Account Manager - Chromatography & Mass Spectrometry

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.