Sales Development Representative III

This is a fully remote position, open to applicants in Italy, +5 more countries.

📋 Description

• Propel new service revenue growth throughout EMEA for the Chemical Analysis Division Service organization.

• Formulate and implement strategies for territory growth aimed at acquiring new business, enhancing market penetration, and expanding Service Agreements.

• Spot, assess, and convert new service opportunities within both existing and potential customer accounts.

• Engage in outbound prospecting via phone, email, social selling, and virtual or in-person meetings.

• Establish and sustain a qualified sales pipeline through lead generation and opportunity development.

• Transition out-of-warranty, Time & Materials, and competitively serviced customers to Service Agreements.

• Identify opportunities for competitive displacement and present differentiated service solutions.

• Discover customer needs, operational challenges, business goals, and risks.

• Evaluate leads and progress opportunities through the sales funnel.

• Conduct consultative discovery discussions and propose value-based solutions.

• Create and present service proposals, quotations, and presentations.

• Manage commercial negotiations, including multi-year Service Agreements.

• Safeguard recurring revenue through proactive renewal strategies and timely renewals.

• Identify proactive spare parts sales and other service-related opportunities.

• Collaborate with Product Sales Representatives on service opportunities related to instrument placements.

• Work alongside Service Marketing on targeted campaigns.

• Utilize Salesforce.com to oversee activities, opportunities, pipeline, forecasts, customer interactions, and performance metrics.

• Collect competitive intelligence, market trends, and customer feedback.

• Meet or surpass sales quotas, pipeline goals, renewal targets, and KPIs.

• Cultivate relationships with decision-makers, technical stakeholders, procurement teams, and executive sponsors.

• Provide precise sales forecasts and uphold CRM discipline, opportunity documentation, and pipeline cleanliness.

• Leverage installed-base information and data analytics to prioritize tasks and enhance productivity.

⛳️ Requirements

• A Bachelor's degree in Science, Engineering, Business, or a related field; equivalent relevant commercial experience will also be taken into account.

• Over 5 years of proven success in technical B2B sales, business development, account management, or other customer-facing commercial roles within analytical instrumentation, life sciences, industrial technology, or a related sector.

• Proven ability to prospect, build a pipeline, acquire new customers, and finalize new business opportunities.

• Strong commercial acumen with the capability to identify and cultivate opportunities within both new and existing accounts.

• Experience in selling complex service solutions linked to capital equipment or technical instrumentation.

• Excellent consultative selling and discovery capabilities.

• Outstanding communication, presentation, negotiation, and relationship-building abilities.

• Proficient in engaging and influencing technical users, procurement professionals, business leaders, and executive decision-makers.

• Self-driven, proactive, and results-oriented.

• Strong organizational and territory management skills; adept at prioritizing opportunities and handling multiple sales cycles concurrently.

• Familiarity with CRM platforms; experience with Salesforce.com is preferred.

• Willingness and ability to travel up to 35% within the assigned territory.

• Preferable experience in Production, Process & Analytics (PPA), Process Analytics, Cement & Minerals applications, analytical instrumentation, mining and minerals industries, technical drawings and Bills of Materials (BOMs), radiation awareness and/or Californium-252 commercial applications, strategic account management, Service Agreement or aftermarket sales, and capital equipment service and lifecycle solutions.

🏝️ Benefits

• Fully remote work setup.

• Full-time employment status.

• Standard work schedule from Monday to Friday.

• Opportunity to contribute to Thermo Fisher Scientific’s mission of helping customers make the world healthier, cleaner, and safer.

• Career development resources and support tailored to individual career aspirations.

• Collaboration with a global team.

• Travel opportunities across the assigned territory, up to 35%.