Summer 2021 Marketing Internship (Prospecting and Marketing Lead)
Marketing Intern
When you’re part of the team at Thermo Fisher Scientific, you’ll do important work. You’ll have the opportunity to grow and learn in a culture that empowers your development. We have created an inclusive, global environment that values the power of diverse talent, backgrounds, and experiences to drive speed, productivity, innovation, and growth.
Our internship program will give you a chance to get real world business experience and build your network before graduation. We are seeking an energetic, responsible intern to join our growing organization. In this position, you will be expected to learn the ins-and-outs of our daily routines and procedures. You will focus on learning how our organization runs, and can be expected to gain valuable insight that can further your interest in your chosen career field.
Customers throughout the globe rely on our extensive range of products and services—from next-generation instruments to everyday lab essentials to life-saving medicine. If you desire to be a part of a world-class team, Thermo Fisher Scientific can provide you with the opportunity to work in Marketing to support our teams that enable our customers to make the world healthier, cleaner and safer. Thermo Fisher’s Marketing and Sales work is carried out by dedicated, team-oriented professionals who want to make a difference.
Summary of Internship
Prospecting and Marketing Lead Project
Primary objectives of the program:
1.Utilize existing prospect lists acquired through shows and past marketing campaigns to develop marketing qualified leads by following up with prospects to better understand their needs
2.Provide intern the opportunity to better understand the role and responsibility of a marketing lead in creating, coordinating and launching a marketing campaign
Achieving the primary objectives:
The intern will achieve the objectives using two forms of prospecting.
- Initiate and lead a prospecting campaign that will utilize a modified RIMS (Research, Implications, Message building and Sales cycle) model.
- Acquire access to previous marketing campaigns and conference list for IAFP and FSS for the purpose of cold calling prospective customers have asked to receive MBD marketing material.
- Qualify and prospect marketing qualified leads already in the marketing funnel in the awareness stage where customers have requested information to drive them to the MQL stage
How the Intern achieves success:
- Generate 150 qualified marketing leads to be handed off to the appropriate sales representative that can be developed into 60 opportunities, collectively $1 mm USD.
- Create a tracking spreadsheet that can be utilized to log all activities and responses received from the prospective customer
- Utilize the RIMS model for both activities,
- Perform basic research on the prospect to understand the industry needs and issues
- Understand the implications
- Work with Brand Marketing to help create a map to the value of TFS offerings (once intern starts to have a better understanding of the products and offerings this should not be for each activity)
- Create a call script
- Initiate first contact either with direct calls or emails, based on list working from, with messaging specifically targeted to the industry that is identified.
- If no response from initial contact, will follow up within four days via email requesting time that would be appropriate
- No prospective customers should be contacted more than three times. If no response is received the intern should note in the activity call log
RIMS Model Overview
The RIMS model is a tool that was created by Huthwaite Consulting and is specifically designed to help sales teams’ prospect. The basic premise is to convert pure cold calling to calls that are based upon specific needs customers may be facing to help guide the conversation toward being able to demonstrate the value TFS can offer.
The intern should be utilizing the RIMS model for both activities, utilizing research on the prospect to understand their industry to create a call script. This model will give the intern the ability to research specific industries based upon the industries that are primary in the prospecting lists being used, to understand the key issues and problems the industry faces in today’s environment. This would include regulatory requirements, recalls that affect day to day business, and other constraints the industry faces. Additionally, the intern will work with Brand Marketing to help mirror up the products Thermo Fisher Scientific offers that best address issues the industry face. From here, the intern will be able to match up the research, implications and the value TFS offers to create a creative brief that will define the email tone and the messaging of the campaign.
Qualifications:
- Student currently enrolled in classes leading to an accredited Bachelor’s degree in a related engineering, science or life science discipline
- Preferred majors: Business Management, Business Marketing, Biology, Biotechnology, Chemical Engineering, Electrical Engineering, Software Engineering, Mechanical Engineering, Biomedical Engineering or other related major
- Strong desire and motivation to develop a career in Marketing or Sales
- Strong leadership and team building skills
- Ability to work independently and as a member of a cross-functional team
- Willingness to learn, be mentored, and improve
- Exceptional customer focus
- Desire to teach other engineers and scientist about technology in area of expertise
- Previous industrial experience is preferred
- Experience with managing databases and SQL/SOQL is plus
- Experience with Salesforce.com CRM and the Microsoft PowerBI system is preferred
- Aptitude for working with hands and having experience using hand-tools may be beneficial
- Accuracy and attention to detail is required in performing all functions of this position.
- Excellent written and oral communications skills are required.
- To qualify, applicants must be legally authorized to work in the United States, and should not require, now or in the future, sponsorship for employment visa status
At Thermo Fisher Scientific, each one of our 70,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer. Apply today!
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