Note: The job is a remote job and is open to candidates in USA. Thermo Fisher Scientific is a company serving scientific and healthcare markets. The Account Manager sells and supports Chromatography and Mass Spectrometry Division products, builds customer relationships, develops account growth opportunities, and leads commercial activities. The role also manages sales strategies, forecasts, technical coordination, and customer presentations.
Responsibilities
- 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
- Leads and cultivates 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 as vital and expedites orders
- Identifies, documents and confirms the best technology choice to meet the customer needs
- Provides quotation, negotiates contracts and closes orders with end users as well as 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 affect them and work independently to lead customer relationships
- 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 pipeline of opportunities to meet or exceed all quarterly sales objectives
- Uses Thermo Fisher Scientific’s sales tools to effectively handle accounts, opportunities, pipelines and forecast in an accurate and timely manner
- Maintains awareness of competitor and industry activity. Introduces new products and services as available
- Leads partnership and coordination with (technical) sales-/ field application-/ 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, 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
- Proficiency in analyzing sales data, market trends, customer behavior, and financial metrics to create accurate financial projections and revenue forecasts
- Experience in developing and adjusting sales forecasts based on historical data, market trends, sales pipeline information, and changing market conditions
Skills
- * Product * competency is required, for the (relevant) CMD product offering
- * Product * competency is required for the (relevant) CMD product offering
- * The Portfolio AM will be handling both Scientific Research and Analytical Science accounts
- * Bachelor's 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, with10shown steadfast pursuit of opportunities
- * Strong interpersonal, oral and written communication, andpresentation 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 Scientific'sscientific product portfolio
- * Ability to travel to customer locations up to 80% including overnight travel
- * Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovationand Involvement
- * 3+ years of validated sales experience preferred in analytical instrument markets,with a track record of achieving sales targets and driving revenue growth
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.
- 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
Company Overview
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