Note: The job is a remote job and is open to candidates in USA. Thermo Fisher Scientific develops technologies and solutions that support scientific discovery across life sciences and other markets. The Sr. Key Account Manager, Pharma will lead sales and account management for Life Science Electron Microscopy products across pharmaceutical and biotech accounts, defining account strategies, managing forecasts, resolving customer issues, and driving bookings, revenue, and business growth.
Responsibilities
- Own all sales/ account management responsibilities of specified Life Science Electron Microscopy products to all Pharma and Biotech sites in the territory and assigned Global Key Accounts including resolving any sales related issues
- Understand and align with business goals
- Define, align and implement Account Strategy for assigned global key accounts and those with the assigned territory
- Maintain accurate quarterly booking forecasts and provide visibility/updates to management on a regular cadence
- Understand all budget issues at each customer and take strategic action to overcome them
- Confirm all system configurations, specifications and acceptance conditions are appropriate for closing orders
- Build a professional network within the pharma/biotech industrial space that can be used to demonstrate access to new Customers and accounts
- Manage all User Group activity by product as required
- Manage system demonstrations by working closely with application engineers and product marketing managers
- Manage the sales booking process
- Manage product issues in the field by working closely with the Account service group and application engineers for solutions
- Work with Field Service to achieve excellent customer satisfaction
- Learn in a continuous education fashion which is needed due to pace of advancement in the field
- Full ownership and accountability of growing assigned key accounts of Top 30 Pharma companies
Skills
- * University bachelor's degree, preferably in Life Science, Structural Biology, BioChemistry, Physics, Engineering
- * Highly developed negotiation skills for customer interaction and closure of sales and other issues
- * Excellent, enthusiastic, clear communication skills to a diverse audience is critical to the success of this position
- * Systematic problem solving by working with customers and account team
- * Presentation skills and creating materials for presentations to internal and external audiences
- * Ability to work independently and in good cooperation within an account team
- * Ability to perform and execute in a highly matrixed environment with a diverse group of stakeholders both internally and externally
- * Ability to travel to customer sites and factory locally and internationally (50% or more)
- * 8+ years of sales experience in high value capital equipment or complex sales is strongly preferred
- * Miller-Heiman strategic and conceptual selling experience is highly desirable
- * Experience in the drug discovery space in pharma/biotech industry
- * Exposure or experience in the top 30 Biopharma companies
- * Managing large Global multi-site Customers with a preference with experience in the Miller-Heiman LAMP process
- * Project management skills
- * General knowledge of electron microscopy with a preference of understanding how EM is applied to structural biology and drug discovery
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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