Account Manager - Chromatography & Mass Spectrometry

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Laboratory Setting, Office

Job Description

The Account Manager (AM) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This is an Account focused role with the primary responsibility for selling and supporting all CMD products. This role maintains effective and long-lasting customer relationships, develops opportunities for strategic growth of the account and works collaboratively and effectively to bring extraordinary support and customer experience, making it easier for our customers to do business with Thermo Fisher Scientific. The AM is the primary point of contact and provides 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. 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 Science accounts

Key Responsibilities:

Selling Agility

• 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.

Results Leadership

• 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.

Technical Knowledge

• 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.

Minimum Requirements/Qualifications: 

• 3+ years of validated sales experience preferred in analytical instrument markets, with a track record of achieving sales targets and driving revenue growth.
• 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, with shown 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 Scientific’s scientific product portfolio
• Ability to travel to customer locations up to 80% including overnight travel
• Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement

Compensation and Benefits

The salary range estimated for this position based in Massachusetts is $95,100.00–$118,900.00.

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

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