Careers at ThermoFisher Scientific

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United Kingdom - Remote / Field
Job Description

Company Information

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of more than $20 billion and approximately 65,000 employees globally. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics, deliver medicines to market and increase laboratory productivity. Through our premier brands – Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services – we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive services.

Job Description

Job Title: Territory Account Manager South West, Anatomical Pathology
Reports To: Regional Manager – UK & Benelux
Group/Division: Specialty Diagnostics Group/Anatomical Pathology Division
Career Band: 6
Job Track: Professional
Position Location: South West UK - Remote
Number of Direct Reports: 0

Position Summary:

The ideal candidate should possess a good general business awareness combined ideally with a high level of practical and product expertise in Histopathology workflows.
The position requires the ability to interact closely with end users, ensuring that high levels of customer training and satisfaction are achieved.
The job requires good hands on knowledge and expertise of the company product range, high level understanding of the applications of these products in a diagnostic or research environment and knowledge of diagnostic procedures.
The position requires efficient planning, prioritisation and coordination of activities to ensure maximum benefit to sales and business development.
Specific tasks for this role:
  • To promote products, negotiate contracts and close sales in order to achieve and exceed the monthly and annual sales targets.
  • To meet and exceed minimum objectives and standards of performance.
  • To operate effectively and profitably within assigned territory.
  • To secure and maintain profitable business relationships.

The Job Holder is accountable to the Regional Manager – UK & Benelux. The job holder is expected to provide initiatives and support to ensure high level sales opportunities are progressed and customer satisfaction maintained.
The job holder is an integral part of the sales process and as such is responsible for supporting and maintaining overall business objectives.

Duties and Responsibilities:

Sales Targets and Objectives
  • Ensure sales volume and revenue meet the agreed business plan.
  • With manager’s assistance, compile and submit accurate 3 month prospect lists on a monthly basis.
  • Ensure all reporting is completed thoroughly and in a timely manner.
  • Monitor performance and devise corrective action plans with Regional Manager where necessary
Territory Coverage
  • Make sufficient prospecting calls each week, on existing and new prospects to ensure that the prospect funnel is of sufficient value to meet the monthly sales target.
  • Develop a structured calling plan to ensure introductions to new customers are made on a weekly basis.
  • Grade accounts according to market type and potential.
Records and Reporting
  • Keep all customer records accurate and up to date.
  • Strictly maintain customer database, including brief reports of all visits.
  • Submit Information on projects (>£10k) to SM as early as possible.
  • With manager’s assistance, develop account plans to grow account knowledge and maximise business.
  • Complete thorough site surveys for all appropriate orders.
  • Forward complaint forms to office immediately when a customer complaint is identified.
  • Adhere to all Company internal ethic codes and ISO9001 procedures.
Product and Company Knowledge
  • Ensure thorough knowledge of entire Anatomical Pathology product range and services.
  • Should have knowledge of other company offerings throughout Thermo Fisher Scientific divisions to ensure maximum business potential is achieved.
Market Knowledge
  • Identify decision makers and influencers at the customer account. Develop means of identifying future business.
  • Identify competitors working in the territory, their product offering and their accounts.
Cost Management
  • Keep selling costs to a minimum, always within company guidelines.
  • Liaise with Company credit control on outstanding accounts.

Communication/Reporting Requirements:
  • Access to Salesforce.com, with responsibility to update all regional customer files with relevant information from customer contacts/support activities etc
  • Weekly activity reporting.

Qualifications / Experience Required:
  • Technical Qualification, HND, Degree or equivalent.
  • Previous knowledge of laboratory products.
  • Excellent communication and presentation skills.
  • Sales experience in a similar market environment, preferable.
  • Smart, professional appearance.
  • Clean Driving Licence
  • Ability to travel 70% in South West UK, occasional European travel

Additional Information
The candidate will receive:
  • Full internal and formal external product training on all Anatomical Pathology products and services.
  • Full training in compliance with company procedures.
  • Internal and residential advanced sales training.

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