Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
Job Description
Thermo Fisher Scientific Inc. is a world-class leader in the field of Information technology, driven by our ambition to make the world healthier, cleaner, and safer. With an exceptional team of over 100,000 colleagues, we are dedicated to accelerating research, solving complex scientific challenges, driving technological innovation, and supporting patients in need. Our core values - Integrity, Intensity, Innovation, and Involvement - are at the heart of everything we do, and we believe in the power of diversity, embracing experiences, backgrounds, and perspectives.
Position Summary:
The Account Manager (AM) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. As an Account Manager you will be identifying and pursuing new business opportunities, handling and developing key accounts, and promoting our CMD product portfolio to customers in various industries. An effective AM maintains long-lasting customer relationships and works optimally to bring outstanding support and customer experience, making it easier to do business with Thermo Fisher Scientific. The AM is the primary point of contact and provides sales expertise and helps drive all CMD commercial activities within the account.
Key responsibilities:
Selling Agility
- Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies.
- Increase share of wallet within existing accounts by identifying under penetrated areas, demonstrating CMD’s value proposition, designing the appropriate solution, and closure of opportunities.
- Ability to develop strong relationships with customer accounts while engaging with buying influencers across their organization.
- Responsible for all elements of the process from qualification, providing quotations, developing contracts, and closing orders with decision maker contacts.
- Uses data to develop and implement strategic sales plans to achieve revenue targets and improve market penetration. Collaborate with cross functional teams to align sales strategies with overall business objectives.
Drives Growth
- Expands current account penetration. Grows organically, broader, and deeper with all primary products.
- Leverages cross-sell motions and activities.
- Handles direction for the territory; Develops sales strategies to meet plan and expand business within assigned territory; maintains pipeline of opportunities to meet or exceed all sales objectives.
- Uses internal sales tools to effectively handle leads, prospects, existing accounts, activities, and sales funnel in an accurate and timely manner.
- Maintains awareness of competitor and industry activity. Introduces new products and services as available.
Leadership
- Leads partnership and coordination with (technical) sales-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise and to advance the sales process.
- Coordinates technical business presentations, and when required, attends trade shows, user meetings and other customer events; Positively always represents Thermo Fisher Scientific throughout customer locations.
- Exchanges of account information and Sales Leads within and across Thermo Fisher Scientific commercial divisions.
- Works adeptly in a team selling environment engaging the best internal company resources to address customer challenges.
Minimum Requirements/Qualifications:
- 5+ years of sales experience preferred in analytical instrument markets, with a track record of achieving sales targets and driving revenue growth.
- Bachelor’s degree in the sciences preferred.
- Ability to explain and sell the technical aspects of Thermo Fisher Scientific’s scientific Chromatography & Mass Spectrometry product portfolio.
- Strong market knowledge and professional network.
- Experience in conducting on site customer seminars and technical presentations.
- Commercial demeanor, strongly motivated by desire to win new business, with validated pursuit to take market share.
- Ability to work cross functionally in an in-matrix environments.
- Computer proficiency in MS Office, CRM.
- Ability to travel to customer locations up to 70% including overnight travel.
- Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement.
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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