Key Account Manager EXENT

Work Schedule

Environmental Conditions

Job Description

Business Job Title:   EXENT Key Account Manager    

Job Profile Title:       Key Account Manager                                                                                                                            

Direct Report To:     Regional Commercial Leader (Dotted line to EXENT GM)

Group/ Division:       SDG/Protein Diagnostics

Career Band:           7

Career Track:          Sales

Position Location:   Global

Textio Score: 90

At Thermo Fisher Scientific, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life – To enable our customers to make the world healthier, cleaner and safer. We provide teams with the resources needed to achieve individual career goals while taking science a step beyond through research, development and delivery of life-changing therapies.

Our work in specialty diagnostics – from providing diagnostic assays and instruments to clinical monitoring across disease stages – improves the diagnosis and management of blood cancers and immune system disorders. Your determination to put patients at the heart of every decision will improve health outcomes that people and communities depend on – now and in the future.  

Location/Division Specific Information

The Binding Site Group, part of Thermo Fisher Scientific, is a global leader in specialty diagnostics, provides diagnostic assays and instruments to improve the diagnosis and management of blood cancers and immune system disorders.  The Binding Site’s Freelite® offering is widely recommended for multiple myeloma diagnosis and monitoring across all stages of the disease by major clinical guideline publications. In addition, The Binding Site is an active and influential contributor to the broader scientific community. To find out more visit www.bindingsite.com

Discover Impactful Work:

The EXENT Solution Business is in search of a Sr. Key Account Manager (KAM) to join our sales team in (insert location).  This role will report directly into the sales organization under the Regional GM with a dotted line reporting relationship to the PDX EXENT GM. This role provides a fantastic opportunity to shape the future of our PDX EXENTportfolio through detailed display of commercial savvy, technical expertise, and strategic healthcare economics. EXENT is an IVDR certified fully integrated and automated mass spectrometry system designed to transform diagnosis and assessment for patients with monoclonal gammopathies, including multiple myeloma.

Role Description:

The EXENT Key Account Manager (KAM) is responsible for overseeing and growing a defined portfolio of high-value customers, as identified by the Regional General Manager, in partnership with local Account Managers.  These accounts will be among the most influential in the region, top core revenue generators and active within the EXENT opportunity funnel.

Key Responsibilities

• Build and maintain strategic relationships with primary decision makers within assigned key accounts.
• Partner with local Account Managers to expand the PDX core business and drive EXENT sales opportunities in targeted accounts across the region.
• Navigate complex, matrixed organizations to identify and engage key stakeholders.
• Lead EXENT sales cycles within the assigned key accounts as well as EXENT opportunities outside the KAM accounts.
• Collaborate closely with Medical Scientific Liaison counterparts to address customer needs and accelerate new EXENT business.
• Provide accurate forecasting for new EXENT customers and drive optimal test utilization.
• Drive EXENT reagent utilization in EXENT placed accounts.
• Act as an internal advocate for PDX by capturing and relaying the Voice of the Customer (VOC) to support continuous improvement of the EXENT platform.

Key Skills & Competencies

• Proven ability to manage and grow key accounts in a complex healthcare or diagnostics environment.
• Strong relationship-building and stakeholder-management skills at multiple levels of an organization.
• Effective collaboration across cross-functional teams, including medical and scientific counterparts.
• Skilled in forecasting, pipeline management, and driving adoption of new technologies.

A Day in the Life:

• Establish and maintain peer-to-peer relationships with laboratory physicians/scientists, laboratory managers, procurement specialists, and Managed Service Companies.
• Oversee management of the Key Accounts alongside the territory Account Manager.
• Develop the EXENT business by explaining the value proposition through education and collaborating with customers.
• Conduct regular check-ins, business reviews, and performance assessments with clients to ensure happiness and understand evolving needs.
• Achieve and exceed revenue growth targets.
• Develop and lead sales strategies and processes, applying Salesforce (SFDC) as a key tool.
• Lead the sales process, including prospecting, handling the sales funnel, coordinating collaborators, and closing deals.
• Work closely with the Field Sales Manager to gain business and handle existing contracts.
• Proactively identify and resolve problems/objections to business growth.
• Stay on top of laboratory, clinical, and scientific advancements in monoclonal gammopathies.
• Collaborate with internal departments to ensure alignment and awareness of field insights.
• Handle contending demands and adapt approaches to best fit situations.
• Ensure the highest standard of study-related documents, abstracts, and paper publications.
• Be an active member of the Senior Leaders Team within Sales, engaging in strategy development and budget delivery.
• Drive customer happiness, dedication, and revenue growth.

Keys To Success:

Education

• Bachelor’s degree or equivalent experience in Business, Marketing, Sales, or a related field.

Experience

• 2+ years of clinical laboratory experience.
• 3+ years of IVD sales experience.
• Expertise in Mass Spec technology, strongly preferred.
• Proven success in achieving sales targets regularly
• Experience leading projects in a matrix organization.
• Familiarity with immunoassay analyser technology a plus.
• Understanding of analytical and clinical performance evaluation principles for IVD devices.

Knowledge, Skills, Abilities

• Outstanding interpersonal skills with both internal and external collaborators.
• Strong interpersonal and project management skills, including excellent record-keeping and documentation practices.
• Ability to identify and promote quality improvements; apply feedback effectively.
• Strong presentation, negotiation, and interpersonal skills.
• Ability to work independently and collaborate in a fast-paced, complex environment.
• Advanced proficiency in MS Office Suites.
• Leadership characteristics: Drives Growth, Customer Focus, Financial/Business Insight, One Team Approach, Change Leader, Talent Builder, Executive Presence.

Physical Requirements / Work Environment

• Full clean driving licence
• Valid Passport required.
• Ability and flexibility to travel 50% each week with occasional both domestic and internationally.

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.