Product Specialist - Laboratory Chemicals

Work Schedule

Standard Office Hours (40/wk)

Environmental Conditions

Office

Job Description

The Product Specialist – Laboratory Chemicals is a field-based sales role responsible for driving profitable revenue growth, expanding market share, and developing strong customer relationships across Queensland, New South Wales, and New Zealand. 

The role focuses on identifying and converting new business opportunities, growing existing accounts, and executing territory strategies aligned with commercial objectives. This includes managing the end-to-end sales process, maintaining a strong opportunity pipeline, and delivering technical, application-focused solutions that meet customer needs. 

Working collaboratively with Key Account Managers, Field Sales, Inside Sales, Product Management, Marketing, and Technical Support teams, the Product Specialist will support the Laboratory Chemicals portfolio, including analytical reagents, high-purity solvents, and specialty chemicals, while positioning Thermo Fisher Scientific as a trusted partner and supplier of choice. 

Key Responsibilities 

Sales Execution & Business Development 

• Develop and execute territory, account, and sales strategies to achieve revenue, profitability, and market share growth targets. 

• Identify, qualify, and convert new business opportunities while expanding relationships and product penetration within existing accounts. 

• Understand customer workflows, applications, and technical requirements to recommend suitable products and value-added solutions. 

• Build strong relationships with customers and key decision-makers through proactive engagement, technical support, and consistent follow-up. 

• Collaborate with commercial teams to drive cross-selling opportunities and deliver integrated solutions across the broader Thermo Fisher Scientific portfolio. 

• Partner with Product Management and Marketing to support product launches, promotional campaigns, competitive positioning, and market development initiatives. 

• Provide technical product guidance, address customer enquiries, and coordinate timely resolution of customer issues to ensure high customer satisfaction. 

Territory & Pipeline Management 

• Develop and execute territory coverage plans, prioritising high-potential customers, market segments, and growth opportunities. 

• Monitor market trends, competitor activities, and customer requirements to identify emerging opportunities and provide actionable commercial insights. 

• Maintain a healthy, accurate sales pipeline, managing opportunities from prospecting through qualification, negotiation, and closure. 

• Deliver reliable monthly and quarterly sales forecasts, targeting accuracy within ±5%. 

• Maintain accurate and timely customer records, sales activities, and opportunity updates in Salesforce CRM, ensuring weekly completion. 

• Meet agreed customer visit and engagement targets, and actively participate in sales reviews and territory planning discussions. 

Cross-Functional Collaboration & Operational Excellence 

• Work closely with Product Management, Supply Chain, Customer Service, and Technical Support to address customer requirements, product availability, and demand forecasting. 

• Support the development of marketing initiatives, customer-facing materials, and portfolio growth strategies through market intelligence and customer insights. 

• Collaborate across the Laboratory Products business to identify broader commercial opportunities and enhance the overall customer experience. 

• Ensure compliance with organisational policies, commercial processes, and Environmental, Health and Safety (EH&S) requirements. 

• Undertake other responsibilities as reasonably required to support business objectives. 

Minimum Requirements & Qualifications 

Qualifications & Experience 

• Tertiary qualifications in Chemistry, Analytical Chemistry, Biochemistry, or a related scientific discipline, and/or equivalent relevant industry experience. 

• Minimum 3 years of sales experience, preferably within laboratory chemicals, scientific consumables, or a related technical sales environment. 

• Demonstrated success in achieving sales targets, developing customer relationships, and converting business opportunities. 

• Strong interest in laboratory chemicals, scientific applications, and delivering customer-focused solutions. 

• Experience in territory management, business development, and CRM-based opportunity management. 

• Willingness and ability to travel regularly across the assigned territory. 

Skills & Attributes 

• Strong commercial acumen with a proactive, results-driven approach to sales and business development. 

• Excellent communication, presentation, negotiation, and relationship-building skills. 

• Ability to understand customer applications and translate technical requirements into appropriate commercial solutions. 

• Strong organisational, analytical, and time-management skills, with excellent attention to detail. 

• Strategic thinker with the ability to prioritise opportunities and translate plans into measurable outcomes. 

• Customer-focused and solution-oriented, with a strong commitment to responsiveness, follow-up, and service excellence. 

• Self-motivated, resourceful, adaptable, and accountable, with the ability to work both independently and collaboratively. 

• Proficiency in CRM systems, particularly Salesforce, and Microsoft Office applications. 

• Positive, professional attitude with a commitment to continuous improvement, teamwork, and high performance. 

Benefits 

Join our team and take advantage of these great benefits! Apply now to learn more about the full range of benefits we offer. 

• Health & Wellbeing: Join a company that prioritises your health & wellbeing with comprehensive benefits, wellness programs, and an Employee Assistance Program providing confidential support for personal and work-related issues. 

• Flexibility: Balance your work and personal life with flexible arrangements. 

• Extra Leave: Benefit from generous leave policies, including the option to purchase additional leave, paid birthday leave, and company paid parental leave. 

• Charitable Giving & Volunteering: Make an impact with paid volunteer time to support non-profit organisations that matter to you. 

• Learning & Development: Advance your career with access to online courses via Thermo Fisher Scientific University Plus, workshops, and mentorship programs for continuous learning and skill development. 

Thermo Fisher Scientific Australia WGEA Employer of Choice for Gender Equality 

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 125,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued. 

Apply today: http://jobs.thermofisher.com 

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, colour, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.