Position Summary:

The Genomics Senior Sales Specialist will cover the NIH, Virginia, West Virginia, D.C. and Maryland territory and is responsible for the promotion of the full portfolio of Dharmacon-branded products and services (including those from RNAi Discovery and Therapeutic Services (RDTS)), Open Biosystems-branded products (including shRNA, cDNA and viral packaging) and ABgene qPCR reagents.  The scope of the product portfolio is subject to change at any time as the company adds complementary technologies.  The full product portfolio is sold within assigned accounts/territories with the objective of increasing profits and market share for the Life Sciences Research (LSR) division of Thermo Fisher Scientific.  The Senior Sales Specialist is responsible for contacting and establishing relationships with potential prospects, maintaining relationships with and supporting key customers and providing territory and market information to in-house and management staff.  Position duties include:

·        Achieve or exceed sales quota and objectives while maintaining profitability and ensuring 100% customer satisfaction.

·        Promote full portfolio of Genomics products and services within assigned territory.

·        Sell by making appointments to pharma/biotech, government and academic accounts and by making cold calls to academic accounts.

·        Develop and execute strategic account plans for large pharma and biotech companies, employing multi-level selling to sell top-down and bottom-up, and drive penetration of the entire portfolio.

·        Maintain contact with existing customers to promote new products, close deals and grow sales, as well as develop new prospects.

·        Support service to customers by developing a strong working relationship with Marketing, Technical Support, Customer Support and Production to ensure that a teamwork environment is established and optimal technical and customer service support is guaranteed.

·        Develop a strong working relationship with the Field Application Scientist (FAS) and in-house personnel to facilitate team selling when needed.

·        Develop strong working relationships with purchasing agents at key accounts.

·        Develop and implement the territory business plans to effectively reach/exceed sales quota.

·        Develop and implement pre-call plan and objectives to ensure productive customer interactions.

·        Develop a strong working knowledge of assigned products and services as well as applications utilized by our customer base.

·        Understand competitive trends.

·        Develop a strong working knowledge of the features and benefits of competitive products.

·        Develop a working knowledge of current and potential activities that may affect revenues.  These include but are not limited to funding and user needs.

·        Play an active role within the sales team, and with sales teams inside and outside of LSR, e.g. (Proteomics, ABgene Specialists, Cellomics equipment and lab automation) to share leads, develop large opportunities, contribute to team spirit and teamwork and improve account penetration.

·        Establish working relationships with any distributor sales team(s) that may support the territory (e.g. Customer Channels Group (CCG)). 

·        Train/enable/support distributors for base business maintenance and growth at key accounts in the sales territory.

·        Attend all required sales meetings and training sessions, implementing new skills gained.

·        Attend all required trade shows and conferences.

·        Effectively utilize required time and territory management tools, write and execute a detailed territory plan (including detailed account specifics) and view the territory in perspective with other global sites. 

·        Supply accurate sales forecast information, and maintain a robust sales pipeline. 

·        Use resources appropriately, and provide detailed communications regarding specific customer needs or objectives, roles and responsibilities for customer visits.

·        Submit reports as requested by sales management. 

·        Perform other objectives as assigned by sales management.

·        Execute position with minimal supervision.

Minimum Requirements/Qualifications:

·        4 years direct experience selling advanced molecular biology technologies into drug discovery.

·        2 years demonstrated technical knowledge of basic molecular biology techniques and ability to learn technology of the products being represented with the ability to give lower-level technical presentations.

·        2 years of molecular biology or cell biology lab experience preferred.

·        1 year demonstrated proficiency in the management and execution of large deals with minimal management support.

·        Bachelor’s degree in Biochemistry, Molecular Biology, or equivalent.

·        Ability to travel up to 40-50 % depending on the territory assigned.

·        Proficient with general computer programs, including Microsoft Office, and ability to search for information on the internet/intranet.

·        Excellent communication skills, both written and verbal.

·        Demonstrated proficiency in delivery of sales capabilities presentations.

·        Ability to understand drug discovery and build high-level relationships with key stakeholders (with a focus on pharmaceutical, biotech and academic cores).

Additional Desired Qualifications:

·        Proven track record of teamwork and working well with support resources (e.g. Marketing, Management, FAS, R&D, Finance, Legal and Production) to complete sales and service customers. 

·        Self motivated, results-oriented and success driven