Thermo Fisher Scientific

Account Manager

Thermo Fisher Scientific • $90K — $116K *
South San Francisco, CA 94080In-Person
Pharmaceuticals & Biotech
Less than 5 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 3+ years of sales experience in analytical instrument markets
  • Bachelor's degree in sciences or equivalent work experience
  • Strong market knowledge and professional network
  • Experience in conducting on-site customer seminars and technical presentations
  • Fluent in English and Spanish, as needed for the region
  • Strong interpersonal, oral, and written communication skills
  • Proficient in MS Office and CRM tools

Responsibilities

  • Identify and prioritize new client opportunities and growth strategies
  • Increase share of wallet within existing accounts
  • Cultivate and expand account relationships across CMD portfolio
  • Identify and document the best technology choices for customer needs
  • Negotiate contracts and support procurement processes
  • Apply data and metrics for account development strategies
  • Adapt to customer needs and lead relationships independently

Benefits

  • National medical and dental plans, and vision plan
  • Employee assistance and family support programs
  • At least 120 hours paid time off and paid holidays
  • Retirement savings programs including competitive 401(k)
  • Employees' Stock Purchase Plan (ESPP) offering stock at a discount
Full Job Description
Work Schedule
Standard (Mon-Fri)

Environmental Conditions
Office

Job Description

The 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 role maintains effective and long-lasting customer relationships, develops opportunities for strategic growth of the account and works collaboratively and effectively to bring extraordinary support and customer experience, making it easier for our customers to do business with Thermo Fisher Scientific. The 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
  • competency is required, for the (relevant) CMD product offering.
  • Scientific Research account examples: Academic, Pharmaceutical R&D/drug development and BioPharma R&D. Product
  • competency is required for the (relevant) CMD product offering
  • The Portfolio AM will be handling both Scientific Research and Analytical Science accounts


Key Responsibilities:
Selling Agility
  • Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies.
  • Increase share of wallet within existing accounts by identifying under penetrated areas, demonstrating CMD's value proposition, designing the appropriate solution, and closure of opportunities.
  • Leads and cultivates 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 as vital and expedites orders.
  • Identifies, documents and confirms the best technology choice to meet the customer needs.
  • 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 lead customer relationships.


Results Leadership
  • 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 effectively handle accounts, opportunities, pipelines and forecast in an accurate and timely manner.
  • Maintains awareness of competitor and industry activity. Introduces new products and services as available.


Technical Knowledge
  • Leads partnership and coordination with (technical) sales-/ field application-/ 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
  • Exchanges of account information and Sales Leads within and across Thermo Fisher Scientific commercial divisions
  • Works adeptly in a team selling environment engaging the best internal company resources to address customer challenges
  • 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.


Minimum Requirements/Qualifications:
  • 3+ years of validated sales experience preferred in analytical instrument markets, with a track record of achieving sales targets and driving revenue growth.
  • Bachelor's degree in the sciences or equivalent work experience
  • Strong market knowledge and professional network.
  • Experience in conducting on site customer seminars and technical presentations.
  • Commercial mentality, strongly motivated by desire to win new business, with shown steadfast pursuit of opportunities
  • Strong interpersonal, oral and written communication, and presentation skills
  • Fluent in English and Spanish 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


Compensation and Benefits
The salary range estimated for this position based in California is $90,750.00-$116,650.00.

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:
  • 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


For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards

About Thermo Fisher Scientific

Thermo Fisher Scientific Careers

Join the vibrant team at Thermo Fisher Scientific, a global leader in serving science and making the world healthier, cleaner, and safer. With a workforce of over 75,000 professionals, Thermo Fisher Scientific offers unparalleled job opportunities and a culture of innovation that propels your career to new heights. Work You’ll Do At Thermo Fisher Scientific, you will be part of a team that is dedicated to enabling our customers to make the world healthier. Whether you are involved in the development of life-saving drugs or innovative environmental solutions, your work will have a profound impact on society. Our commitment to leadership in the industry is unwavering. With Thermo Fisher Scientific, you will lead projects that set standards in scientific inquiry and market leadership. You will work at the intersection of science, technology, and industry expertise, driving digital innovation in every aspect of our business. Join our diverse team of professionals and engage in roles that span across various functions and disciplines. From research and development to marketing and sales, the breadth of job opportunities available means that you can find the perfect match for your skills and passions. Innovative Work As part of our team, you will have access to cutting-edge tools and technologies that foster creativity and innovation. Thermo Fisher Scientific is home to a dynamic range of career paths, all designed to challenge you and help you grow as a professional. Our employment philosophy emphasizes diversity and inclusivity, ensuring that all team members have the opportunity to thrive. We believe in nurturing talent through robust training programs, leadership development, and opportunities for career advancement. Be Part of a Great Team Working at Thermo Fisher Scientific means being part of a global network of enthusiastic, talented, and ambitious individuals. Our culture is built on collaboration, where each member’s unique skills and perspectives are valued. You will enjoy benefits that support both your professional growth and personal well-being. Future-Proof Your Career Embark on a journey of growth and continuous learning with Thermo Fisher Scientific. We offer a variety of training and development programs that cater to your interests and career goals. From internships for budding scientists to leadership training for aspiring executives, our programs are designed to equip you with the skills needed for a successful and fulfilling career. Explore Discover how our commitment to innovation leads to advancements in health and science: [Read More] Learn about our leadership in environmental sustainability and how you can contribute: [Read More] The Thermo Fisher Scientific Difference Our global presence and commitment to innovation mean that your work extends beyond borders and makes a tangible impact worldwide. The collaboration between our teams drives our leadership in the scientific community and contributes to a culture that embraces diversity and fosters professional growth. Stay Connected Join Our Team Search open positions that match your skills and interest. We are always on the lookout for passionate, curious, and driven team players. Explore our job opportunities and find out how you can contribute to our meaningful work. SEARCH THERMO FISHER SCIENTIFIC JOBS Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. READ CAREERS BLOG Job Alert Emails Customize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. Discover the exciting and rewarding opportunities that await at Thermo Fisher Scientific.
Learn more about Thermo Fisher Scientific
Size
130,000 employees
Market Cap
$213.3 billion
Industry
Pharmaceuticals & Biotech
Net Income
$6.3 billion
Founded
1956
5 Year Trend
+16.5%
Revenue
$32.2 billion
NASDAQ
TMO
* Ladders Estimates

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