About this role.
This Technical Sales Specialist role at Thermo Fisher Scientific focuses on driving revenue growth for the Chromatography and Mass Spectrometry Division. The TSS identifies new opportunities, supports account managers, and develops sales strategies while acting as a trusted technical advisor. The position requires deep technical knowledge, strong selling agility, and the ability to collaborate with internal teams and key opinion leaders. It involves managing complex, high-value accounts from prospecting to closing. The role is ideal for a seasoned sales professional with a scientific background and a passion for life science technologies.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Cover letter sample
Dear Hiring Manager,
I am excited to apply for the Technical Sales Specialist, Life Science Mass Spectrometry position at Thermo Fisher Scientific. With over 5 years of successful sales experience in the analytical instrumentation market, I have a proven track record of managing complex accounts and driving significant revenue growth. My background in life sciences, combined with my technical expertise in mass spectrometry, allows me to effectively communicate the value of your products and build strong customer relationships.
I have consistently exceeded sales targets by implementing strategic sales plans and collaborating closely with account managers and application specialists. I am skilled at identifying opportunities, developing trusted advisor relationships, and leading teams to deliver results. I am eager to bring my passion for scientific innovation and sales excellence to Thermo Fisher Scientific.
Thank you for considering my application. I look forward to discussing how I can contribute to your team.
Sincerely,
Your Name
Sample interview questions
In my previous role, I successfully sold LC-MS and GC-MS systems to pharmaceutical and academic institutions. I managed a sales territory with deals exceeding $500,000, navigating multi-stakeholder approval processes and conducting technical presentations. I exceeded my quota by 120% in the last year by leveraging my technical knowledge and building long-term customer partnerships.
I begin by conducting a thorough market analysis, identifying key accounts and their pain points. I segment my territory based on potential, and then collaborate with field application specialists to design tailored value propositions. I also work closely with account managers to ensure alignment and create a pipeline that addresses both short-term wins and long-term growth.
I once had a customer who was loyal to a competitor's system. Instead of pushing my product, I invited them to a demo center, provided peer testimonials, and conducted a side-by-side comparison. I also arranged a discussion with our R&D team to address their specific concerns. This consultative approach led to a successful pilot study and eventually a large contract.
I prioritize my time by using a territory plan that allocates specific hours for prospecting, account support, and technical training. I believe that empowering account managers with product knowledge ultimately increases my own selling effectiveness. I use CRM tools to track activities and ensure that I'm spending time on high-value opportunities while also being available as a technical resource.
One complex deal involved a university with multiple departments and a long procurement timeline. I built a coalition of champions across the university, organized workshops, and provided detailed ROI analysis. The main challenge was aligning different budget cycles, so I worked with our finance team to offer flexible payment terms. I closed the deal after nine months, resulting in a multi-unit order.
Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
Job Description
The Technical Sales Specialist (TSS) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This is a technology focused role with the primary responsibility for selling and supporting within CMD. In line with the strategic objectives of CMD, the purpose of this role is to enhance the business potential through increased sustained revenue growth of our instrument and consumables portfolio in the respective product lines. In addition to demonstrating expertise in their assigned technology, the individual supports the sales colleagues by selling the product portfolio within group in new and existing accounts. The TSS elevates
the customer’s curiosity about the products and drives the Thermo Fisher Scientific value proposition from sample to knowledge. The TSS will act from the prospecting phase up to the closing phase of the deal.
Key Responsibilities:
Selling Agility
Identifies and prioritizes new client opportunities and sales potential for the respective product lines with the result of growing business; Coordinates actions to enhance market penetration
Supports and directs Account Managers to uncover new potential opportunities within this market and customer segment with a view to enhance allegiance and sales revenue for Thermo Fisher Scientific
Proactively develops and drives sales strategies across the respective product lines.
Has the ability to develop trust and valued relationships with major decision makers; clarifies goals and reaches agreement while maintaining the interests of all parties
Supports Account Managers with strategy development and execution. Acts as trusted advisor within an account and brings in technical authorities as needed to advance the solution process
Apply and develop the Business Unit strategy, from prospection to closing Results Leadership
Shares the voice of customer towards the Business Unit. Also attends technical visits to Business Unit, manufacturing, R&D sites, and Demo centers; Supports new Product Introduction (NPI) prospects within territory to improve adoption rates and revenue return
Supports and leads the sales funnel and forecast in collaboration with the country leads and their sales teams. Works on strategies to achieve sales goals and metrics, including value proposition development
Uses Thermo Fisher Scientific’s sales tools to efficiently handle the accounts, opportunities, pipelines and forecast in an accurate and timely manner
Maintains awareness of competitor and industry activity; Introduces new products and services as available
People Leadership
Develops close working relationships with Key Opinion Leaders (KOL) and scientists’ leaders to promote specific CMD products and solutions
Represents CMD at knowledge-based seminars and customer workshops.
Exchanges of account information and Sales Leads within and across Thermo Fisher Scientific commercial divisions
Works adeptly in a team selling environment engaging the correct internal company resources to address customer challenges
Serve as a mentor, leader and motivator to the account management team
Technical Knowledge
Leads the partnership and coordination with sales-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise
Provides training to country sales teams to improve confidence in selling to customers in the respective product lines as well as driven positioning
Maintains and improves technical knowledge on assigned product lines, company literature; Positively always represent Thermo Fisher Scientific throughout customer locations
Minimum Requirements/Qualifications:
5+ years consistent track record of sales experience in analytical/relevant in
strument market and running complex, high-value accounts.
Bachelor’s degree required, Masters’ degree preferred: in science
Strong market knowledge and business insight of industry sector, markets and key trends preferred
Experience in conducting seminars and presentations.
Commercial mentality, strongly motivated by desire to win new business, with validated steadfast pursuit of opportunities
Strong interpersonal, oral and written communication, and presentation skills
Fluent in English and other languages as need in the assigned region
Demonstrated commercial excellence working in matrix environment
Ability to explain and sell the technical aspects of Thermo Fisher Scientific’s scientific product portfolio
Ability to travel to customer locations up to 80% including overnight travel
Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement
Compensation and Benefits
The salary range estimated for this position based in California is $112,400.00–$168,650.00.
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
For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards
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