Thermo Fisher Scientific

Sr. Instruments Sales Representative - West Coast - Phoenix

Phoenix, AZ
At Thermo Fisher Scientific, we work together to accelerate research, solve complex analytical chall

Job Description

Sr. Instruments Sales Representative - West Coast

Posted: Monday, 2/12/2024

Job Description

The ImmunoDiagnostics Division (IDD) develops, manufactures, and markets complete blood test systems to support the clinical diagnosis and monitoring of allergy, asthma, autoimmune, and other diseases diagnosed with serological assays. With 1,500 employees worldwide, IDD is the global leader in in vitro allergy testing and also the European leader in autoimmunity diagnostics. The allergy and autoimmunity product lines operate on a common instrument platform, Phadia Laboratory Systems, which supports both productivity and cost efficiencies in clinical laboratories around the world. The leading products of the ImmunoDiagnostics Division include ImmunoCAP for allergy and asthma tests, EliA for autoimmunity tests.

How you will make an impact:

The Senior Product Specialist, is responsible for driving strategic account growth across autoimmune and IFA testing. Focusing on testing algorithms, assay performance characteristics, competitor displacement and workflow for system-wide implementation of testing on our autoimmune and IFA solutions. This position will support autoimmune and IFA revenue growth, strategy and implementation across the US market. This role will support Sales, Marketing, Clinical and Technical with autoimmune and IFA conversations and content deployment to all types of laboratory-based customers. The ideal candidate will have significant experience in laboratory science and autoimmune diagnostics with a deep understanding of laboratory processes and functions.

This position is key to supporting the lab sales team and IDD US to accelerate autoimmune diagnostics across systems and reagent sales growth, through customer interactions and effective content delivery. This person will need to persuasively articulate the technical, clinical and economic case for autoimmune and IFA testing; ensuring that the laboratory customer, PHD, clinician or C-Suite is highly satisfied with these discussions. All activity will be in compliance with company policies and guidelines.

Up to 75% travel throughout the country; as well as occasional international travel as needed

How you will get here:

  • Bachelor’s of Science Degree required


  • Present and successfully position complex autoimmune and IFA content and solutions for a variety of touchpoints from the C-Suite level through to laboratory professionals.
  • Articulate different autoimmune testing cascades and utilization according to guidelines, testing and optimized workflow criteria. Identify and develop relationships with clinical, community, and academic laboratory thought leaders on a local and regional level.
  • Ability to investigate, analyze information/data and draw conclusions and collaborate closely with Sr. National Account Executive – Autoimmune, to ensure that strategic goals are achieved.
  • Collaborate with Marketing, Operations, Market Development team, and District and Regional Managers to facilitate effective, appropriate presentations to drive sustained assay adoption within the customer base.
  • Utilize approved resources to address inquiries, ensuring they follow all guidelines and regulations and communicate diagnostic and therapeutic market trends that may impact autoimmune and IFA diagnostic testing and participate and support advisory boards and strategic committees.
  • 2-3 years of successful experience in the diagnostic or laboratory field, and a track record of proven success and must have the ability to travel extensively throughout the territory.

Knowledge, Skills, Abilities

  • Partner with field sales and sales management to provide strategic autoimmune and IFA vision for targeted lab customers focused on market expansion, test utilization and strategic deployment. Build key targets across the US marketplace through programs and presentations that communicate the advantages of IDD's diagnostic testing for laboratorians, patients and medical providers.
  • Collaborate with the marketing and sales leadership team to develop key autoimmune messaging and strategic testing messages to incorporate IDD's immunodiagnostic products and services into the everyday routine of the laboratory.
  • Collaborates with Field sales to identify and develop Laboratory champions and thought leaders, who can be utilized as potential advocates for the IDD autoimmune testing portfolio and serve as the key interface in the relationship between Global and US IDD autoimmune and US IFA product managers.
  • Assure that all presentations and discussions are consistent with approved product indications for use.
  • Align to and is accountable for IDD US autoimmune and IFA annual sales growth targets,
  • Bridges gap between, clinical, marketing, sales, and technical conversations, guides competitive autoimmune and IFA conversations from a testing, instrumentation and workflow view and help shape testing needs and strategy in line with IDD STRAP.
  • Support training for new hires surrounding autoimmune and IFA, helping with continued learning and participating in special projects to help visualize new autoimmune markers and areas of growth in the US marketplace for testing and instrumentation.

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

Thermo Fisher Scientific At A Glance

At Thermo Fisher Scientific, we work together to accelerate research, solve complex analytical challenges, improve patient diagnostics, drive laboratory productivity and produce life-saving treatments for patients. We know that our people are the source of our global success, and we embrace the unique qualities, differences and experiences of each of our colleagues. As the world leader in serving science, we provide our teams the autonomy and support they need to drive cutting-edge innovation and progressive thinking. If you’re looking for a career opportunity where you can build your future, you’ll discover that, at Thermo Fisher Scientific, each one of our 100,000 extraordinary minds has a unique story to tell. And we all contribute to a singular Mission—To enable our customers to make the world healthier, cleaner and safer. What story will you tell? Explore our opportunities at and join our team.
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