Instrument Sales Rep - Chromatography & Mass Spec

Thermo Fisher Scientific•Durham, NC

4d•Onsite

About The Position

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer. The Sr. Account Manager (AM) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This is an Account focused role with the primary responsibility for selling and supporting all CMD products. This position requires a self-motivated individual with entrepreneurial skills, strong leadership skills and the ability to generate strategies to achieve sales goals. This role requires maintaining effective and long-lasting customer relationships, developing opportunities for strategic growth of the account and working collaboratively to bring extraordinary support and customer experience, making it easier for our customers to do business with Thermo Fisher Scientific. The Sr. AM is the primary point of contact and provides sales expertise and drives all CMD commercial activities within the account. Major end market focus areas include: Analytical Science account examples: Pharma QA/QC, Environmental, Industrial, food safety, and Healthcare. Product proficiency is required, for the (relevant) CMD product offering. Scientific Research account examples: Academic, Pharmaceutical R&D/drug development and BioPharma R&D. Product proficiency is required for the (relevant) CMD product offering The Portfolio AM handles both Scientific Research and Analytical Science accounts

Requirements

5+ years of sales experience in analytical instrument market
Bachelor’s degree in the sciences required or equivalent work experience
Extensive market knowledge and professional network
Strategic commercial mentality, strongly motivated by desire to win new business, with confirmed pursuit of opportunities
Strong interpersonal, oral and written communication, and presentation skills
Fluent in English and other languages as need in the assigned region
Confirmed commercial excellence working in 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

Responsibilities

Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies.
Leads and develops 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.
Provides quotation, negotiates contracts and closes orders with end users as well as purchasing departments and supports all procurement processes.
Applies data and metrics to develop and report on account development strategies and tactics.
Adaptable to customers’ needs, as well as to conditions and trends that affect them and work independently to handle 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.
Leads 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 quarterly sales objectives.
Uses Thermo Fisher Scientific’s sales tools to efficiently lead the accounts, opportunities, pipelines and forecast in an accurate and timely manner
Works adeptly in a team selling environment engaging the best internal company resources to solve customer challenges.
Able to effectively run increased territory/geographic scopes and/or products across several streams and/or accounts.
Leads partnership and coordination with (technical) sales-/ field application (COE) -/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise.
Attends and runs technical business presentations, and when required, trade shows, user meetings and other customer events; Positively always represents Thermo Fisher Scientific throughout customer locations.
Coaches Account Managers through sales situations and support onboarding of new hires.
Supports regional/national/divisional special projects in collaboration to drive efficiency and productivity within the division.
Provides strategic assistance to other Account Managers within region when needed; considered a subject matter authority.
Proficiency in analyzing sales data, market trends, customer behavior, and financial metrics to create accurate financial projections and revenue forecasts.
Experience in developing and adjusting sales forecasts based on historical data, market trends, sales pipeline information, and changing market conditions.