Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office, Some degree of PPE (Personal Protective Equipment) required (safety glasses, gowning, gloves, lab coat, ear plugs etc.)
Job Description
As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.
Position Summary
The Services Sales Development Representative III (SDR III) is responsible for driving new service revenue growth across EMEA for the Chemical Analysis Division (CAD) Service organization.
This is a proactive, commercially focused business development role with primary responsibility for new business acquisition, market penetration, and expansion of Service Agreement coverage across both existing and prospective customer accounts.
The SDR III develops and executes territory growth strategies to identify, qualify, and convert new service opportunities. Key areas of focus include expanding contract penetration across the installed base, converting Time & Materials and out-of-warranty customers to Service Agreements, identifying competitive displacement opportunities, generating proactive spares revenue, and supporting service opportunities associated with new instrument placements.
Working closely with Product Sales, Field Service, Service Marketing, and other commercial teams, the SDR III builds a strong pipeline of qualified opportunities that delivers incremental revenue and long-term customer value. The role also protects recurring revenue through proactive renewal planning and timely completion of existing Service Agreement renewals.
Success requires a highly motivated, results-oriented commercial professional who thrives in a fast-paced environment, demonstrates strong prospecting and business development capabilities, and can influence customer buying decisions throughout the sales cycle.
A Day in the Life
You will:
- Develop and execute strategic territory plans that generate new service revenue and increase market penetration.
- Proactively identify, target, and engage prospective customers through outbound activities, including phone, email, social selling, and virtual or face-to-face meetings.
- Build and maintain a robust, qualified sales pipeline through disciplined prospecting, lead generation, and opportunity development.
- Increase Service Agreement penetration across the installed base by converting out-of-warranty, Time & Materials, and competitively serviced customers.
- Identify competitive displacement opportunities and position differentiated service solutions based on customer needs and business value.
- Generate demand for service offerings by uncovering customer requirements, operational challenges, business objectives, and potential risks.
- Qualify inbound and outbound leads and advance opportunities effectively through the sales funnel.
- Conduct consultative discovery conversations to understand customer service requirements and position value-based solutions.
- Develop and deliver compelling service proposals, quotations, and presentations that address customer needs and drive contract adoption.
- Lead commercial negotiations for Service Agreements, including multi-year agreements.
- Protect recurring revenue through proactive renewal planning and timely execution of Service Agreement renewals.
- Identify and develop opportunities for proactive spares sales and other service-related offerings.
- Partner with Product Sales Representatives to identify and capture service opportunities associated with new and existing instrument placements.
- Collaborate with Service Marketing to execute targeted campaigns that generate qualified new business opportunities.
- Use Salesforce.com to manage prospecting activity, opportunities, pipeline, forecasts, customer interactions, and sales performance.
- Gather and communicate competitive intelligence, market trends, and customer feedback to support commercial strategy and future growth.
- Achieve or exceed assigned sales quotas, pipeline targets, renewal objectives, and key performance indicators.
Key Responsibilities
New Business Development
- Drive new customer acquisition and incremental service revenue within the assigned territory.
- Develop and execute account and territory strategies focused on high-potential customers, market segments, and applications.
- Maintain a disciplined prospecting cadence to continuously replenish the sales pipeline.
- Build relationships with key decision-makers, technical stakeholders, procurement teams, and executive sponsors.
- Generate qualified opportunities and progress them through the sales cycle to successful closure.
- Identify and pursue competitive displacement opportunities.
Service Agreement Growth
- Increase Service Agreement penetration across the CAD installed base.
- Convert Time & Materials and out-of-warranty customers to contracted service solutions.
- Identify opportunities to expand service coverage within existing customer accounts.
- Develop strategic account growth plans that increase customer value and recurring service revenue.
- Lead negotiations for group multi-year Service Agreements where appropriate.
Revenue Retention & Renewals
- Protect recurring service revenue through proactive contract renewal management.
- Engage customers sufficiently in advance of contract expiration to identify risks, address objections, and secure timely renewals.
- Identify opportunities to expand or upgrade service coverage during the renewal process.
- Maintain visibility of renewal opportunities and risks within Salesforce.com.
Pipeline & Commercial Excellence
- Maintain a healthy and accurately qualified pipeline sufficient to support quarterly and annual sales objectives.
- Deliver accurate and timely sales forecasts.
- Maintain high standards of CRM discipline, including opportunity management, customer activity documentation, and pipeline hygiene.
- Leverage CRM tools, installed-base information, and data analytics to prioritize activities and maximize commercial productivity.
- Collaborate effectively across Product Sales, Service, Marketing, and other functions to accelerate opportunity development and closure.
Performance Measures
Success in this role will be measured against a combination of revenue, growth, pipeline, and commercial execution metrics, including:
- New service revenue generated
- New customer acquisition
- Qualified pipeline creation and pipeline coverage
- Service Agreement penetration growth
- Contract conversion rate
- Competitive displacement wins
- Win rate
- Proactive spares sales
- Quarterly and annual sales quota attainment
- Renewal rate and on-time renewal performance
- Forecast accuracy
- Prospecting activity, customer meetings, and opportunities created
- Salesforce.com compliance and pipeline management
- Source replenishment management
Knowledge, Skills & Abilities
- Bachelor's degree in Science, Engineering, Business, or a related discipline; equivalent relevant commercial experience will also be considered.
- 5+ years of successful experience in technical B2B sales, business development, account management, or another customer-facing commercial role within analytical instrumentation, life sciences, industrial technology, or a related industry.
- Demonstrated ability to prospect, build pipeline, acquire new customers, and close new business opportunities.
- Strong commercial mindset with the ability to identify and develop opportunities within both new and existing accounts.
- Experience selling complex service solutions associated with capital equipment or technical instrumentation.
- Strong consultative selling and discovery skills, with the ability to translate customer challenges into compelling value propositions.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Ability to engage and influence stakeholders at multiple organizational levels, including technical users, procurement professionals, business leaders, and executive decision-makers.
- Self-motivated, proactive, and highly results-oriented, with the ability to operate effectively in a fast-paced and geographically diverse commercial environment.
- Strong organizational and territory management skills, with the ability to prioritize opportunities and manage multiple sales cycles simultaneously.
- Proficiency with CRM platforms; Salesforce.com experience is preferred.
- Ability and willingness to travel up to 35% across the assigned territory.
Preferred Experience
Experience in one or more of the following areas would be advantageous:
- Production, Process & Analytics (PPA)
- Process Analytics, particularly within Cement & Minerals applications
- Analytical instrumentation
- Mining and minerals industries
- Technical drawings and Bills of Materials (BOMs)
- Radiation awareness and/or Californium-252 (Cf-252) commercial applications
- Strategic account management
- Service Agreement or aftermarket sales
- Capital equipment service and lifecycle solutions
What Success Looks Like
The successful SDR III will consistently create and convert new service opportunities, expand Service Agreement penetration, acquire new customers, and build a sustainable pipeline that supports long-term growth. They will combine disciplined prospecting with consultative, value-based selling while developing strong relationships across customer organizations.
They will also demonstrate strong commercial ownership by protecting recurring revenue, maintaining accurate forecasts and CRM data, collaborating effectively across the organization, and consistently delivering against revenue, pipeline, renewal, and growth objectives.