Sr. Instrument Sales Representative

Thermo Fisher Scientific Carlsbad, CA

About the Job

The Senior Instrument Sales Specialist (ISS) will be responsible for achievement of annual revenue goals for instrumentation within the clinical segment of the Microbiology Division (MBD). The portfolio of products used to achieve these goals includes Sensititre™ and WASP Automation. The ISS is responsible for technical sales to hospitals and reference laboratories, including presentations/demonstrations, coordination of site visits and achieving a capital budget for the assigned region. The ISS will target existing high-volume accounts to position automation solutions, prospect for competitive targets and aggressively convert business to the MBD solution. This position covers the Western U.S. (CA, WA, OR, ID, MT, WY, CO, NM, AZ, AK and HI) and will be based remotely in WA, CA or AZ, in proximity to a major metropolitan airport

What will you do?

  • Develop a territory business plan in order to achieve and exceed sales plan; monitors and reports progress regularly to Regional Business Manager
  • Collaborates with 4-6 Account Managers within the region, develop and maintaina strong sales funnel in; accountable to accurate and timely forecasting and reporting. Post sales responsibility of bringing instruments to a “Go Live” status
  • Serve as the technical and operational subject matter expert for the respective product lines
  • Maintain thorough understanding of competitors and their product lines and can communicate the advantages of MBD products relative to competitive platforms; gathers and shares information across the organization to the benefit of the commercial strategy
  • Develops and executes a strategic sales plan for each account targeted, conveys compelling value propositions and closes complex clinical/technical sales
  • Act as a leader within the sales organization; provides training, coaching and overall guidance to Account Managers and others involved in the sales process to elevate the level of technical knowledge and competency, as well as drive the lead generation process with Account Managers and Distribution Business Partners
  • Responsible for developing major account relationships at the executive level for the purpose of growing sales
  • Demonstrate technical credibility to effectively consult with customers to influence key decisions on automation technology
  • Attend sales meetings, conventions and training programs as required by the Regional Business Manager
  • Constantly strive to improve strategic selling skills, product knowledge, knowledge of competition and market dynamics, and how Thermo Fisher Microbiology solutions best fit the customer needs

How will you get here?


  • BS/BA required
  • Bachelor's degree in Medical Technology, Microbiology, Life Science or Business majors preferred

Knowledge, Skills, Abilities

  • 5+ years of documented sales success in a team environment
  • Ability to work independently and in a self-directed manner
  • Demonstrated leadership capabilities
  • Capital sales experience selling to labs
  • Experience effectively maintaining and leveraging
  • Proficiency in Microsoft Office (Word, Excel, PowerPoint) is required
  • Strong presentation skills required
  • Excellent written and oral communication skills necessary
  • Ability to travel up to 80% throughout region

Preferred Requirements:

  • Microbiology knowledge and/or knowledge of clinical laboratory operations
  • 5+ Years of documented success in capital equipment/instrument sales in the clinical setting
  • Or 5+ years of consultative sales experience in a complex technical environment
Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $25 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, improving patient diagnostics and therapies or increasing productivity in their laboratories, we are here to support them. Our global team of more than 75,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services and Patheon. For more information, please visit