Sales Development Representative III

Work Schedule

Environmental Conditions

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 Sales Development Representative III is responsible for driving new service revenue growth across EMEA for the Chemical Analysis Division (CAD) Service organization. This role serves as a proactive business development professional focused on identifying, qualifying, and converting new service opportunities within both existing and prospective customer accounts.

The SDR III role focuses primarily on new business acquisition and the candidate will develop and execute territory growth strategies designed to increase market penetration, expand service contract coverage, and capture competitive displacement opportunities. Through targeted prospecting, customer engagement, and collaboration with Product Sales and Service teams, this role creates qualified sales opportunities that drive incremental revenue and long-term customer value, while also ensuring that service contract renewals are completed in a timely manner.

Success in this position requires a highly motivated, results-oriented individual who thrives in a fast-paced commercial environment, possesses strong prospecting skills, and demonstrates the ability to influence customer buying decisions throughout the sales cycle.

A Day in the Life

You will:

• Develop and execute strategic territory plans to generate new service revenue opportunities.

• Proactively identify, target, and engage prospective customers through outbound prospecting activities including phone, email, social selling, and virtual meetings.

• Build and maintain a robust sales pipeline through consistent lead generation and qualification efforts.

• Grow contract penetration across the installed base, identifying opportunities to convert competitive accounts, out-of-warranty customers, and Time & Materials customers into Service Agreement customers.

• Generate demand for service products by uncovering customer needs, operational challenges, and business objectives.

• Qualify inbound and outbound leads and advance opportunities through the sales funnel.

• Conduct discovery conversations with customers to understand service requirements and position value-based solutions.

• Develop and deliver service proposals, quotations, and presentations that address customer needs and drive contract adoption.

• Utilize Salesforce.com to manage pipeline activity, forecast opportunities, document customer interactions, and track sales performance.

• Collaborate with Service Marketing to execute targeted campaigns that generate new business opportunities.

• Partner with Product Sales Representatives to identify and capitalize on service opportunities associated with instrument placements.

• Gather and communicate competitive intelligence, market trends, and customer feedback to support commercial strategy.

• Achieve or exceed assigned sales quotas, pipeline targets, and key performance metrics.

• Lead negotiations for multi-year Service Agreements.

• Lead key account group contract negotiations.

• Protect recurring revenue through proactive renewal planning.

Key Responsibilities

• Drive new customer acquisition and market penetration within assigned territory.

• Generate qualified opportunities that contribute to new service revenue growth.

• Build relationships with key decision-makers and influencers across customer organizations.

• Maintain a disciplined prospecting cadence to ensure a healthy pipeline of opportunities.

• Execute account targeting strategies focused on high-potential growth segments.

• Maintain CRM excellence. Leverage CRM tools and data analytics to prioritize activities and maximize productivity.

• Achieve quarterly and annual sales targets.

• Develop strategic account growth plans.

• Expand Service Agreement coverage.

• Deliver accurate forecasting.

• Ensure the on-time renewal of existing service contracts and agreements.

Performance Measures

Success in this role will be measured through:

• New service revenue generated

• Qualified pipeline creation

• New customer acquisition

• Contract conversion rates

• Win rates

• Service contract penetration growth

• Forecast accuracy

• Activity metrics including prospecting calls, meetings, and opportunities created

• Salesforce.com compliance and pipeline management

• Renewal Rate

Knowledge, Skills, and Abilities

• Bachelor's degree in Science, Engineering, Business, or a related discipline; equivalent commercial experience will also be considered.

• 8+ years of successful experience in technical B2B sales, account management, or customer-facing commercial roles within the life sciences, analytical instrumentation, or related industries.

• Strong commercial mindset.

• Excellent communication, presentation, negotiation, and relationship-building skills, with the ability to engage stakeholders at all organizational levels, including executive decision-makers

• Self-motivated and highly results-oriented with strong business development skills, and ability to expand existing accounts

• Proven ability to build pipeline and close new business opportunities and new customer's acquisition.

• Experience selling complex service or capital equipment solutions.

• Proficiency with CRM platforms (Salesforce preferred).

• Ability to travel up to 35% across the assigned territory.

Preferred Experience

• Material Characterization technologies.

• Process Analysis, Cement and Minerals.

• Analytical instrumentation.

• Pharmaceutical, Academic, Industrial or Government markets.

• Strategic account management.

Why Join Thermo Fisher Scientific

Join an industry leader where your work directly supports scientific discovery and innovation worldwide. You'll become part of a collaborative commercial organization, supported by world-class technology, global resources, and exceptional career development opportunities.