Account Manager III - Chromatography and Mass Spectrometry

Work Schedule

Other

Environmental Conditions

Office

Job Description

Thermo Fisher Scientific Inc. is at the forefront of Information Technology, committed to improving worldwide health, cleanliness, and safety. Our team of 100,000+ colleagues is dedicated to advancing research, solving complex scientific problems, driving innovation, and assisting patients. Our core values, Integrity, Intensity, Innovation, and Involvement, are central to our work, and we value diversity and different perspectives!

Thermo Fisher Scientific's Chromatography and Mass Spectrometry Division (CMD) is seeking an Account Manager (AM) to join their team. As an AM, you will focus on identifying and pursuing new business opportunities, managing key accounts, and promoting the CMD product portfolio to customers across various industries. Your role will involve building and maintaining long-lasting customer relationships and providing sales expertise to drive all CMD commercial activities.

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

• Increases market share by expanding sales within existing accounts.

• Implements cross-selling strategies to promote all primary products.

• Manages territory direction and develops sales plans to meet objectives.

• Keeps track of leads, prospects, and sales activities using internal tools.

• Stays updated on competitor and industry trends.

• Introduces new offerings when they become available.

Leadership

• Collaborates with sales, field application, lab application, and IES specialists to provide technical expertise and support 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:

• A Bachelor’s degree in the sciences or equivalent experience is required.

• 5+ years of successful sales experience in analytical instrument markets, consistently meeting sales targets and driving revenue growth preferred.

• The ideal candidate should possess the ability to effectively communicate and sell the technical aspects of Thermo Fisher Scientific’s scientific Chromatography & Mass Spectrometry product portfolio.

• They should also have a strong understanding of the market and a well-established professional network.

• Experience in conducting on-site customer seminars and delivering technical presentations is a plus.

• The successful candidate will have a commercial demeanor and a strong motivation to acquire new business, with a proven ability to capture market share.

• They should also be able to work collaboratively in cross-functional, matrix environments.

• Proficiency in MS Office and CRM software is necessary.

• This role requires up to 70% travel to customer locations, including overnight stays.

• The candidate must demonstrate Thermo Fisher Scientific’s values – Integrity, Intensity, Innovation, and Involvement.