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Thermo Fisher Scientific Scientific Account Manager in Cambridge, Massachusetts

Account Manager Scientific Research

222410BR

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them.

How you will make an impact:

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. An effective Account Manager maintains effective and long-lasting customer relationships, develops opportunities for strategic growth of the account and works collaboratively and optimally 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 help drive all CMD commercial activities within the account.

What you will do:

  • Academic, Pharmaceutical R&D/drug development and BioPharma R&D.

  • Product proficiency is required for the (relevant) CMD product offerings

Key Responsibilities:

Selling Agility

  • Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies.

  • Leads and develops 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.

Drive Growth

  • Expands current account penetration and share of wallet. Grows organically, broader and deeper with all primary products. Leverages cross-sell motions and activities

  • Manages 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 sales objectives

  • Uses Thermo Fisher Scientific’s sales tools to effectively lead the 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

Leadership

  • Leads teamwork 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

Minimum Requirements/Qualifications:

Education:

  • Bachelor’s degree required, preferably in the sciences

Experience:

  • Minimum 5 years of sales experience in analytical instrument market or equivalent academic / industrial experience

  • Will consider business-oriented individuals currently using chromatography / mass spectrometry in a laboratory that have sales aptitude and have a level of visibility in the scientific community

  • Strong market knowledge and professional network.

  • Experience in conducting seminars and presentations.

Knowledge, Skills, Abilities:

  • Position may require Covid-19 vaccination, including a booster and/or routine testing, per client discretion. As a requirement to be onsite at Thermo Fisher Scientific this position requires vaccination status disclosure upon employment.

  • Commercial mindset, strongly motivated by desire to win new business, with proven relentless pursuit of opportunities

  • Strong interpersonal, oral and written communication, and presentation skills; ability to meet deadlines

  • Fluent in English and other languages as need in the assigned region

  • Demonstrated 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

  • Geographic knowledge of assigned territory and market demographics is a plus

  • Must live near Boston / Cambridge area and be available for daily travel within Massachusetts.

  • Ability to travel to customer locations up to 75% within the greater Boston area plus infrequent overnight travel to attend trade shows, meetings and events

  • Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement

Our global team of more than 100,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD.

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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