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# Technical Sales Specialist, Life Science Mass Spectrometry

Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move.

[Apply for this job](#job-application)[View company](https://jobicy.com/company/thermo-fisher-scientific.md)Share1 Aug 2026Published41Listing views2Application actionsManually reviewedTrust & Safety status  Opportunity details

## About this role.

AI SummaryThis 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

4/5EasyHard

### Pace & Pressure

5/5RelaxedFast-paced

### Autonomy Level

5/5GuidedFull ownership

### Communication Load

5/5IndependentCollaborative

AI insightThe role demands 5+ years of sales experience in complex, high-value analytical instrument markets, combined with deep technical expertise and strategic account management. The combination of technical knowledge, selling agility, and cross-functional leadership makes it challenging and suitable for a senior-level professional.

## Salary analysis

Estimated compensation compared with the broader US market for similar roles.

Estimated job medianMarket rate$140,525US market range$95k–$190k0$209k

AI insightThe offered salary range of $112,400 to $168,650 has a median of $140,525, which aligns well with the US market for a senior technical sales specialist in life science instrumentation. This range is competitive, reflecting the specialized technical expertise and sales experience required. The upper end provides room for candidates with exceptional track records and advanced degrees.

## Core skills

Skills and capabilities most closely associated with this opportunity.

[Technical Sales](https://jobicy.com/jobs?search_keywords=Technical%20Sales.md)[Mass Spectrometry](https://jobicy.com/jobs?search_keywords=Mass%20Spectrometry.md)[Life Science](https://jobicy.com/jobs?search_keywords=Life%20Science.md)[Account Management](https://jobicy.com/jobs?search_keywords=Account%20Management.md)[Sales Strategy](https://jobicy.com/jobs?search_keywords=Sales%20Strategy.md)[Customer Relationship Management](https://jobicy.com/jobs?search_keywords=Customer%20Relationship%20Management.md)[Negotiation](https://jobicy.com/jobs?search_keywords=Negotiation.md)[Scientific Communication](https://jobicy.com/jobs?search_keywords=Scientific%20Communication.md)[Market Analysis](https://jobicy.com/jobs?search_keywords=Market%20Analysis.md)[B2B Sales](https://jobicy.com/jobs?search_keywords=B2B%20Sales.md)

Cover letter sampleDear 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

Copy   Sample interview questionsCan you describe your experience selling complex, high-value scientific instruments, particularly mass spectrometers?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.

How do you approach developing a sales strategy for a new product line in your territory?

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.

Describe a time you had to convince a skeptical customer to adopt a new technology. What steps did you take?

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.

How do you balance the need to sell proactively with the requirement to provide technical expertise and support to account managers?

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.

Tell us about a complex sales cycle you managed from prospecting to closing. What were the key challenges and how did you overcome them?

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

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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

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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

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Proactively develops and drives sales strategies across the respective product lines.

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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

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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

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Apply and develop the Business Unit strategy, from prospection to closing Results Leadership

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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

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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

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Uses Thermo Fisher Scientific’s sales tools to efficiently handle the accounts, opportunities, pipelines and forecast in an accurate and timely manner

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Maintains awareness of competitor and industry activity; Introduces new products and services as available

People Leadership

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Develops close working relationships with Key Opinion Leaders (KOL) and scientists’ leaders to promote specific CMD products and solutions

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Represents CMD at knowledge-based seminars and customer workshops.

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Exchanges of account information and Sales Leads within and across Thermo Fisher Scientific commercial divisions

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Works adeptly in a team selling environment engaging the correct internal company resources to address customer challenges

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Serve as a mentor, leader and motivator to the account management team

Technical Knowledge

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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

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Provides training to country sales teams to improve confidence in selling to customers in the respective product lines as well as driven positioning

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Maintains and improves technical knowledge on assigned product lines, company literature; Positively always represent Thermo Fisher Scientific throughout customer locations

Minimum Requirements/Qualifications:

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5+ years consistent track record of sales experience in analytical/relevant in

*

strument market and running complex, high-value accounts.

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Bachelor’s degree required, Masters’ degree preferred: in science

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Strong market knowledge and business insight of industry sector, markets and key trends preferred

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Experience in conducting seminars and presentations.

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Commercial mentality, strongly motivated by desire to win new business, with validated steadfast pursuit of opportunities

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Strong interpersonal, oral and written communication, and presentation skills

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Fluent in English and other languages as need in the assigned region

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Demonstrated commercial excellence working in matrix environment

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Ability to explain and sell the technical aspects of Thermo Fisher Scientific’s scientific product portfolio

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Ability to travel to customer locations up to 80% including overnight travel

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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:

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A choice of national medical and dental plans, and a national vision plan, including health incentive programs

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Employee assistance and family support programs, including commuter benefits and tuition reimbursement

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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

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Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan

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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](https://jobs.thermofisher.com/global/en/total-rewards)

Show more

[Apply now >](https://jobicy.com/jobs/150020-technical-sales-specialist-life-science-mass-spectrometry.md)

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