Work Schedule
Standard (Mon-Fri)Environmental Conditions
OfficeJob Description
Position Summary:
The Account Development Specialist (ADS) is responsible for re-engaging, developing, and growing a portfolio of existing but underpenetrated customer accounts through virtual selling channels. This role is focused on proactive prospecting, customer outreach, and business development to drive incremental revenue and strengthen customer relationships. The ADS works closely with Inside Sales Representatives (ISR) to deliver a seamless customer experience and accelerate growth across assigned accounts. In addition to supporting a shared territory in partnership with an Inside Sales Representative, the ADS also independently manages and grows a defined portion of the territory as their own book of business, with direct responsibility for customer engagement and revenue growth.
Key Responsibilities:
• Manage and grow a defined portfolio of low-frequency customer accounts
• Independently manage and develop an assigned portion of the territory, with direct responsibility for driving customer engagement, account growth, and incremental revenue
• Partner with ISR to support shared territory growth, coordinate account development activities, and drive expansion across aligned accounts
• Proactively prospect and engage customers via phone, email, videoconferencing, and other virtual tools to identify account potential and drive revenue growth
• Identify opportunities for account expansion and cross-selling based on customer profiles, purchase history, and business needs
• Maintain accurate documentation of customer activity, opportunities, and next steps in CRM
• Guide customers toward digital self-service tools and online purchasing where appropriate
• Partner with Inside Sales Representatives to transition reactivated or high-potential accounts for ongoing management
• Participate in regular coaching sessions and training to strengthen prospecting, virtual selling, and account development skills
REQUIREMENTS:
• Bachelor’s degree required, no prior experience required
• Preferred fields of study: Sciences, Biology, Chemistry, or related field
• Prior sales, lab experience, or business development experience is an asset
• Strong communication, prospecting, and virtual selling skills
• Proficiency in Salesforce (or similar CRM) and Microsoft Office Suite
• Ability to deliver excellent customer service
• Strong organizational, prioritization, and time management skills
• Collaborative team player with a customer-first mindset
• Demonstrated aptitude for learning technical and scientific concepts
• Ability to work both independently and collaboratively in a team environment
• Travel occasionally for customer meetings and training (10–20%)
• Demonstrates the Thermo Fisher values (The Four I’s): Integrity, Intensity, Innovation, and Involvement
Top Skills
What We Do
Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $40 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, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team 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, Patheon and PPD.
Why Work With Us
You will join a company which every colleague has the opportunity to create possibilities, for oneself, for our customers and patients. There is no more exciting place to be than at the forefront of solving problems which help improve lives around the world. As a company, we are committed to supporting your career aspirations and your journey.
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