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About the Role

The Account Manager (AM) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) responsible for selling and supporting all CMD products. This role focuses on building and maintaining customer relationships, identifying growth opportunities, and providing exceptional customer support to make it easier for customers to do business with Thermo Fisher Scientific. The AM serves as the primary point of contact, offering sales expertise and driving all CMD commercial activities within assigned accounts, which include both Scientific Research and Analytical Science sectors.

Responsibilities

• Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies.
• Increases share of wallet within existing accounts by identifying under penetrated areas, demonstrating CMD’s value proposition, designing appropriate solutions, and closing 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.
• Expedites orders.
• Identifies, documents, and confirms the best technology choice to meet customer needs.
• Provides quotations, negotiates contracts, and closes orders with end users and purchasing departments.
• Supports all procurement processes.
• Applies data and metrics to develop and report on account development strategies and tactics.
• Adapts to customer needs, conditions, and trends affecting them.
• Works independently to lead customer relationships.
• Expands current account penetration and share of wallet.
• Grows organically, broader and deeper with all primary products.
• Leverages cross-sell motions and activities.
• Develops sales strategies to meet plan and expand business within assigned territory.
• Maintains a 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 forecasts accurately and timely.
• Maintains awareness of competitor and industry activity.
• Introduces new products and services as available.
• Leads partnership and coordination with technical sales, field application, lab application, and IES specialists to provide technical expertise.
• Attends and runs technical business presentations, trade shows, user meetings, and other customer events.
• Represents Thermo Fisher Scientific positively throughout customer locations.
• Exchanges 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.
• Analyzes sales data, market trends, customer behavior, and financial metrics to create accurate financial projections and revenue forecasts.
• Develops and adjusts sales forecasts based on historical data, market trends, sales pipeline information, and changing market conditions.

Requirements

• 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 needed in the assigned region.
• Confirmed commercial excellence working in a 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.

Skills

• Sales
• Customer Relationship Management
• Strategic Growth
• Product Competency
• Solution Selling
• Negotiation
• Data Analysis
• Market Trend Analysis
• Forecasting
• Technical Presentations
• MS Office
• CRM

Location

• Office

Work Type

• Standard (Mon-Fri)

Experience Level

• 3+ years of sales experience preferred

Education Level

• Bachelor’s degree in the sciences or equivalent work experience

Salary/Compensations

• $90,750.00–$116,650.00
• 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
• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
• Employees’ Stock Purchase Plan (ESPP)

About the Company

• Thermo Fisher Scientific is a leader in the Chromatography and Mass Spectrometry Division (CMD).