Senior Clinical Sales Specialist, Diagnostics
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Job Description
Senior Clinical Sales Specialist driving clinical diagnostics revenue across the Mid-Atlantic. Building laboratory customer relationships and managing complex sales cycles for Thermo Fisher Scientific.
Responsibilities:
- Drive revenue growth, develop new business opportunities, and build lasting customer relationships for clinical diagnostics products and services
- Serve hospitals, reference laboratories, physician office laboratories, and other relevant customer segments
- Develop and execute strategic territory and account plans to achieve sales and revenue objectives
- Identify, qualify, and develop new business opportunities
- Build and maintain relationships with key customers and stakeholders throughout the sales cycle
- Apply a consultative selling approach to understand customer applications, laboratory workflows, business priorities, and technical requirements
- Position appropriate products, services, and solutions based on customer needs
- Manage complex sales opportunities from lead generation and qualification through negotiation, contracting, and close
- Develop and negotiate proposals and agreements, including complex and multi-year opportunities
- Partner with internal commercial, technical, service, marketing, and other cross-functional teams
- Maintain accurate sales pipeline, account activity, customer information, and forecasts using CRM and sales tracking tools
- Analyze territory performance, market dynamics, competitive activity, and customer trends
- Conduct customer meetings, presentations, product discussions, and business reviews through in-person and virtual engagement
- Support customer satisfaction and long-term account development through consistent communication and internal resource coordination
Requirements:
- Bachelor’s degree or equivalent relevant experience
- Degree in Biology, Chemistry, Biochemistry, Life Sciences, or a related field is preferred
- 6+ years of sales experience in life sciences, laboratory diagnostics, healthcare, or a related field preferred
- Demonstrated experience generating leads, qualifying opportunities, and developing new business
- Experience managing customer relationships and progressing opportunities through a complex sales cycle
- Experience working effectively within collaborative, cross-functional, or matrixed organizations
- Ability to understand technical products, customer applications, and laboratory workflows
- Strong consultative selling, negotiation, and relationship-management skills
- Ability to communicate effectively with customers and internal stakeholders at multiple levels
- Strong analytical skills, including market analysis, sales performance tracking, forecasting, and pipeline management
- Ability to understand and navigate relevant product, technical, and regulatory considerations
- Strong written, verbal, presentation, and interpersonal communication skills
- Proficiency with CRM platforms, sales tracking tools, and Microsoft Office applications
- Ability to independently manage a geographically dispersed sales territory and prioritize multiple customer and business needs
- Ability to collaborate effectively across diverse, cross-functional teams
- Ability to travel approximately 50–75% within the assigned territory
Benefits:
- 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
- Short- and long-term disability in accordance with company policy
- Competitive 401(k) U.S. retirement savings plan
- Employees’ Stock Purchase Plan (ESPP), allowing eligible colleagues to purchase company stock at a discount
- Fully remote work arrangement
- Flexible engagement through in-person and virtual customer meetings
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