Middle Account Executive

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Laboratory Setting

Job Description

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, from protecting the environment and ensuring food safety to helping find cures for cancer.

Position Summary

Join our collaborative sales team at Thermo Fisher Scientific as an Account Executive. In this role, you will drive revenue growth and build lasting customer relationships while representing our comprehensive portfolio of scientific products and services. Working in an environment that values achievement, collaboration and innovation, you will help enable our customers to make the world healthier, cleaner and safer.

This is a remote-based field sales position covering New York, New York. Residency within the assigned territory is required. Relocation assistance is not provided.

You will be responsible for achieving targeted revenue objectives for our Protein Diagnostics Division’s oncology and special protein products. You will prospect for and close new laboratory and health system business while maintaining and expanding existing accounts. You will develop and execute strategic sales plans, manage key account relationships, and drive customer satisfaction through consultative selling.

Working closely with cross-functional partners, you will deliver tailored solutions that address customer needs while achieving sales objectives. Through a combination of in-person customer visits and virtual engagement, you will serve as a trusted advisor and help customers advance their clinical and laboratory goals.

Essential Duties and Responsibilities

• Develop and execute strategies and tactics to increase test utilization and expand test menus, effectively communicating the value of our testing portfolio to key stakeholders within target organizations, including executive leadership and laboratory management.
• Grow oncology and special protein market share by converting competitive business using available contractual options, including purchase, lease and placement.
• Partner closely with the Area Sales Manager and Key Account Manager to achieve strategic objectives and lead instrument proposals that support long-term growth before, during and after placement.
• Manage new customer instrument demonstrations and support customers throughout the evaluation process.
• Lead customer contract renewals from start to finish, with a focus on customer satisfaction, retention and continued growth.
• Achieve established growth and revenue objectives while identifying opportunities to expand business within the assigned territory.
• Anticipate and respond to competitive challenges to protect and strengthen market position.
• Effectively leverage sales, marketing and other commercial resources to support continued account growth.
• Collaborate with cross-functional teams on new product implementations and instrument go-lives to ensure successful customer adoption.
• Conduct regular Customer Business Reviews to identify and act on opportunities for growth and optimized clinical and laboratory utilization. Initiatives may include test menu expansion, sales and outreach collaboration, and development of clinical champions.
• Educate customers and clinicians on the value of our test portfolio and the clinical insights our solutions provide to support improved patient management.
• Deliver business insights and value that strengthen customer relationships, support retention and develop Key Opinion Leader relationships.
• Serve as the primary liaison between customers and internal Commercial partners, including Marketing, Commercial Operations and executive leadership.
• Maintain accurate and timely account, opportunity and sales activity information in Salesforce.com.

Qualifications

• Bachelor’s degree in a scientific discipline strongly preferred, or an equivalent combination of education and relevant work experience.
• Minimum of 3 years of sales experience required; prior experience in laboratory, medical device or diagnostics sales preferred.
• Capital sales experience strongly preferred.
• Demonstrated record of achieving sales targets and driving revenue growth.
• Strong strategic, consultative and complex selling skills.
• Technical aptitude with the ability to understand customer applications, laboratory workflows and business needs.
• Excellent communication, presentation and negotiation skills.
• Demonstrated ability to develop and maintain relationships with stakeholders at multiple levels of an organization.
• Strong analytical, business planning and territory management capabilities.
• Ability to work independently while collaborating effectively within a matrixed organization.
• Proficiency with CRM systems, preferably Salesforce, and Microsoft Office.
• Valid driver’s license and ability to travel 50–75% within the assigned territory.
• Demonstrated commitment to Thermo Fisher Scientific’s 4i Values: Integrity, Intensity, Innovation and Involvement.

Additional Requirements

• Must be legally authorized to work in the United States without sponsorship.
• Must be able to successfully complete a comprehensive background check, including a drug screening.

Compensation and Benefits

The salary range estimated for this position based in New York is $80,000.00–$120,000.00.

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: