Account Manager - Chromatography and Mass Spectrometry DivisionMilan

Work Schedule

Environmental Conditions

Job Description

The Account Manager (AM) plays a vital role in Thermo Fisher Scientific's Chromatography and Mass Spectrometry Division (CMD). As an AM, your responsibilities will include finding and pursuing new business opportunities, managing important accounts, and promoting our CMD product portfolio to customers in various industries. Building lasting customer relationships and working together efficiently are key to providing exceptional support and customer experience, facilitating smooth business transactions with Thermo Fisher Scientific. The AM serves as the primary contact and offers sales expertise to 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, improving CMD’s value proposition, crafting the appropriate solution, and closure of opportunities.
• Ability to develop positive relationships with customer accounts while engaging with buying influencers across their organization.
• Responsible for all elements of the sales process from qualification, providing quotations, negotiating 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 and share of wallet. Grows organically, broader, and deeper with all primary products. Leverages cross-sell motions and activities.
• Leads the direction of the territory; develops sales strategies to meet objectives and enhance business within assigned area; maintains a pipeline of opportunities to exceed sales targets.
• Uses internal sales tools to effectively manage 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

• Collaborates with internal partners such as (technical) sales, field application, lab application, and IES specialists to provide technical expertise and support 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 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 proven sales experience in analytical instrument markets, with a track record of achieving sales targets and driving revenue growth.
• Bachelor’s degree in the sciences or equivalent experience.
• Ability to explain and sell the technical aspects of Thermo Fisher Scientific’s Chromatography & Mass Spectrometry product portfolio.
• Strong market knowledge and professional network.
• Experience in conducting on site customer seminars and technical presentations.
• Commercial attitude, strongly motivated by desire to win new business, with proven steadfast pursuit to take competitive market share.
• Ability to work cross functionally 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.