Job Overview
The Account Manager plays a vital role in driving business growth and customer satisfaction within Thermo Fisher Scientific's Chromatography and Mass Spectrometry Division.
This dynamic position involves finding and pursuing new business opportunities, managing key accounts, and promoting our product portfolio to customers across various industries.
A successful Account Manager will foster lasting relationships with customers, collaborate effectively, and provide exceptional support and customer experience.
Main Responsibilities:
* Selling Agility:
o Identify and prioritize new client opportunities and develop strategies for implementation and growth.
o Increase share of wallet within existing accounts by identifying under-penetrated areas, improving the value proposition, crafting solutions, and closing opportunities.
o Develop positive relationships with customer accounts while engaging with buying influencers across their organization.
o Responsible for all elements of the sales process from qualification to contract negotiation and closure with decision-maker contacts.
o Use 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:
o Expand current account penetration and share of wallet. Grow organically, broader, and deeper with all primary products. Leverage cross-sell motions and activities.
o Lead the direction of the territory; develop sales strategies to meet objectives and enhance business within assigned area; maintain a pipeline of opportunities to exceed sales targets.
o Use internal sales tools to manage leads, prospects, existing accounts, activities, and sales funnel accurately and timely.
o Maintain awareness of competitor and industry activity. Introduce new products and services as available.
* Leadership:
o Collaborate with internal partners such as technical sales, field application, lab application, and IES specialists to provide technical expertise and support the sales process.
o Coordinate technical business presentations, and when required, attend trade shows, user meetings, and other customer events.
o Represent Thermo Fisher Scientific positively throughout customer locations.
o Exchange account information and Sales Leads within and across commercial divisions.
o Work effectively in a team selling environment, engaging the best internal 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 sciences or equivalent experience.
* Ability to explain and sell the technical aspects of Thermo Fisher Scientific's Chromatography & Mass Spectrometry product portfolio.
* Strong market knowledge and professional network.
* Experience in conducting on-site customer seminars and technical presentations.
* Commercial attitude, strongly motivated by desire to win new business, with proven pursuit to take competitive market share.
* Ability to work cross-functionally 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.