Account Manager
The Microbiology Division (MBD) is a trusted supplier of a broad range of high-quality media and diagnostic products used in clinical, industrial, research, and academic laboratories, and backed by a team of service experts, we are dedicated to microbiology. For over 30 years, we have provided superior product performance and expert, responsive customer support to laboratories nationwide.
How will you make an impact?
The Account Manager is responsible for selling all clinical products by working collaboratively across the Microbiology business, Channel Partners and other key internal stakeholders to meet or exceed revenue targets. To achieve this he/she will be responsible for implementing business strategies, annual business plans, forecasting, providing marketing/competitive feedback and customer satisfaction relative to sales activities and profitable growth. This position will require an individual who is results oriented, highly motivated to succeed, operates with a sense of urgency, has an excellent work ethic and maintains the highest level of integrity and professionalism.
What will you do?
- Sells instrumentation and consumables into microbiology laboratories within hospitals, reference labs and other clinical sites as needed
- Develops a territory business plan in order to achieve and exceed sales plan; monitors and reports progress regularly to Regional Business Manager
- Drives territory performance by monitoring market conditions/competitive threats to forecast revenue and growth targets, and adapts selling strategies as needed
- Implements and successfully utilizes the Sales Methodology framework strategy consistent with the organization’s long term sales and profit objectives
- Communicates the value of doing business with Thermo Fisher Scientific as a total solution partner that speaks directly to the customer's value proposition
- Responsible for developing strong major account relationships at all levels of management for the purpose of growing sales of MBD product lines in the assigned territory
- Develops a territory business plan as well as a key account strategy for each major account assigned; monitors and reports progress regularly
- Develops and aligns strategy with other Groups and Divisions in Thermo Fisher Scientific through regular contact and interaction.
- Understand competitive positions and tactics within accounts and maintains strategies to oppose and mitigate competitive threats
- Negotiates pricing and contract terms with customers
- Coordinates with key internal stakeholders to develop and implement timely contract launches and renewals
- Champions CRM to manage customer data and leads, profile accounts, communicate opportunities, and manage the pipeline in an accurate and timely manner
- Accurately, efficiently and promptly submits reports and manages expenses
- Demonstrates and role models the 4-I values to guide their decisions and interactions
How will you get here?
Education
- Bachelor’s Degree in Biology, Molecular Biology, Biochemistry or related field preferred, or equivalent experience.
Experience
- 2+ years of sales experience in a relevant industry preferred
- Strong track record of results and customer focus
- Excellent organizational/teamwork skills and collaboration with peers and other departments
Knowledge, Skill, Abilities
- Understands / demonstrates the necessity for sales planning and execution using standard sales tools (e.g. CRM) to drive commercial operational excellence
- Bachelor’s Degree in Biology, Molecular Biology, Biochemistry or related field preferred
- Technical strength and demonstrated ability to navigate the Microbiology portfolio or similar
- 2+ years of sales experience in a relevant industry preferred
- Proficiency in Microsoft Office (Word, Excel, PowerPoint) is required
- Excellent written, oral and presentation skills necessary
- Travel throughout assigned territory as necessary – up to 75%
Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $25 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, improving patient diagnostics and therapies or increasing productivity in their laboratories, we are here to support them. Our global team of more than 75,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services and Patheon.