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ThermoFisher Scientific Manager, Field Application Scientists in Cambridge, Massachusetts

Job Description

Job Title: Manager, Field Application Scientists

Reports To: Commercial Director, Americas

Position Location: United States

Position Summary:

Field Application Scientists (FAS) for Thermo Fisher Scientific’s Transplant Diagnostics (TDX) division are responsible for supporting annual initiatives and priorities through key activities that center around facilitation of field-based product demonstrations, product training, product troubleshooting, along with customer continuing education.

The FAS AMERS Manager’s is accountable for ensuring the FAS team has effective customer relations, develops opportunities for growth within an existing customer base, and assures share- gain and profitability while achieving business objectives. In addition, this individual will be required to maintain a deep technical understanding of, and practical familiarity with key product lines when working closely with TDX’s US, Canada and Latin America customer base.

Key Responsibilities:

  • Own and lead the strategic direction for the overall region, and meet business objectives by expanding share of wallet.

  • Demonstrate proficiency and success using and coaching to sales skills and training programs.

  • Collaborate with TDX Commercial team to act on current initiatives and opportunities, while effectively contributing to pre- and post-sales objectives.

  • Develop key performance indicators, standard processes and rules of engagement, while effectively collaborating within a matrixed environment including Marketing, Product Management, Sales Ops, Customer Service, Technical Support, Quality and Regulatory.

  • Maintain proficiency in all TDX product lines, software applications, equipment, new product launches, and keep current with advancements in the field of transplantation.

  • Complete continuing education programs with the Training Team, and develop FAS technical and commercial competence for all product lines.

  • Complete in-field travel to assist and assess FAS competencies including customer demonstrations and product trainings.

  • Implement laboratory experimental plan creation and facilitate field-based product line troubleshooting.

  • Independently make decisions; use available data and resources to meet customer needs and work effectively with cross-functional team.

  • Maintain compliance with Regulatory and Customer Inquiries processes.

  • Contribute to Key Opinion Leader (KOL) development, and actively seek opportunities for clinical studies and white papers.

  • Travel as needed to tradeshows, workshops and customer laboratories in support of FAS commercial activities.

  • Lead and/or participate in cross-divisional projects to drive productivity enhancements for standardized business processes.

  • Enable ‘voice of the customer’ and provide product feedback to cross-functional departments including Product Management.

  • Maintain accurate reporting, records, and files necessary for proper management of region including T&E, budget, performance G&O/assessments, and more.

  • Accurately assess business by using various data analytics sources including pricing, funnel, sales activity, market trends to communicate potential outcomes.

Other Job Requirements:

Minimum Qualifications:

  • A Bachelor’s degree, or greater, from an accredited higher learning institution in the Biological or Chemical Sciences.

  • At least seven (7) years of related working experience required, preferably in clinical sales, HLA/Transplant or Molecular Laboratory or related establishment.

  • At least three (3) years management experience is preferred.

Preferred Qualifications:

  • Results-focused, highly accountable self-starter that develops and deploys standard processes to deliver above expectations.

  • Experience in effective talent management with an understanding of Situational Leadership Model (preferred).

  • Strong business planning, execution and prioritization skills, with consistent demonstration of being proactive, taking initiative, resolving problems, following through, and handling multiple projects to ensure goals are met in a timely manner.

  • Ability to synthesize trends in core clinical customer segments, competitor insights, and clinical market trends.

  • Proven success and comfort with creation and facilitation of technical programs to both small and large audiences.

  • Ability to take complex subjects and communicate the subject clearly and effectively to an audience of differing levels of familiarity.

  • Effectively build and maintain relationships resulting in business growth.

  • Excellent observation, analytical, problem solving and learning abilities, passionate about providing exceptional customer solutions.

  • Effectively able to multi-task responsibilities and activities and adapt to sudden changes in expectations and job needs.

  • Proficient in SalesForce.com and Microsoft Office applications including Outlook, Word, Excel, PowerBI and PowerPoint.

  • Exercise independent discretion and judgment in execution of duties and decisions.

  • Strong interpersonal skills with ability to effectively communicate, both orally and in writing, to management, customers, and third parties.

  • Direct experience and knowledge of TDX’s Antibody Detection and/or Molecular Typing products is preferred.

  • Skilled professional who upholds and supports individual goals and company values.

Frequent domestic and international travel (50%), mostly via commercial aircraft, is required to visit customers, Office/Customer Service Centers, and Channel Partners. Occasional lifting of office and/or laboratory equipment up to 50 lbs.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.

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