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About the Role

As the world leader in serving science, Thermo Fisher Scientific empowers its people to advance innovative technologies, develop meaningful solutions, and build exciting careers. The Materials and Structural Analysis Electron Microscopy business helps customers accelerate breakthrough discoveries. This role is responsible for handling sales and account management for assigned key accounts and locations, driving sales strategies, and achieving business goals.

Responsibilities

Handle sales/account management activities for all assigned locations and key accounts.
Define and drive sales strategies.
Provide leadership to subordinates.
Ensure achievement of bookings, revenue, and business goals.
Own all sales/account management responsibilities of specified Life Science Electron Microscopy products to all Pharma and Biotech sites in the territory and assigned Global Key Accounts.
Resolve any sales-related issues.
Understand and align with business goals.
Define, align, and implement Account Strategy for assigned global key accounts and those within the assigned territory.
Maintain accurate quarterly booking forecasts and provide visibility/updates to management.
Understand customer budget issues and take strategic action to overcome them.
Confirm system configurations, specifications, and acceptance conditions are appropriate for closing orders.
Build a professional network within the pharma/biotech industrial space to access new customers and accounts.
Manage all User Group activity by product.
Manage system demonstrations by working closely with application engineers and product marketing managers.
Manage the sales booking process.
Manage product issues in the field by working closely with the Account service group and application engineers.
Work with Field Service to achieve excellent customer satisfaction.
Continuously learn due to the pace of advancement in the field.
Take full ownership and accountability of growing assigned key accounts of Top 30 Pharma companies.

Requirements

University bachelor's degree, preferably in Life Science, Structural Biology, BioChemistry, Physics, or Engineering.
8+ years of sales experience in high value capital equipment or complex sales is strongly preferred.
Highly developed negotiation skills for customer interaction and closure of sales and other issues.
Excellent, enthusiastic, clear communication skills to a diverse audience.
Systematic problem-solving skills by working with customers and account team.
Presentation skills and ability to create materials for presentations to internal and external audiences.
Ability to work independently and in cooperation within an account team.
Ability to perform and execute in a highly matrixed environment with diverse stakeholders.
Ability to travel to customer sites and factory locally and internationally (50% or more).

Skills

Miller-Heiman strategic and conceptual selling experience
Experience in the drug discovery space in pharma/biotech industry
Experience managing large Global multi-site Customers
Experience with the Miller-Heiman LAMP process
Project management skills
General knowledge of electron microscopy
Understanding of how EM is applied to structural biology and drug discovery

Location

Work Type

Office
Standard (Mon-Fri)

Experience Level

8+ years of sales experience

Education Level

University bachelor's degree

Salary/Compensations

$120,000.00–$155,000.00
Variable annual bonus based on company, team, and/or individual performance results

Benefits

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
Short- and long-term disability
Competitive 401(k) U.S. retirement savings plan
Employees’ Stock Purchase Plan (ESPP)

About the Company

When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, like helping customers in finding cures for cancer, protecting the environment or making sure our food is safe. Your work will have real-world impact, and you’ll be supported in achieving your career goals.
As the world leader in serving science, we empower our people to advance innovative technologies, develop meaningful solutions, and build exciting careers.
With revenues of $45 billion and the largest investment in R&D in the industry, we give our 150,000 outstanding minds the resources and chances to create significant contributions to the world.
The Materials and Structural Analysis Electron Microscopy business enables customers to find meaningful answers to questions that accelerate breakthrough discoveries and ultimately change the world.
Combining hardware and software expertise in electron, ion, and light microscopy with deep application knowledge in the materials science, life sciences, electronics, and natural resources markets, the worldwide Electron Microscopy employees are dedicated to customers' pursuit of discovery and resolution to global challenges.

Equal Opportunity

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.