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Position Summary:
The Account Manager (AM) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. As an Account Manager you will identify and pursue new business opportunities, handling and developing key accounts, and promoting our CMD product portfolio to customers in various industries. An effective AM maintains long-lasting customer relationships and works collaboratively and effectively to bring outstanding 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 helps drive all CMD commercial activities within the account.
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.
· Ability to develop strong relationships with customer accounts while engaging with buying influencers across their organization.
· Responsible for all elements of the sales process from qualification, providing quotations, negotiating contracts, and closing orders with decision maker contacts.
· Uses data to develop and implement strategic sales plans to achieve revenue targets and improve market penetration. Collaborate with cross functional teams to align sales strategies with overall business objectives.
Drives 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 internal sales tools to effectively manage leads, prospects, existing accounts, activities, and sales funnel 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 and to advance the sales process.
· Coordinates technical business presentations, and when required, attends 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:
· 5+ years of proven sales experience in analytical instrument markets, with a track record of achieving sales targets and driving revenue growth.
· Bachelor's degree in the sciences.
· Ability to explain and sell the technical aspects of Thermo Fisher Scientific's scientific Chromatography & Mass Spectrometry product portfolio.
· Strong market knowledge and professional network.
· Experience in conducting on site customer seminars and technical presentations.
· Commercial mindset, strongly motivated by desire to win new business, with proven relentless pursuit to take competitive market share.
· Ability to work cross functionally in a in matrix environments.
· Computer proficiency in MS Office, CRM.
· Ability to travel to customer locations up to 70% including overnight travel.
· Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement.