Account Manager

Work Schedule

Environmental Conditions

Job Description

The 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 role maintains effective and long-lasting customer relationships developsopportunities for strategic growth of the account and works collaboratively andeffectively to bring extraordinary support and customer experience making it easier forour customers to do business with Thermo Fisher Scientific. The AM is the primary pointof contact and provides sales expertise and drives all CMD commercial activities withinthe account.

Major end market focus areas include:

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

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

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

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

• The Portfolio AM will be handling both Scientific Research and Analytical Scienceaccounts

Key Responsibilities:
Selling Agility

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

• Increase share of wallet within existing accounts by identifying under penetratedareas demonstrating CMDs value proposition designing the appropriatesolution and closure of opportunities.

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

• Identifies documents and confirms the best technology choice to meet thecustomer needs.

• 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 developmentstrategies and tactics.

• Adaptable to customers needs as well as to conditions and trends that affectthem and work independently to lead 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 effectively handle accountsopportunities pipelines and forecast in an accurate and timely manner.

• Maintains awareness of competitor and industry activity. Introduces newproducts and services as available.

Technical Knowledge

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

• Exchanges of account information and Sales Leads within and across ThermoFisher Scientific commercial divisions

• Works adeptly in a team selling environment engaging the best internal companyresources to address customer challenges

• 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:

• 3 years of validated sales experience preferred in analytical instrument marketswith a track record of achieving sales targets and driving revenue growth.

• Bachelors degree in the sciences or equivalent work experience

• Strong market knowledge and professional network.

• Experience in conducting on site customer seminars and technical presentations.

• Commercial mentality strongly motivated by desire to win new business withshown steadfast pursuit of opportunities

• Strong interpersonal oral and written communication and presentation skills

• Fluent in English and Spanish 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

Compensation and Benefits

This position may also be eligible to receive a variable annual bonus based on company team and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on which includes:

• A choice of national medical and dental plans and a national vision plan including health incentive programs

• Employee assistance and family support programs including commuter benefits and tuition reimbursement

• At least 120 hours paid time off (PTO) 10 paid holidays annually paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave) accident and life insurance and short- and long-term disability in accordance with company policy

• Retirement and savings programs such as our competitive 401(k) U.S. retirement savings plan

• Employees Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits please visit: Experience:

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