Senior Account Manager - Life Sciences Electron Microscopy

Thermo Fisher Scientific • San Diego, CA

1d • Hybrid

About The Position

At Thermo Fisher Scientific, the industry-leading scale provides unparalleled commercial reach, outstanding customer access, and a global footprint. The extensive customer base, ranging from research to commercial production, allows for a broad and significant impact. This role is within the Sales & Marketing team, which offers unmatched depth of capabilities to help customers address some of the world’s toughest challenges. The Materials and Structural Analysis business assists customers in accelerating research and discoveries by delivering innovative microscopy, spectroscopy, and microanalysis solutions, including best-in-class scanning and transmission electron microscopes, DualBeam™ FIB-SEMs, and spectrometers, combined with sophisticated software suites. The Senior Sales Manager (referred to as Senior Account Manager in the title) supports the growth of the Materials Sciences Electron Microscopy business for Academia and Government in North America. This involves leading a sales team that supports key accounts, drives market creation, executes bookings, and manages customer satisfaction, by building relationships with key customers and across the Thermo Fisher organization.

Requirements

• Academic Degree in physics, chemistry, materials science, or engineering.
• 5+ years of professional experience in Academia and Government commercial environments
• Proven expertise in capital equipment sales of scientific instrumentation in Academic/Government accounts.
• Demonstrated ability to propose creative solutions to complex problems
• Management track record of building relationships, driving results and making ethical decisions.
• Operate in culturally different and diverse environments.
• Track record of delivering results and self-accountability.
• Knowledge of business and commercial excellence.
• Experience with Digital Marketing tools and platforms.
• Multiple years experience in sales training platforms (e.g. Miller Heiman)
• Advanced knowledge of customer relation management systems (CRM’s).
• Deep knowledge of the Academia and Government commercial landscape in North America.
• Ability to generate pipeline and business opportunity leads.
• Ability to drive an effective sales strategy with an existing North American sales team.
• Ability to sell strategic and new products to existing and new customers.
• Ability to increase our market share by generating new business leads.
• Demonstrated ability to hold self and others accountable for results.
• Collaborate with, and nurture strong partnerships with multinational and cross-functional matrix teams.
• Meeting or exceeding pipeline and bookings targets.
• Work remotely, flexibly, and travel up to 50%.
• Strong data analysis skills
• Excellent presentation and communication skills.

Responsibilities

• Tactically drive Sales execution with the team as it relates to the overall commercial Academia and Government strategic plan of the business by providing outstanding sales strategies & value propositions, especially with high value and complex deals.
• Focus on market creation, pipeline growth and new customer adoption by Academia and Government customers in coordination with the sales development, account management and Business Unit teams.
• Influence business strategies using detailed market analysis, customer requirement summaries, and competitive intelligence as timely feedback to the product marketing teams.
• Analyze and propose new Sales strategies for growing customer and business value through product positioning and differentiation.
• Perform regular pipeline and opportunity reviews and report out to the Materials Science management team.
• Identify and engage academic and government key opinion leaders (KOL) with potential for collaboration for development of new products, applications and workflows.
• Manage specific campaign rollouts with the Sales and Sales Development Teams.
• Contribute to regular sales training for both the Sales and Sales development Teams.
• Retain, attract and develop highly skilled sales professionals.
• Develop a strong working Team environment with the sales team and with the related groups including Sales Development, Product Marketing, Customer Service and the NanoPort.

Benefits

• A 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, and short- and long-term disability in accordance with company policy
• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 5,001-10,000 employees