Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
Job Description
This is an account focused role with the primary responsibility for selling and supporting all products within the Chromatography and Mass Spectrometry Division (CMD).
The Account Manager role maintains effective and long-lasting customer relationships, develops opportunities for strategic growth of the account and works collaboratively to provide extraordinary support and customer experience. The AM is the primary point of contact and provides sales expertise, mentorship, and help drive all CMD commercial activities within the account.
Major end-market focus areas include Mining, Semiconductor, Pharma QA/QC, Environmental, Industrial, Food Safety, and Healthcare. This is a field based sales position and involves extensive travel, with frequent overnight stays.
What will you do:
Selling Agility
- Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies.Leads and nurtures account relationships to drive expansion and renewals across the full CMD portfolio (analytical instruments, consumables, services); provides product assistance, consultation, and problem-solving to customers.
- Identifies, documents and confirms the best technology choice to meet the customer needs. Collaboratively review application needs and Thermo Fisher Scientific results with internal resources, specialists, and customers to increase the number of “first time right installations” post-sale.
- Provides quotation, negotiates contracts and closes orders with end-users as well as purchasing departments, and supports all procurement processes.
- Is adaptable to customers’ needs, as well as to conditions and trends that affect them, and works independently to lead customer relationships.
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 direction for the territory; Develops sales strategies to meet plan and expand business within assigned territory; maintains a pipeline of opportunities to meet or exceed all sales objectives
- Uses internal and external resources to meet customer needs
- Uses Thermo Fisher Scientific’s sales tools to own the accounts, opportunities, pipelines, and forecast in an accurate and timely manner
- Maintains awareness of competitors and industry activity. Introduces new products and services as available
Leadership
- Leads teamwork and coordination with technical sales specialists/ field applications/lab applications/ and Unity Lab Services (as well as any other internal partner) to provide technical expertise
- Attends and runs technical business presentations, and when required, trade shows, user meetings, and other customer events.
- Exchanges of account information and Sales Leads within and across Thermo Fisher Scientific commercial divisions
- Works authoritatively in a team selling environment engaging the best internal company resources to tackle customer challenges
How will you get there?
Education and Experience
- BS degree in Chemistry or related life science field required.
- Two years of selling experience strongly preferred.
- Must have solid understanding of Chromatography (GC and HPLC) and should have knowledge of Mass Spectrometry (GC/MS and LC/MS) and Chromatography Information Data Systems (CDS/LIMS).
- Strong preference for broad familiarity with the following industries: biotech, pharmaceutical, academia research, medical research, environmental, food/flavors, clinical/toxicology, forensics, and petrochemical/petroleum.
- Experience developing and completing sales and/or field marketing plans as well as time/territory management plans to develop long-term relationships, drive account expansion and penetration.
- Knowledgeable with respect to competitive landscape for chromatography products and services.
- Ability to identify new target accounts each year and be able to develop and carry out territory plans.
- Prior experience forecasting and use of a CRM (SFDC) for reporting.
- Experience in leading independent selling or distribution channels a definite plus.
Benefits
We offer competitive remuneration, incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!
