Account Executive, Protein Diagnostics

Thermo Fisher Scientific • New York City, NY

8h • Remote

About The Position

As part of Thermo Fisher Scientific’s Protein Diagnostics Division, the Account Executive drives revenue growth and builds customer relationships while representing the company’s scientific products and services. This remote-based field sales position covers New York City and Long Island and is responsible for achieving revenue objectives for oncology and special protein products. The role prospects for and closes new laboratory and health system business, maintains and expands existing accounts, develops strategic sales plans, and manages key customer relationships through consultative selling. Customer engagement combines in-person visits and virtual interactions, with cross-functional collaboration to deliver tailored solutions and support customers’ clinical and laboratory goals.

The position develops and executes strategies to increase test utilization and expand test menus, grows market share by converting competitive business, manages instrument demonstrations and proposals, and leads customer contract renewals. The Account Executive also supports implementations and instrument go-lives, conducts Customer Business Reviews, educates customers and clinicians about the portfolio, develops clinical champions and Key Opinion Leader relationships, and maintains accurate sales information in Salesforce.com. Travel of 50–75% within the assigned territory is required.

Requirements

• Bachelor’s degree in a scientific discipline strongly preferred, or an equivalent combination of education and relevant work experience.
• Demonstrated record of achieving sales targets and driving revenue growth.
• Strong strategic, consultative, and complex selling skills.
• Technical aptitude and ability to understand customer applications, laboratory workflows, and business needs.
• Excellent communication, presentation, and negotiation skills.
• Ability to develop and maintain relationships with stakeholders at multiple organizational levels.
• Strong analytical, business planning, and territory management capabilities.
• Ability to work independently and collaborate effectively within a matrixed organization.
• Proficiency with CRM systems, preferably Salesforce, and Microsoft Office.
• Valid driver’s license and ability to travel 50–75% within the assigned territory.
• Commitment to Thermo Fisher Scientific’s 4i Values: Integrity, Intensity, Innovation, and Involvement.
• Legally authorized to work in the United States without sponsorship.
• Ability to successfully complete a comprehensive background check, including a drug screening.

Nice To Haves

• Three years of sales experience preferred.
• Prior experience in laboratory, medical device, or diagnostics sales preferred.
• Capital sales experience strongly preferred.
• Bachelor’s degree in a scientific discipline strongly preferred.

Responsibilities

• Develop and execute strategies to increase test utilization and expand test menus, communicating the value of the testing portfolio to stakeholders including executive leadership and laboratory management.
• Grow oncology and special protein market share by converting competitive business using purchase, lease, and placement options.
• Partner with the Area Sales Manager and Key Account Manager on strategic objectives and lead instrument proposals before, during, and after placement.
• Manage new-customer instrument demonstrations and support customers throughout the evaluation process.
• Lead customer contract renewals, focusing on satisfaction, retention, and continued growth.
• Achieve growth and revenue objectives and identify opportunities to expand business within the assigned territory.
• Anticipate and respond to competitive challenges to protect and strengthen market position.
• Use sales, marketing, and other commercial resources to support account growth.
• Collaborate with cross-functional teams on new product implementations and instrument go-lives to support customer adoption.
• Conduct regular Customer Business Reviews to identify opportunities for growth and optimized clinical and laboratory utilization, including test-menu expansion, sales and outreach collaboration, and development of clinical champions.
• Educate customers and clinicians about the portfolio’s value and the clinical insights it provides to support improved patient management.
• Deliver business insights and value that strengthen customer relationships, support retention, and develop Key Opinion Leader relationships.
• Serve as the primary liaison between customers and internal Commercial partners, including Marketing, Commercial Operations, and executive leadership.
• Maintain accurate and timely account, opportunity, and sales activity information in Salesforce.com.

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 of paid time off (PTO) and 10 paid holidays annually.
• Paid parental leave: 3 weeks for bonding and 8 weeks for caregiver leave.
• Accident and life insurance, and short- and long-term disability in accordance with company policy.
• Competitive 401(k) U.S. retirement savings plan.
• Employees’ Stock Purchase Plan (ESPP), offering eligible colleagues the opportunity to purchase company stock at a discount.
• Variable annual bonus may be available based on company, team, and/or individual performance results in accordance with company policy.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level