specialist

Thermo Fisher Scientific•Orlando, FL

1d•Hybrid

About The Position

The Immunodiagnostics Division (IDD) of Thermo Fisher Scientific aims to significantly improve the management of allergies, asthma, and autoimmune diseases by providing healthcare professionals with advanced diagnostic technologies and clinical expertise. Our key businesses include allergy, autoimmunity, and systems. This role involves persuading targeted physicians and markets to adopt diagnostic tests, teaching them how to apply the technology, interpret data, and use it for patient management. The specialist will develop and grow market share based on established sales goals for the territory, train medical office staff, and submit timely sales reports. They will collaborate with laboratory counterparts to identify key targets and secure appointments, customize solutions to meet account needs, and travel through the District, owning the territory including target identification, account planning, accurate sales forecasting, and sales results. Support for Business Development Executives (BDEs) and Health System sales outreach teams is also expected to grow the business. Participation in district meetings for training, product updates, and sharing field intelligence is required, as is assisting with the growth and development of the District team through training and mentorship.

Requirements

Bachelor's Degree or 10 years of sales experience.
Track record of success in medical sales, B2B technical sales, or military service.
Established client base in the primary care market or knowledge of ACOs, IDNs, and Health Systems.
Minimum 10 years of sales experience or equivalent.
Drives Results: Consistently achieve results even under challenging circumstances.
Customer Focus: Building strong customer relationships and delivering customer-centric solutions.
Action Oriented: Tackling new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
Plans & Aligns: Planning and prioritizing work to meet commitments aligned with organizational goals.
Communicates Effectively: Develops and delivers communications that convey a clear understanding of the unique needs of different audiences.
Instills Trust: Gaining the confidence and trust of others through honesty, integrity, and authenticity.
Computer skills: Knowledge and experience with business software applications (MS Outlook, Word, PowerPoint, Excel) and virtual communication tools (MS Teams).
Experience with Salesforce.com or similar CRM Solutions.
You must live in your geography or within a reasonable distance in major metro market areas.
Collaborate with other Thermo Fisher employees, including live and virtual meetings, as well as co-travel in your territory with co-workers and your direct manager.
Goal and results-oriented.
Coachable with a willingness to learn, take direction, and win.
Good communication and presentation skills.
Knowledge and experience with business software applications (MS Outlook, Word, PowerPoint, Excel) and virtual communication tools (Webex, MS Teams, etc).
Valid driver's license and good driving record.
Ability to travel throughout assigned territory, sometimes requiring overnight stays for team meetings.
Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation, and Involvement.

Nice To Haves

Track record of success in medical sales, B2B sales, or military service.
Knowledge of/exposure to primary care or pediatric market.
Experience with Salesforce.com or similar CRM solutions.

Responsibilities

Persuasively sell the concept of using a diagnostic test to targeted physicians and markets.
Teach physicians how to apply the technology, interpret the data, and use the data to manage the patients’ care.
Develop and grow market share based on established sales goals for the territory.
Train medical office staff on how to order and interpret tests properly.
Submit timely and accurate weekly call reports for tracking sales, product use, profile data, market analysis, and commission statistics.
Work with laboratory counterparts to identify key targets and secure appointments for initial product presentations.
Customize innovative solutions using all resources within IDD to meet account needs that can be scalable and reproducible.
Travel through the District, be accountable for territory ownership, including target identification, account planning, and accurate sales forecasting and sales results.
Where requested, support Business Development Executives (BDE) to achieve the Area health economic sales goal by assisting with large system implementations and initiatives.
Work with Health System sales outreach teams to grow the business, being driven to the Health System Laboratory as directed by the District Manager/Sales Director.
Participate in district meetings for training purposes, product information updates, and sharing field intelligence information.
Assist with the growth and development of the District team by providing training, mentorship & assistance as needed.