Account Manager Chromatography & Mass Spectrometry

Work Schedule

Environmental Conditions

Job Description

As part of the Thermo Fisher Scientific team youll discover meaningful work that makesa positive impact on a global scale. Join our colleagues in bringing our Mission to lifeevery single day to enable our customers to make the world healthier cleaner and provide our global teams with the resources needed to achieve individual careergoals while helping to take science a step beyond by developing solutions for some ofthe worlds toughest challenges like protecting the environment making sure our foodis safe or helping find cures for cancer.

The Sr. Account Manager (AM) is a key commercial role within the Chromatography andMass Spectrometry Division (CMD) of Thermo Fisher Scientific. This is an Accountfocused role with the primary responsibility for selling and supporting all CMD position requires a self-motivated individual with entrepreneurial skills strongleadership skills and the ability to generate strategies to achieve sales goals. This rolerequires maintaining effective and long-lasting customer relationships developingopportunities for strategic growth of the account and working collaboratively to bringextraordinary support and customer experience making it easier for our customers todo business with Thermo Fisher Scientific. The Sr. AM is the primary point of contact andprovides sales expertise and drives all CMD commercial activities within the account.

Major end market focus areas include:

• Analytical Science account examples: Pharma QA/QC Environmental Industrial food safety and Healthcare.

• Productproficiency is required for the (relevant) CMD product offering.

• Scientific Research account examples: Academic Pharmaceutical R&D/drug development and BioPharma R&D.

• Productproficiency is required for the (relevant) CMD product offering

• The Portfolio AM handles both Scientific Research and Analytical Scienceaccounts

Key Responsibilities:

Selling Agility

• Identifies and prioritizes new client opportunities and develops solutionimplementation and growth strategies.

• Leads and develops account relationships to drive expansion and renewalsacross the full CMD portfolio (analytical instruments consumables services);provides product assistance consultation and problem solving to customers.

• Provides quotation negotiates contracts and closes orders with end users as wellas purchasing departments and supports all procurement processes.

• Applies data and metrics to develop and report on account development

• strategies and tactics.

• Adaptable to customers needs as well as to conditions and trends that affectthem and work independently to handle customer relationships.

Results Leadership

• Expands current account penetration and share of wallet. Grows organicallybroader and deeper with all primary products. Leverages cross-sell motions andactivities.

• Leads direction for the territory; Develops sales strategies to meet plan andexpand business within assigned territory; maintains pipeline of opportunities tomeet or exceed all quarterly sales objectives.

• Uses Thermo Fisher Scientifics sales tools to efficiently lead the accountsopportunities pipelines and forecast in an accurate and timely manner

• Works adeptly in a team selling environment engaging the best internal companyresources to solve customer challenges. Able to effectively run increased territory/geographic scopes and/or productsacross several streams and/or accounts.

People Leadership

• Leads partnership and coordination with (technical) sales-/ field application(COE) -/ lab application/ and IES specialists (as well as any other internal partner)to provide technical expertise.

• Attends and runs technical business presentations and when required tradeshows user meetings and other customer events; Positively always representsThermo Fisher Scientific throughout customer locations.

• Coaches Account Managers through sales situations and support onboarding ofnew hires.

• Supports regional/national/divisional special projects in collaboration to driveefficiency and productivity within the division.

• Provides strategic assistance to other Account Managers within region whenneeded; considered a subject matter authority.

• Proficiency in analyzing sales data market trends customer behavior andfinancial metrics to create accurate financial projections and revenue forecasts.

• Experience in developing and adjusting sales forecasts based on historical datamarket trends sales pipeline information and changing market conditions.

Minimum Requirements/Qualifications:

• 5 years of sales experience in analytical instrument market

• Bachelors degree in the sciences required or equivalent work experience

• Extensive market knowledge and professional network

• Strategic commercial mentality strongly motivated by desire to win newbusiness with confirmed pursuit of opportunities

• Strong interpersonal oral and written communication and presentation skills

• Fluent in English and other languages as need in the assigned region

• Confirmed commercial excellence working in matrix environment

• Computer proficiency in MS Office CRM

• Ability to explain and sell the technical aspects of Thermo Fisher Scientificsscientific product portfolio

• Ability to travel to customer locations up to 80% including overnight travel

• Demonstrate Thermo Fisher Scientific values Integrity Intensity Innovationand Involvement